Archive | Blog

Welcome to the Barlow/McCarthy blog…

Check back often to hear from our talented team of consultants. Topics covered include: Physician Relations, Physician Recruitment, Practice Marketing, Medical Staff Development, Community Health Needs Assessments, etc.

B/Mc Monday Morning Minute – Personal Growth – 8/21/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Personal Growth. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: B/Mc Monday Morning Minute – Personal Growth – 8/21/2017.

 

A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Internal Relationships – 8/14/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Internal Relationships. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: BMc Monday Morning Minute – Internal Relationships – 8/14/2017.

 

A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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Taking the Long View on Physician Recruitment

By: Allison McCarthy, MBA | amccarthy@barlowmccarthy.com

The airlines have recently demonstrated some danger signs for physician recruitment. With their focus on filling airplanes versus the quality of the experience, a few carriers have damaged their reputations with the flying public. As one who flies regularly, I feel as though I’m just a widget moving through the air travel process rather than a customer to be satisfied. The airlines seem to be more concerned with volume than value. And customers are pushing back.

Physician recruitment may be on the same trajectory. With searches per recruiter reaching 30, 40, 50 per year, that increasing volume just means less time and attention available to bring value to individual candidates.

Recruiting a new physician is a big deal for any health care enterprise. Physician-generated revenue can range from a half-million to a few million annually. If we anchored our thinking in the potential to generate “millions” for the organization – if we successfully recruit and retain the physicians – I believe we would see the need to be more “high-touch” oriented.

How we interact with candidates during recruitment sets the stage for a potential long-term value proposition for the organization. Here are a few areas to consider.

  • Pre-search prep – how much time is spent in discovery to get the key differentiation details needed to pitch the opportunity? What benefits are you really offering physician candidates? Is that practice ready to represent the organization’s brand in the recruitment market?
  • Time invested with candidates – to really understand their needs and interests. While we may spend considerable time ensuring community fit with the physician and family, are we doing the same on the professional side? Likely there is room to dig deeper and learn more about their career goals and aspirations. What would it take to have them choose to practice with you versus a competitor? What are the key attributes most likely to hold them long-term?
  • Extending offers – rather than talking physicians through the offer, we email a document and ask them to sign and return. Then it can take weeks to prepare a contract – sent by an attorney more interested in protecting the organization than being a relationship-building partner.
  • Onboarding – that critical juncture when the organization’s return on investment needs to be managed. But unless responsibility for new physician onboarding is assigned, practice ramp-up and new physician satisfaction is at risk.

I’m challenging us to look at physician recruitment from a retention perspective – for its ability to attract the right talent that can bring long-term gain to the organization. We run the risk of going the way of the airlines – with high volume expectations and a low value approach. Physician recruitment needs a “high touch” orientation so sufficient time is spent working leads, having in-depth conversations with candidates and really considering potential long-term fit.

Consider the mix of physicians being pursued today. What are they worth long-term to the organization? If your physician recruitment approach has more of a “fill rate” orientation, then it may be heading down the same path as the airlines – volume over value.

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B/Mc Monday Morning Minute – Strategic Sales – 8/7/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Strategic Sales. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: BMc Monday Morning Minute – Strategic Sales – 8/7/2017.

 

A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Attitude – 7/31/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Attitude. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: BMc Monday Morning Minute – Attitude – 7/31/2017.

 

A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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Physician Relations: Why is the Gatekeeper “That Way” with Me?

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

No doubt about it. Today’s gatekeepers are more impenetrable than ever. We can blame it on pressures in the practice, or more “office visitors” than they can manage. But, let’s face it, their issues become our issue. Most field staff need to get past a gatekeeper to get to the right audience, so it is part of the job. Take a minute to consider your track record in the last six months.

What’s a Rep to Do?

Step one is to recognize that getting through is your obligation. Your organization has hired you for meaningful conversations with doctors. If you are working on leakage, referral growth or market softening, the physician is the pivotal decision maker, so meaningful connection with them is key. Easier said than done.

Make sure you have something of value when you do meet with the doctor. Value for them is rarely a pitch about your products and services. The pre-call plan should define your approach for involving them, understanding their needs and making sure they feel the time spent with you is worth it.

Earning Entry

There is no magic script or approach that works every time but, here’s a short list of ideas to try if you’re getting stalled out by gatekeepers more than you’d like.

  1. Professional warmth. Be kind and interested in them, but make sure they understand you are a professional representing the hospital and that you have a job to do. First impressions count so prepare for your meeting with them and work to find that right position of interest and involvement with the entire office, but with clear lines of expectation.
  2. Positioning is crucial. Use your organization and its stakeholders to position your role and differentiate your position. For example, “Dr. Smith our chief of cardiology suggested I should meet with your new family medicine doctor, Dr. Doe.” This, of course, requires that you have permission to name drop. But, when you can, it paints a very different picture.
  3. Never bait and switch. You know this, but if you go into a practice to learn insights from a doctor then that’s what you do. Don’t say that your visit is to follow up on a patient or learn their needs and then use the time to pitch your products.
  4. Ask for what you need, not what you think might be suggested. The goal is to meet with the doctor, so request a few minutes with the doctor, not with the office manager. Yes, I know that 90 percent of the time the suggestion will be to meet with the office manager and that works, but if we ultimately want a conversation with the doctor why not ask for that.
  5. Respect. If you ask for five minutes, stay for five minutes. If you see the lobby is full you might offer to come at a better time. Office rapport is a forever need and they remember those are sensitive to their realities beyond the doctor’s agenda. Show it every chance you get.
  6. Less is more. The longer we talk, the more likely we are to say too much. Keep your message short, easy to understand and focused on them.
  7. Remember your ultimate goal. If at first you don’t succeed try, try again. Find another resource in the practice, use one doctor to get you to another one, use outside meetings to stage the visit, just stay at this and you will almost always have luck.

My list should get this conversation started. What’s on your list of successful techniques to effectively get face time with doctors? Everyone is in the same boat with this issue so if you have a technique that works for you, please let us know.

P.S. B/Mc is sponsoring a Destination Sales Training in Amelia Island, Florida on September 14th. In addition to gatekeepers, the content will include the full relationship selling cycle and the opportunity to exchange ideas with your colleagues. CLICK for details and to join us get your registration in by August 10, 2017.

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B/Mc Monday Morning Minute – Strategic Sales – 7/24/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Strategic Sales. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: BMc Monday Morning Minute – Strategic Sales – 7/24/2017.

 

A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Forward Thinking – 7/17/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Forward Thinking. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: BMc Monday Morning Minute – Forward Thinking – 7/17/2017.

 

A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Competition – 7/10/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Competition. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: BMc Monday Morning Minute – Competition – 7/10/2017.

 

A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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B/Mc Monday Morning Minute – Internal Relationships – 7/3/2017

Monday Morning MinuteBy: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com

Welcome to B/Mc’s Monday Morning Minute, an audio message to jump start your week. The brief messages include reminders, new ideas and sometimes a little therapy to slide into the work week with ease.

This week’s topic is Internal Relationships. Click the player below to listen:

 

If you are having trouble with the audio player you can download the audio file here: BMc Monday Morning Minute – Internal Relationships – 7/3/2017.

A large part of our mission at Barlow/McCarthy is helping you stay on top of your game with blogs, podcasts and education. In this vein we have created a selection of online courses at B/Mc Academy.

Check out our Relations and Recruitment courses: www.bmcacademy.barlowmccarthy.com.

 

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