In this week’s Friday From the Field, Tommy is LIVE from the field making first calls with another superstar liaison, Misty. He had an experience that once again reminds us of the basic fundamentals of consultative sales. He points out the success of asking the RIGHT questions. Immediately following a conversation with a provider, Tommy and Misty recorded this video which demonstrates how to avoid getting the standard “everything is fine” answer from your providers. When we ask the right questions, we uncover legitimate needs that we can follow-up on. Be a master asker! Take a look.
About thAdMINThis author has not yet filled in any details.
So far thAdMIN has created 175 blog entries.
With a new season upon us, we thought it was the perfect time to "up our game" with a refreshed version of our Friday From the Field. Check it out! We love it and hope you do too. What are you doing as a new season rolls around to "up your game"? We'd love to hear how you're refreshing and doing all that you can to be the best physician liaison on the planet!
Not everyone in our organizations are aware that we have super-powered Liaison-goggles. These goggles help us see our organization from the customer’s perspective (Patient, Provider and Provider Office Staff). We painfully know our customers are tired - and frankly don’t care - about our staffing and budget issues or whatever excuse we feed them. Much like we don’t care if someone called-off sick at Starbucks or Dunkin' Donuts – we just want our coffee - hot and pronto! How can we share our super-powered goggles internally to get better buy-in, understanding and honestly a sense of urgency to take action? Easy! The old adage “A picture paints a thousand words” is so relevant and true! It’s so basic that it’s overlooked. Together with our internal colleagues, we need to stop long enough to literally draw a picture of our customer’s processes from the customer’s view. In the LEAN world, we call that picture a value stream map. Drawing the map together – step-by-step - is how the goggles start working on everyone else! When each person can clearly see the opportunities that exist [...]
Tammy Tiller-Hewitt is super excited to bring you this week’s Friday From the Field Video in honor of living your legacy! She has a personal goal to help a million people discover their purpose and dream, so this topic really excites her. In this week’s video, she shares an awesome legacy story that’s inspiring and proves you can start with nothing and still leave a powerful legacy. Whenever and wherever you travel in life, we leave a legacy. We have three legacy choices; we can leave a good one, a bad one… or none at all. Which will YOU choose? If we make the choice to leave a good one, we must be intentional, so let’s start together this month!
We often hear members of our medical staff comment: “I just don’t get the Millennial doctors.” But guess what? It’s absolutely vital to “get” them – meaning both to understand them and to recruit them into our practices. Even more importantly: we must keep them. Our guest today, Amelie Karam, is a national expert, author, speaker and consultant on the Millennial workforce. She recently conducted a survey of Millennial physicians with a goal of better understanding how to attract and retain this specific age group in healthcare organizations today. Amelie outlines their top priorities: To be part of a strong community. To have a strong work-life balance. To be treated as an individual. For more information on the Millennial Physician Survey, email Amelie Karam. Now You Know – What Can You do? Wondering how communication “cracks” might be impacting retention of physicians at all career stages? Take a look at our Humpty Dumpty and Physician-Hospital Relations blog, where we discuss the fact that 80% of physician dissatisfaction is related to poor communication. Check out our training resources, which include an entire module on effective communication, and our comprehensive [...]
A few weeks ago our team attended the American Association of Physician Liaisons (AAPL) National Conference. While there, Tammy Tiller-Hewitt presented on a topic that we often find liaisons struggle to succinctly and consistently conquer. Their elevator pitch! Describing the role of a Physician Liaison takes time and effort to articulate. Do you have a B3 method - Be Brief, Be Brilliant and Be Done? Brilliant is another way of saying articulate – clear – succinct. In honor of “National Talk in an Elevator Day” on July 27th, we encourage you to watch this week’s Friday From the Field video and then work on your 20-second elevator pitch – and remember that one size doesn’t fit all. We must be prepared to adjust our pitch for different audiences. This preparation ensures the next time you deliver your elevator pitch, you’ll be prepared to “elevate” yourself and your role. Going up anyone?
What does a shift in referrals mean for physician liaisons and their hospitals? Whether up or down, the key is to find out what’s causing the shift. We're offering advice on “What to Do” when a shift has taken place. Now, check out our blog on gaining and maintaining referrals and find out how to use internal data to show referral trends by individual physicians in key strategic growth areas. Wait. What? You a don’t have the timely data you need for rapid response to a shift? See our article on how to use internal data quickly and effectively to stop a leak before it is a flood!
If you are receiving our monthly holiday and observance calendars, you’ll see that next Thursday, July 12th is “New Conversations Day”. In this week’s Friday From the Field, Jamie Utt shares a challenge to start new conversations with a few unsuspecting practices. She gives you three tips to help start new conversations with a new practice. It’s a win-win. Each tip offers an opportunity for a return visit to this new practice, increasing your chances of obtaining additional referrals to your organization. Jamie was a liaison for several years and loved the challenges that visiting a new practice offered. While it’s not always easy to penetrate a new practice, because you once again must face the gatekeeper, it’s the perfect way to keep things exciting with the reward of increased referrals and market share. We would love to hear about your new conversations! So many opportunities can be found in your organizations data just waiting to act on. Take advantage of any physician referral or utilization reports that you can obtain and let that data tell you a story. This is how you [...]
The Tiller-Hewitt team just returned from a fantastic conference hosted by the American Association of Physician Liaisons at the Gaylord National Resort in Maryland. As we interacted with hundreds of liaisons from around the country (and hopefully YOU), it remained clear that our roles as liaisons are vital for success and continued growth of the practices, hospitals and healthcare organizations we represent. With that said, it never ceases to amaze us how many liaisons we encounter that have not been given the tools necessary to succeed, often simply because their organizations aren't aware of what it takes to make a program successful. As you know, simply having a liaison calling on providers is not enough in today's competitive markets, we must do much more! In this week’s Friday From the Video (below), our COO Tommy Tiller shares three principles that every best practice outreach program should be built around. Systems, Data and People. Successful physician outreach programs - that’s our core business. We specialize in launching new outreach programs as well as assessing existing programs. Having served hundreds of practices, hospitals and health systems [...]
As Tammy Tiller-Hewitt was taking some time to relax last week, it hit her that 2018 is almost HALF OVER. Wow…. As she reflects on the first half of the year, she's thinking about the things she has accomplished this year and the goals that are waiting for her to complete. How are your 2018 goals? Have they received adequate attention? If not, it’s not too late, jump in and give the second half of 2018 your all to successfully complete your goals. At Tiller-Hewitt, we are goal driven. Without goals, months and years fly by and we miss so many successful opportunities! Watch this week’s Friday From the Field video (below) as Tammy shares how we decide the number of goals to manage. For a more in-depth blog discussing goals and to download our free goals template, check out If you Aim at Nothing, You’ll Hit it Every Time. We hope you take some time off to relax and reflect this year!