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Growing Doctor Referrals With Physician Liaisons
Kriss Barlow and Susan Boydell
Leaders at Barlow McCarthy

Growing Doctor Referrals With Physician Liaisons

With Kriss Barlow and Susan Boydell
By Stewart Gandolf, Chief Executive Officer

Despite the influx of digital technologies into virtually every aspect of our everyday lives, healthcare is still a very human business. As a result, healthcare providers still heavily rely on positive relationships with their referring doctors and other healthcare professionals (HCPs).

While leading health systems and hospitals have long employed teams of on-the-ground “physician liaisons” to protect and grow their vital referral sources, today leading multilocation specialty practices do the same.

But traditional physician liaison strategies are no longer enough. So, how can healthcare providers of all sizes adapt their strategies to drive growth—and thrive?

In our latest podcast, join Kriss Barlow and Susan Boydell from Barlow McCarthy Physician Relationship Solutions as they reveal how data-driven planning and strategic collaboration can elevate your referral network.

Discover practical insights, overcome common obstacles, and learn strategies to maintain momentum in a challenging landscape. Tune in for expert advice and help your organization excel.

Key Insights

  • Kriss Barlow and Susan Boydell from Barlow McCarthy reveal how physician liaison roles have evolved from basic customer service to strategic assets, emphasizing why leaders now demand clear, impactful results.
  • Discover how to navigate this shift from marketing to sales by maintaining frequent practice visits and stepping out of comfort zones. Learn how to sustain sales momentum and leverage niche selling for growth.
  • Explore key strategies for differentiating your business and understanding competitors, especially with large or rapidly evolving multilocation practices. Understand the key elements of a solid strategic physician liaison program and why a long-term approach to telehealth is crucial for success.
  • Uncover the importance of tracking and reporting to validate your strategies. See how measuring effectiveness and changing perceptions about sales can align your team and boost outcomes.

  • Learn how to plan effectively and collaborate with data-driven insights and cohesive branding. Address barriers like lack of focus and secure executive support to overcome challenges and drive success.

Susan Boydell highlights that ‘the biggest difference now is recognizing that engaging physicians isn't just adding a tactic to a marketing plan—it's about developing a strategic approach. It’s about getting smarter and more sophisticated, understanding that consumer language doesn’t translate directly to referring physicians, and creating a plan that truly resonates with your audience.’

I highly recommend listening to our podcast in its entirety for more in-depth coverage of this fascinating topic.

Listen to the podcast:

We invite you to subscribe to our blog and connect with us on LinkedIn: Stewart Gandolf and Healthcare Success.

Note: The following raw, AI-generated transcript is provided as an additional resource for those who prefer not to listen to the podcast recording. It has not been edited or reviewed for accuracy.

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