Gain Easier Access, Have Effective Dialogue about the Value of Your Service and Motivate Providers to Refer!


Learn to Get In And Stay "In" With Busy Physicians & Other Referrers!



All Attendees will receive the Seminar Workbook / Reference Guide filled with strategies, skills, tools, and language scripts for use in the field!
This two-day interactive seminar for Business Developers and Physician / Provider Liaisons offers instruction and coaching in the strategies and skills to engage with physicians and other referral / network providers through “Healthcare Consultative Selling™”.  Attendees will learn: 
  • Effective strategies, behavior and  language skills to "get in" to meet with physicians. 
  • What researchers tell us about behavior and how this helps us in our roles; 
  • Skills and language to engage the physician immediately. 
  • Questions to ask to capture physician interest, build respect, initiate dialogue.
  • Discovery skills to understand the provider’s needs
  • "Re-framing" to help the physician view you and your services in new positive ways; 
  • Having comfortable discussions about "splitting" and tactics to influence this behavior toward your services;
  • Alignment strategies and skills to connect your services and organization with the interests of the physician.
  • Strategies and specific language to respond to challenging comments and questions from office staff and providers.
  • Engagement tools to advance trust and connection.
  • Partnership building strategies and skills to achieve your goals AND the physician's goals! 
  • Update on advancements of the roles of physician outreach staff - undisclosed examples from across the country. 



 Seminar Facilitator

 Kathleen Harkins

Prior to forming Harkins Associates in 2004, Kathleen Harkins was employed as Chief Marketing Officer for an integrated managed provider organization, where she managed physician relations, drove engagement strategies, developed and launch new service, and conducted contracting with regional employers. She also served as Chief Operating Officer for the MCO of the health system. 

As Vice President of Sales and Marketing for a developer of free-standing healthcare facilities, Kathleen was responsible for the sales / physician liaison organization, and market strategy. Previously, she was Director of Marketing & Sales for national hospital consulting and management firm and was Director of Corporate Brand Identity for the parent corporation, which held 15 subsidiary companies serving the healthcare industry.  Ms. Harkins is a trained facilitator for consultative selling and certified "train-the-trainer". 

Ms. Harkins has lectured throughout the US, speaking for the HSI, AAPL, the World Congress for Leadership Summit, and the AMA-Academy for Health Services Marketing, and has taught sales at the Wharton School Small Business Center in Philadelphia.  

Ms. Harkins publishes a quarterly newsletter and is a regular contributor to online and print publications, such as Becker’s Hospital Review. She is a member of the Society of Healthcare Strategy and Market Development, and the American College of Healthcare Executives. Ms. Harkins has a BA degree in health education from Rowan University in Glassboro, New Jersey; and has completed MBA course work at Temple University in Philadelphia.



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Our Healthcare Consultative Training Seminars provide the strategies and skills to gain access, capture the physician's interest, and engage him / her in meaning discussions that lead to long-term trust and loyalty.