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 [...]
In this week's Friday From the Field video Tammy Tiller-Hewitt comes to you fresh off a flight to the west coast. On the way to her hotel, she stopped by the health system corporate headquarters to check out the meeting room and test the equipment where she would be conducting a training program the next day. Even though sometimes she gets push back from organizations to schedule the room ahead of time, too bad – so sad, it’s part of her pre-flight “plan”. Research shows that 10 minutes of planning can save 2 hours of wasted time! What’s your preflight plan? Check this out…
A couple of week's ago, we offered tips to those of you that thought you had ran out of things to say in your physician offices. We have heard from some, that you have the opposite problem. You have plenty to say, but you can't get to the outlying offices because of all the "opportunities" that you are dealing with locally. In this week's Friday From the Field video Jamie Utt gives you a couple of tips when you simply "can't get there". Our goal as liaisons is to see providers face-to-face, but in unmanageable times, we know that some contact is better than none at all. Jamie also discusses a free Request for Resources template to help you stay connected with your physician offices. Download the template below!
Happy New Year! It's 2019 and we are so excited about what's to come in this year of opportunity. Before we dive into all the goodness ahead, we wanted to reflect on some of our most popular videos and blog posts of 2018. Take a look...
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 [...]
Retention starts with recruiting physicians who fit and continues through strategic onboarding and beyond. Yet, many organizations miss critical steps along the way and risk million-dollar recruitment mistakes. Learn how to reveal the fit factors factors during recruitment – and eliminate derailing factors during onboarding – so you can recruit and retain the physicians and advanced practitioners who will flourish in your organization. Tammy Tiller-Hewitt, CEO of Tiller-Hewitt HealthCare Strategies, highlights the key onboarding and retention practices that have worked for hundreds of hospitals nationwide, enhancing the recruitment environment, accelerating practice ramp-up and achieving long-term retention. Tara Osseck, Director of Recruiting with Jackson Physician Search, shares best practices for finding and engaging candidates who fit, based on more than a decade of experience as both a recruitment consultant and in-house recruitment and business development professional at hospitals in Missouri and Tennessee.
One of our friendly Friday From the Field followers, Heather, submitted this week’s Friday From the Field Video on how she makes her physician office visits meaningful and ensures that she is never “just another sales call” to new practices. Heather is the Senior Physician Relations Management Liaison at a large hospital in the sunshine state of Florida. During her quick video, Heather highlights so many of the things we stress every day with our liaisons in the field. Timely and accurate data, getting past the gatekeeper, bringing value every time, and adding a personal touch while doing it all. Heather is uncovering her “customers” needs before they even know they have one, the very definition of consultative sales. How are your sales skills? We often hear liaisons try to talk themselves out of being in “sales”, like it’s some sort of dirty word. Like it or not, liaisons ARE in the business of selling. But, just as Heather pointed out, we don’t have to be viewed as “just another sales call” from our customers, because we are anything but! Empower yourself and sharpen [...]
We would like to welcome our guest blog post by Carrie Bennett, VP of Client Strategy at Marketware. At Tiller-Hewitt, we are constantly looking for ways to network and work with others to create the best path to success. Our collaboration with Marketware is one example. Marketware provides relationship management and analytics technology that helps healthcare organizations target, track and trend their market share. With this information combined with a robust Physician Liaison Program, growth is guaranteed. When I used to tell people I was involved in physician relations, most thought my job involved delivering materials to practices and fielding physician complaints. While I did some of those things, my CEO would have told you that my role was to grow key hospital service lines. On the other hand, the physicians I interacted with would have told you that my job was to help them succeed. They were both right. I am a natural facilitator who enjoys identifying opportunities to link people, groups and ideas together. I have learned that discovering and closing gaps is what makes work fun for me. I have also learned [...]
2018 AAPL Annual Conference Gylord National Resort in National Harbor Maryland June 14-16, 2018 Tammy Tiller-Hewitt will present "Elevate Your Elevator Speech" at the 2018 Annual American Association of Physicians Liaison Conference in National Harbor, Maryland. Perhaps the most important "speech" you will ever hear is the one delivered by the flight attendant on your next trip. Certainly it’s the most important one that they will deliver. It can - and has - saved lives. Yet look around, and you see that every passenger is tuned out. The exception is the attendant who knows how to capture and hold your attention long enough to make it very clear "what's in it for you." Survival! Be THAT flight attendant! The next time you introduce yourself or a new physician to your customers, be prepared with the "elevator speech" that gets their attention, makes them want to know more and achieves your goal. This session will include a dynamic, hands-on exercise that will focus on the five rules of a great 30 second elevator speech. Attendees will develop and practice their own, and learn how [...]
In this week’s Friday from the Field video, we show you the number one way to help liaisons, just like you, PROVE your value. Stay. In. The. Field! We are kicking off our #PhysicianLiaisonInsider mini-series with Lauren, a physician liaison in the Mid-West who is making calls on a cold, snowy day alongside her Tiller-Hewitt manager, Kim Grant. Your value as a liaison is in the field, with your providers. Watch this week’s video as Lauren stays in the field and Kim gives real world examples of how liaisons have proven their value time and time again by staying in the field and asking the right questions. If you are have trouble staying in the field and meeting your weekly call goals, take a look at one of our past Friday From the Field videos, Staying in the Field and Out of Meetings. Don’t make excuses, MAKE IT HAPPEN! Invest in a good pair of shoes, stock-up the car with collaterals and stay in the field for the most successful results! Do you have a story to share? Check out the details for [...]