Happy Friday! We are thrilled about the feedback from last week's Friday From the Field video. Wow - you guys love hearing from other liaisons! :-) In this week's video Tammy Tiller-Hewitt is talking with Raul Campos, from the beautiful city of Chicago, about the strategic growth, use of data and internal collaboration challenges we face as liaisons. We discuss his challenges and how his organization has "stopped the bus" to make sure they were driving in the right direction. Check it out! In the upcoming week's, we’ll share more videos of Workshop Insights, including other liaisons challenges. Next week we'll hear from a practice manager turned liaison. She has the inside scoop! Stay tuned.
In this week's Friday From the Field video, Tammy Tiller-Hewitt and Kim Grant come to you from the field where they led a group of over 100 providers, managers and leaders in a multi-day provider onboarding lean event. When we ask leaders if they have a provider onboarding program, we often hear “Yes of course.” When we ask how long and hear the standard “a couple days to a couple weeks” - 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. During our onsite events we take a deep dive into processes, bringing in people from multiple departments and disciplines to identify ways to lean or remove steps in the process, ultimately making it easier for the provider and their families to integrate into the community and organization, while ramping-up for long-term retention. Take a listen at the number of action items that were discovered during this event - spoiler alert – the number might shock you! Even if it was triple, the most important take away is [...]
As we venture into the last week of February, are you finding yourself facing some of the same challenges over and over again? Maybe you started the year with a sense of renewal and now your motivation is fading. The truth is, most challenges aren't new. In this week's Friday From the Field video and blog, Tammy Tiller-Hewitt shares a concept you might consider for looking at challenges differently.
…it’s very likely! Two of the major (and concerning) findings in our Physician Liaison Value and Compensation Benchmark Survey indicate that there is big gap in the structure and accountability of many physician liaison programs: 43% have no call volume requirement 45% have no way to officially measure success If an outreach program lacks these vital components, it means that at least one of the three pillars of a strong program is on shaky ground. This week’s Friday from the Field video highlights the importance of having all three – Systems, Data and People – be equally strong and precisely aligned in order to build hospital and physician relationships that work. Which of your three pillars needs more support: Structure and strategic alignment? Timely and relevant data? Laser-focused, consultative sales training? The good news is that once you understand where support is needed, it can be addressed quickly and effectively. Learn more about the pillars of a successful Physician-Hospital Relations program and order a copy of our benchmark survey using the form below. Better together, Tammy
As physician liaisons we strive to become trusted advisors to our physicians and APPs. This is the ultimate level in solidifying long-lasting relationships. In this week’s Friday From the Field Video, I remind you that being a trusted advisor sometimes requires we step outside the scope of what our organization offers to find solutions. With that thought, I asked one of my trusted advisors Joe Allaria of Carson Allaria Wealth Management, to share a couple tips. As you can see by his company name – it won’t be medical tips, but financial-wealth tips. He shares the answers to two of the most common financially-related questions: “How do I become wealthy? and How do I stay wealthy?” While this won’t make us financial advisors – it will help us the next time our providers talk about financial related issues. Perhaps these tips from Joe can help you be better positioned to respond, further demonstrating your value and commitment to each trusted advisor relationship. Let’s continue to broaden our arsenal of resources. Healthy, wealthy and wise, Tammy
Recently we had an awesome two-day onsite training event with a small team of Liaisons. In this week’s video, we would like to introduce you to four Liaisons as they share their take-away related to consultative sales. Our Make-it-Matter sales training workshop delivers a dynamic and highly interactive learning experience, laser-focused on building long-term relationships and results. Because we come onsite to your organization, we are able to customize the program to meet your organizational and team goals. Contact us – let’s discuss how using this two-day training course can empower your team to reach your organizational goals. Remember, we’re either green and growing or ripe and rotting!
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.
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!
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?