How long has it been since you spent time in the field with your physician liaison?

If the answer is, “Uh…Never?” you wouldn’t be alone. 

In a bustling practice it feels nearly impossible to take time out of the office.  You’re busy and you’re running a busy practice.  You can’t afford the time right?  

Truthfully, you can’t afford not to take the time to get out in the field with your liaison.

It can get lonely out there on the road for a liaison.  Getting out in the field with them occasionally shows that you are committed to their role and that what they do every day matters.  And… it can give you valuable insight into how things are really going out there.

So…  You’ve decided to hit the field with your rep.  What next?

Here are 7 questions to ask yourself on the next ride along with your liaison:

1. Is your liaison representing your practice in the way you want to be portrayed?

Your liaison is the face of the practice to your referring partners.  The customer’s perception of your liaison is their perception of you and your practice. 

2. Do offices recognize your rep when they walk in the door?

Referring practices should know who your liaison is.  If referring offices don’t know who your rep is when they walk in the door, chances are your liaison is not working as hard as you may think they are.

3. Do they know how to ask for the business (and are they asking for it)?

If you’re not seeing the number of referred patients you believe you should be, perhaps it’s because no one is asking for them.

4. Do they maximize their time in the field?

9 times out of 10, when a solid rep with a solid work ethic has flatline numbers, it’s because they are not following an effective call plan. If your liaison does not have a plan, they are wasting valuable time driving around trying to figure out where to go next.  

5. Are your customers happy to see your liaison coming? 

Your customers should be happy to see your liaison coming.  If they are quickly pushed out the door, there could be an issue.  Pay careful attention to what else might be going on if your customers no longer want to see your liaison.

6. Do you go to the same 5 offices every time you ride with your rep?

It’s important to ensure that your liaison is developing strong relationships with multiple offices and especially those who are not currently referring to you.  If you find that you’re visiting the same offices over and over again with your rep, it could be a red flag.  

 7. What is your rep saying on their office calls?

The message and presentation being received is directly proportionate to the referring partner’s opinion of your practice.  Listen to your liaison’s message.  Is it the message you want delivered?  What about the presentation?  Does it portray confidence and instill faith in your practice?  

So… If it’s been awhile since you’ve been out in the field with your liaison… 

Go ahead.

Hit the road.

And don’t forget to enjoy the ride!