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 – Great Messages – 10/23/2017

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 Great Messages. 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 – Great Messages – 10/23/2017.

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 – 10/16/2017

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: B/Mc Monday Morning Minute – Attitude – 10/16/2017.

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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Is Onboarding the Right Title?

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

Does the term “onboarding” best represent the activities involved in bringing new physicians into an organization?  That was a question raised at a recent Onboarding and Retention (OAR) Chapter meeting.

OAR members were concerned that the title “onboarding” was diminishing the function that integrates new physicians into an organization – especially with senior leaders who may perceive “onboarding” to be another word for “orientation.”

Those responsible for new physician onboarding know it’s so much more than orientation.  It includes all the tactical activities needed to launch and grow a new physician in practice alongside the relationship building efforts needed for long-term engagement.

Organizations with well-established onboarding programs, including the right tracking metrics, go beyond orientation by focusing on the social, relational and fulfillment needs that achieve new physician satisfaction, productivity and long-term retention. More specifically, that means working on:

  • Transfer of knowledge – helping the new physician become quickly familiar with the organizational “rules of the road.”
  • Building connections – ensuring the new physician builds a solid network of personal and professional relationships.
  • Immersion in the Organizational Strategy – by understanding how their role fits into the organization’s goals and objectives, they will feel important to the organization and a part of its success.

While admittedly some of this is orientation, onboarding primarily centers on practice development and physician engagement.

The OAR group considered other words to describe the startup and integration of a new physician into his/her practice.  Because “onboarding” is the term widely used by other industries to describe the same for other professional employees, the OAR members decided to hang on to that descriptor.  The challenge is not the title, but having health system leaders appreciate the full scope of onboarding.

For more on this and other topics, consider purchasing a copy of the Leader’s Guide for Physician Recruitment. The Leader’s Guide is a comprehensive workbook designed to help you in your role as a physician recruiter. We have more details and purchasing information here: Leader’s Guide for Physician Recruitment.

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B/Mc Monday Morning Minute – Impact – 10/9/2017

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 Impact. 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 – Impact – 10/9/2017.

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 – 10/2/2017

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: B/Mc Monday Morning Minute – Internal Relationships – 10/2/2017.

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 – 9/25/2017

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: B/Mc Monday Morning Minute – Forward Thinking – 9/25/2017.

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 – Strategic Sales – 9/18/2017

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: B/Mc Monday Morning Minute – Strategic Sales – 9/18/2017.

 

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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What Motivates Field Staff… and What Does Not

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

As summer wraps up we have fresh memories of getting in and out of very hot cars, people you need being away on vacation and the daily distractions of summer. We all have positive and not so positive things about our jobs. But these are not necessarily the same as feeling unhappy in the job. Forbes reports that three of four employees report that their boss is the worst and most stressful part of their job. Doing sales calls in a hot car has nothing on this stat!

This is a tender topic to even write about. No leader sets out to demotivate their staff. Managers want to be successful and they recognize that effective staff are central to the process. But, many managers have not actively done the field role. So, while they have a great sense of the organization, the data and doctors and goals for the field effort, they often have a gap in what works in the field.

While it has been “more than a couple” of years since I’ve been a field rep, my ears are open and my conversations with field staff are frequent. Here’s what they say.

  1. Be responsive. Field staff are motivated when they get consistent response at two levels.
  • First is timely communication within the team. Effective managers are consistent in letting team members know when and how they will respond. They offer tools for self-management where situations require it. And, they communicate how to bypass the usual systems if there is an immediate need.
  • The second need is at the organizational level.  A key gripe of a liaison is when they need to respond to a doctor and an internal reply is late or not forthcoming. They cajole, remind, ask and ask until they feel like nags and at a point it feels like others have no interest in earning the relationship and referral.
  1. Take care of the referral. Today it takes between 4-6 visits to earn an acute care referral. Field staff get really frustrated when the internal team drops the ball. Back in the day we could ask the doctor to try us again. Today, it’s one and done.
  2. Value my expertise. Field sales is a job filled with rejection. We work in a normal state of rejection that nobody else experiences, except maybe your bill collector. Feedback is essential, but field staff are a tough on the outside, tender on the inside group. They are more motivated when the conversation starts with their perceptions and things they are working on. In fact, that may be solid advice for managers in general.
  3. Manage “out of the field” requests. Everyone wants everything right now and it’s often kicked down the chain of command until it lands in the lap of the field staff. Managing impromptu requests several times a month is different for those in a field role than an office. It can drive field staff out of the field and to their desks or require after hours work. We all get that it happens occasionally. The key question is, when does occasional become repetitive and, dare we say, annoying.
  4. Consistent, involved goals. The boss sets clear goals in all good physician relations programs. It’s right and good, but can be problematic when it is done in a vacuum. Goals need to be thoughtfully created, achievable and consistent. Good field staff want to exceed expectations, so a moving target often results in motivation problems.
  5. My work, my glory. Back to the ego side of great field staff. Making others look good is foundational to a field role. Every day is spent talking up their doctors and organization. It is motivating when the team member’s story is consistently told with their name or when they are called out and given credit for a new success.
  6. Investment. People want to know that you are willing to invest in their success. For some it is skill-building, for others it’s getting them connected to the right clinical knowledge. For many leaders, it is a business or financial decision. However, for many field staff, it feels personal. While it may be a big investment to send someone to a national conference, small call outs that recognize them for great work can pay large dividends.

If you are a staff person, likely there are a few that pop to the top of the list. Recognition is often the first step in effective change. For field staff, we can work on taking things a little less personal if most other attributes of the job are pretty good.  For managers, I suspect we all see areas where there’s more to the story. And perhaps a few topics that will resonate and need attention.

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B/Mc Monday Morning Minute – Attitude – 9/11/2017

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: B/Mc Monday Morning Minute – Attitude – 9/11/2017.

 

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 – 9/4/2017

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: B/Mc Monday Morning Minute – Internal Relationships – 9/4/2017.

 

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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