About Us

Harkins Associates works with health systems, hospitals, and healthcare provider companies offering sales & business development consulting and multi-level healthcare sales conversation training for Physician Relations and Employer Relations departments. Our background and experience offers unique advantages:

Harkins consultants and trainers have had the opportunity to work in training organizations that utilize consultative skills in developing sales training models for high-level sales executives representing multi-million dollar products and services. These individuals have extensive knowledge and experience in training design, development and facilitation.

Over many years of experience in healthcare and the field of selling, the Harkins Team has conducted research on selling healthcare services, utilized our consulting and training experiences with healthcare services clients, and participated in train-the-trainer selling courses of every kind.  With the combined experience of our consultants and trainers, we bring a range of proven methodologies and successful experiences across many industries to our design and implementation of Harkins Healthcare Consultative Selling™ program. 


headshot.jpgKathleen Harkins, principal of Harkins Associates, has over 25 years experience in healthcare direct selling, sales strategy, training, and management. Ms. Harkins’ experience in several industries—capital equipment, professional services, health insurance/managed care, information technology, and pharmaceutical—is a powerful asset to her firm’s focus, healthcare services. Over the course of her career, Ms. Harkins has been dedicated to bringing the successful sales strategies and methodologies of top-performing companies to healthcare services sales staff, physician liaisons and employer sales reps through Harkins exclusive selling model, Healthcare Consultative Selling™.

Prior to establishing her consulting and training firm, Ms. Harkins was employed as Chief Marketing Officer for a managed in-patient and outpatient system. She also served as Vice President of Sales and Marketing for a healthcare company that owned and managed diagnostic and treatment facilities. In these capacities, Ms. Harkins was responsible for the sales organization (referrer liaisons and sellers of health, EAP and managed care services to employers) market strategy, communications, and public relations. From 1983 to 1989, Ms. Harkins served as Director of Marketing for a national healthcare consulting group and as Director of Corporate Brand Identity for the parent, which held 15 subsidiary companies serving the healthcare industry. Ms. Harkins worked in the pharmaceutical industry for a number of years in sales, sales training and marketing.

Ms. Harkins has lectured throughout the US, conducted sales seminars and webinars for the Healthcare Strategy Institute, American Marketing Association-Academy for Health Services Marketing and the American Hospital Association - Society for Healthcare Planning and Marketing, the Leadership Congress on Physician Liaisons and has taught sales at the Wharton School Small Business Center.  She has served on the Board of Directors of the Healthcare Marketing Consortium in Philadelphia, is a member of the American Hospital Association, Society of Healthcare Strategy and Market Development, and the American Society for Training and Development. Ms. Harkins has a BA degree in health education from Rowan University in Glassboro, New Jersey.

Kathleen Harkins provided sales education, training and development for a sales staff in a range of experience and responsibilities (new salespeople, mid- and senior level sales staff, sales VPs). She was thorough, versatile, organized, and managed timelines well. What really impressed me is that she took the time to understand our business, our clients, our services and how to bring structure to our sales process.
Vice President, Marketing National Imaging Company

I highly recommend Kathleen Harkins of Harkins Associates to help you improve your sales organization. Her consultative sales approach is all about getting results. Kathleen not only knows sales and sales management, she knows how to teach it to others. Her training style also makes this learning stick.
Product Manager Health System, Oncology Services