By Cameron McGregor, MSN, RN, FACHE Chief Strategy Officer, Ms.Medicine Welcome to our guest author, an accomplished healthcare leader and Tiller-Hewitt HealthCare Liaison Legend. Cameron and Tammy Tiller-Hewitt started working together early in Cameron’s career as a liaison at Mercy Health. Their relationship continued as Cameron progressed through leadership roles at Premier Health and beyond. Tammy and her team have successfully executed strategic growth programs at Premier and hundreds of healthcare organizations like them. Cameron and Tammy are frequently featured at national forums on strategic growth and leadership development. We salute Cameron’s commitment to the transformation of women’s health. We have reached an inflection point in women’s medicine and healthcare – it is now central to the cultural dialogue. But change isn’t just about listening and talking. It’s about acting. That’s why we started Ms.Medicine. Ms.Medicine is not your ordinary company. We do not intend to become one. We are elevating the standard of care for women by leveraging an elite network of women's health providers across the country who practice evidence-based care. Not cash based procedures. Not aesthetics. Not medical spas. Those things [...]
COVID-19 Relaunch and Recovery: You Have Questions, We Have Answers Hundreds of healthcare leaders and liaisons joined the recent COVID-19 Relaunch and Recovery Plan webinar hosted by Tiller-Hewitt HealthCare Strategies. Together, we walked through a checklist of 10 questions that are critical to evaluating their organization’s readiness to accommodate the return of elective surgeries, procedures and other deferred care. Questions from attendees reflected concerns that many are experiencing, so we are offering a brief question and answer. Please reach out to us with your questions and ideas on how your organization is addressing these issues. We are offering a complimentary strategy call with leadership teams who want to assess their readiness for living in the reality of COVID-19 for the foreseeable future. Whether operating in an urgent care, clinic or hospital setting, most patients are fearful about the safety of entering your facility. They need confidence that your organization is safe. But, don’t assume you understand the full nature of the “fear factor.” Before you build marketing and communication plans, take the pulse of patients, staff and physicians with a simple [...]
Guest Author: Deborah Scheetz, MSc Welcome to our guest author, who is sharing practical ways liaisons can help physicians adopt telehealth now and for the future. As a former Tiller-Hewitt Trained physician liaison and Liaison Legacy Super Star, Deborah’s relationship with the team goes back more than five years. When Tiller-Hewitt HealthCare Strategies launched Affinity Medical Center’s program, our Regional Manager Kim Grant provided liaison training. The Tiller-Hewitt HealthCare team has successfully executed strategic growth programs at both Affinity and Dayton Children’s, where Deborah now serves as Service Line Marketing Director. She has frequently appeared at regional and national forums on using new channels to engage physicians. We salute Deb for seeing and acting on “what’s next” in healthcare. The telehealth genie is out of the bottle, and there’s no going back. In the midst of this pandemic, our team at Dayton Children’s Hospital is hyper-focused on making sure that our referring physicians, as well as our own specialists (employed or independent), are engaged and have a comfort level with video visits. Why? Because this is how we can best serve our patients [...]
By Thomas Tiller II, COO By now most physician liaisons have been pulled out of the field, and your organization is in full “COVID Crisis” mode. With new and unforeseen challenges emerging daily, you may have very little time to pursue your 2020 Strategic Plan or the growth strategies you’ve worked so hard to build and started implementing this year. To be sure, the pandemic has redefined what makes the role of a physician liaison essential. Through nearly two decades in the business of developing and executing growth strategies for healthcare organizations, our team at Tiller-Hewitt HealthCare Strategies understands that you may be feeling defeated right now. What we are experiencing is likely a once-in-a- lifetime crisis that will shift the paradigm completely. To quote author Joel Barker, “When a paradigm shifts, everything goes back to zero, your past successes mean nothing.” As ominous as that may sound, I encourage you to stay positive, as I am certain that this paradigm shift will create substantial growth opportunities later this year and beyond. In the coming weeks, we will be sharing practical things you [...]
Guest Author: Amy Ballance, MHA Welcome to our guest author, an accomplished healthcare executive. Amy and Tammy Tiller-Hewitt share roots as practice management executives at BJC HealthCare. As their careers progressed over the next 20 years, Amy continued her leadership path to top leadership roles in hospital administration. Tammy developed best-in-practice strategic growth and physician liaison programs and executed them for hundreds of healthcare organizations nationwide. This included working with Amy on the relaunch of the liaison program across four hospitals for Hospital Sisters Health System. Amy and Tammy are frequently featured at national forums on strategic growth and leadership development. We salute Amy’s commitment to sharing her expertise as hospitals navigate this crisis. Amy Ballance, MHA and Tammy Tiller-Hewitt, FACHE CMS has temporarily expanded Medicare coverage for telehealth services as part of the President’s emergency declaration to ensure that all Americans can maintain access to healthcare. Now is the time that a physician practice should consider how telehealth will benefit their patients, staff, and business. Physician liaisons deliver value to providers in so many different ways, and this is one. [...]
When we ask leaders if they have a provider onboarding program, we often hear “Yes, of course.” Then, we ask how long and hear the standard “A couple days to a couple months.” We are here to tell you that is NOT an onboarding program – that is orientation! Confusing the two can literally be a multi-million dollar mistake. Instead, imagine building a gold-standard physician onboarding system within your hospital with the power to: Cut credentialing time by two-thirds Accelerate ramp-up to full productivity by nine months Lower turnover by 75% Improve culture and satisfaction Underinvesting Is a Common Cause of Costly Turnover Given the potential impact on revenue, it’s important to know how effective onboarding can build your bottom line. But, first let’s start where most organizations are today. Many hospitals operate under the false assumption that “orientation” is the same as “onboarding.” If that sounds like you – you are not alone. The majority (88%) of organizations said they have an onboarding program, but only 33% have a formalized structure or committee, according to the American Medical Group Association. Yet, underinvesting in physician and [...]
“We’re all in sales, but only the brave ones admit it!” That’s one of my favorite Zig Ziglar quotes. I remember that quote (and smile) when I hear leaders and even liaisons say, “I’m not really in sales!” You might not “really” be in sales – but I promise we’re always “really” selling – even if it’s our ideas or concepts. Since not everyone is buying what we’re selling, we will face objections. Three common objections from a different perspective. Recently a few health system leaders joined the business development team for a taste of “sales training.” As you can imagine the leaders were confused about why they were invited, because they certainly didn’t consider themselves “sales.” But as always happens, by the end they all joined the LAND OF THE BRAVE and not only admitted - but embraced - what a significant role sales plays in their position and life! The FUN part was when discussing overcoming objections – I asked them to do a musical exercise. Yes, they SANG and I videoed it for you to understand how to hear objections differently. You’ll recognize these songs - but I want to see if you can figure out [...]
Last week one of our Regional Managers, Kim Grant promised an update on the liaison team at Dayton Children’s after they were invited to present their success story to the senior leadership team. The meeting went exceptionally well. Watch this week’s video (below) as Kim discusses three key strategies to their success as well as a few wins that couldn’t go unnoticed. All areas that may also speak to you and your program! She’ll reference this same-day executive feedback following the presentation! Whether you are starting a brand-new program, refreshing an existing program or working on the onboarding /retention function at your organization – we can help! We would love to discuss and uncover the needs of your organization to ensure you and your program are positioned to get the attention of leadership - year over year. Give us a call today! 866-651-8701
Most of us have faced fakers, haters, players and heartbreakers. Some days we face all four – but that’s just life! Unfortunately, it doesn’t always come easy to just ‘SHAKE IT OFF” and press forward. I promise that facing all types can actually make us better! So, be encouraged, shake it off and just step it up! When our focus remains on: then OUR role of Physician Liaison will always remain MISSION CRITICAL to our organization… in spite of the fakers, haters, players and heartbreakers! Shake - Shake - Shake, Tammy Tiller-Hewitt P. S. Fill out the form below for instant access to our 9 Tips to Make it 99% Easier to Get Past the Gatekeeper - webinar and tip sheet.
When is the last time you “scrubbed up” - I mean wearing scrubs in your role as a superstar Physician Liaison? In this week’s Friday from the Field, superstar Beverley Fox-Bray puts herself back in training, shadowing in the operating room so she stays on-her-game when promoting their new surgical robot. As successful liaisons, we never “fake it ‘til we make it”. We spend countless hours mastering the details of our organizations and the services offered. Additionally, we should spend time educating and updating ourselves on our competitors too, in order to consistently identify competitive advantages, or in some cases, create talking points around why we don’t have the latest and greatest technology.