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Barlow/McCarthy Compositions

Valuable tools authored by the Barlow/McCarthy team

Through these materials authored by Barlow/McCarthy consultants, you'll learn from their expertise in creating new physician relations models; re-tooling existing physician relations programs; facilitating physician recruitment and new physician on-boarding; and developing retention and practice development strategies. Explore the wisdom on these topics:

Business Development »
Marketing/Practice Development »
Physician Recruitment »
Physician Relations/Sales »
Physician Retention »

Re-focusing on Authentic Client Relationships

This month’s issue is dedicated to creating stronger ties with our internal customers with real thoughts and ideas that you can add to support your role. Peter Farguharson may have said it best, “Relationships of trust depend on our willingness to look not only to our own interests but also the interests of others.”

For strategists and marketers, this is a busy time of year as we finalize physician contracts, coordinate events and implement those 2012 plans that we worked so hard on. Equally as important, but sometimes overlooked, is our obligation to involve and engage with our internal customers. Because most of our colleagues are operationally and clinically focused, the work we do can be a bit of a mystery. And if they can’t understand what we do, it’s hard for them to be supportive.

When we take the time to re-focus, explain what we’re doing, why it matters and, most importantly, what it means for them, it’s possible to feel the whole dynamic switch. One thing is for certain: Clients today are under more pressures than ever, their roles and responsibilities are diverse, and their needs vary just as widely. Satisfying each client’s expectations demands more of our focus, consistency, and yes, commitment than ever in the past. When we empathize with their challenges and help them understand our own contributions, those authentic connections go a long way in building deep, more durable and more profitable client relationships. At the end of the day, it’s all about mutual trust and value.