Welcome to The Market Tenor - a newsletter designed to respond to your interests in hospital-physician strategies. Because Barlow/McCarthy specializes in all aspects of the physician-hospital relationship, this newsletter will focus on topics related to physician sales, retention, recruitment, new physician on-boarding and practice development. The articles will feature tips and techniques to help drive greater success and facts to help you in positioning your program internally.
Welcome to the Spring Issue of The Market Tenor•May 2008
•May 2008 |
Intuitively we know that the success of a good sales call begins with disciplined preparation. It is the strategic and thoughtful process of pre-call planning that makes the difference between a not-so-successful and successful outcome.
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If done well, pre-call preparation creates a solid foundation for crafting sales messages – messages that resonate with your physician audience and ultimately drives them to take action. In this issue of The Market Tenor, members of the Barlow/McCarthy consulting team share some strategic and tactical fundamentals in pre-call planning preparation. Each consultant focuses on one building block of this preparation. We invite you to read on for these best practice tips… |
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The Pre-Call Plan: A Little Organization Makes a World of Difference
Each type of plan has a role and the pre-call plan is the final, small but significant step to bringing the other plans to fruition. The physician relations reps’ ability to create a solid pre-call plan tells a great deal about the real long-term relationship strategy they are employing. Read the full story by Kriss Barlow...
Each type of plan has a role and the pre-call plan is the final, small but significant step to bringing the other plans to fruition. The physician relations reps’ ability to create a solid pre-call plan tells a great deal about the real long-term relationship strategy they are employing. Read the full story by Kriss Barlow...
Taking Along a Hospital Leader to Your Physician Visit? Plan Ahead Can Ensure Success
Planning physician relations visits in advance, particularly when they involve non-physician relations staff, provides the preparation necessary to achieve solid results. Whether it involves reviewing the meeting agenda in advance with a clinical service line leader or describing to a specialist the “likes” and “dislikes” of a referring physician, laying the groundwork for the discussion can make a significant difference in the outcome. Read the full story by Allison McCarthy...
Planning physician relations visits in advance, particularly when they involve non-physician relations staff, provides the preparation necessary to achieve solid results. Whether it involves reviewing the meeting agenda in advance with a clinical service line leader or describing to a specialist the “likes” and “dislikes” of a referring physician, laying the groundwork for the discussion can make a significant difference in the outcome. Read the full story by Allison McCarthy...
Your Sales Calls and Your Organization’s Strategic Agenda: Connecting the Dots
To ground your sales plan in organizational buy-in and give it credibility as a “top-down” program you want to make sure it reflects the strategic direction of your facility. By aligning the focus and agenda of your sales calls with your organization’s strategic priorities you demonstrate that your efforts are an integral part of the organization’s mission and vision. Read the full story by Ann Maloley...
To ground your sales plan in organizational buy-in and give it credibility as a “top-down” program you want to make sure it reflects the strategic direction of your facility. By aligning the focus and agenda of your sales calls with your organization’s strategic priorities you demonstrate that your efforts are an integral part of the organization’s mission and vision. Read the full story by Ann Maloley...
Pre Sales Call Planning: Data Review, Readiness and Product Knowledge
It is the responsibility of the physician relations representative to work with the clinical leadership of key service lines to determine their readiness for sales support. Often the service line will think they are ready for sales to drive business when in fact they are not. This will result in wasted effort and resources as well as a poor experience for the referring physician and ultimately the patient. Read the full story by Chris Rhodes and Dave Zirkle...
It is the responsibility of the physician relations representative to work with the clinical leadership of key service lines to determine their readiness for sales support. Often the service line will think they are ready for sales to drive business when in fact they are not. This will result in wasted effort and resources as well as a poor experience for the referring physician and ultimately the patient. Read the full story by Chris Rhodes and Dave Zirkle...
Marketing Communications Support of Sales
Just what marketing materials should a physician sales rep take on calls? That is an old question that remains regardless of changes in formats and the advent of technology. Effective materials support and further the relationship building long after the face to face interaction has ended. Read the full story by Brenda Beukelman...
Just what marketing materials should a physician sales rep take on calls? That is an old question that remains regardless of changes in formats and the advent of technology. Effective materials support and further the relationship building long after the face to face interaction has ended. Read the full story by Brenda Beukelman...
Learning Opportunities
The Barlow/McCarthy team is highly regarded in the industry and frequently speaks about what can be done to improve hospital-physician relationships. Review a list of upcoming opportunities to expand your skills...
The Barlow/McCarthy team is highly regarded in the industry and frequently speaks about what can be done to improve hospital-physician relationships. Review a list of upcoming opportunities to expand your skills...