Medical Reps vs. Medical Staff 🏥 Let's be honest, I am tired of the "face off". I walk into a new OR, I'm given the red bouffant/clown hat and BOOM 💥 my armor is on and ready for the possible mediocre treatment from medical staff. It isn't always the case, but that is sadly how I have to come prepared. As reps, we have a crucial role in the OR. We are the experts on the product; We represent a product, a company, a brand; We are a necessity. BUT, we must not forget, we don't run the show, we didn't hang the moon, and there are a slew of people on the OR floor that know a lot more than we do about the hospital, protocol, the patient and the needs of the surgeon. They have a crucial role; They are the experts in their trade; They represent a hospital, a surgeon, a brand; They are a necessity. This isn't a "face off", this isn't "us vs. them", this is a TEAM. We are all there for the same purpose with the same goals in mind at the end of the day: the well being of the patient and the success of the surgery. We need each other and that is what we call #teamwork. I had a great conversation with an OR nurse in my surgery yesterday about this very topic. We each opened up about the stereotypes of reps and medical staff and laughed about the truths and common misconceptions that each had of the other, generally speaking. It was insightful to say the least, and I am so glad I had moments to really listen to their perspective. We decided after that conversation that we would each do our best to change the dynamic between the two groups. Not every rep is the same and not every hospital personnel is either, but as a whole we can help change how each thinks of the other, starting with remembering: 🥇 We share a common goal 🥈 We both are experts in our field 🥉 We both have roles equally crucial to the success of the surgery Let's ditch "us vs. them" and actually respect what the other brings to the table. It's a game changer when the armor is dropped, conversations are had, and respect is shown. 💪 #meddevice #medicalsales #salestips #connection #goals #surgery #orthopedics
I have been in this game for almost 40 years and 99.9% of the time have not only become an integral part of the team, a consultant, an allie and a friend the OR staff can count on especially when they see and understand the value I bring to them, the surgeon and especially the patient outcome. Remember that look the surgeon gives you with their scub hat and mask on looking away from the scope like oh sh_t what do I do next and you whisper confidently in their ear, they smile under the mask and continue successfully finishing the case, you are now a member of the TEAM! If I can offer any advice; be honest, be knowledgeable, read the room and be not only on time BE EARLY. “Food also helps and back product/supplies LOL” I love my life’s work, which is not a job but a passion and my OR partners/friends! Lawrence Big Pappa Toomey, old but not washed up.
Emily C.
1w
Well said! CST here, and all I can say is that just like how we are taught to read the room reps should too. Reading the room is key, you just never know how the day is going. Sometimes it’s not personal and could be stress related if the team does not know you or if the rep never introduced their self or showed up late to the case. There are a lot of factors that play into working as a team but it also comes down to reading the room and the team having trust in you as well that you are prepared for the case, arrive early and have what is needed for the case.
I’m all for being humble as a rep…. But a lot of the posts I’m seeing are talking about “we’re not equal to the staff” in that OR or Cath Lab or Interventional Suite. Many of us ARE those people. I’ve got 17+ years in patient care. Radiology, Cath Lab, OR…. Do yourselves a favor, especially for those of us coming from a clinical/PC background, don’t cheapen yourself. We bring more value than just the product in our hands. Some of us come with years, and even decades, of valuable experiences. Once the staff accept you into their circle (and let’s be honest, you’re never FULLY in that circle), they’ll start to rely on those experiences.
You will really only see Surgeons and other Reps Comment and agree To any of the million posts like this.
Sad that this is still “a thing” in 2024. Everyone’s role in the process of patient care is important. There is only one collective goal and that is the patient in the room or on the table. It should be established culture and that starts at the top. The rule not the exception.
Sorry to hear that you've had this experience. Thankfully (as far as I can see) in my hospital reps are viewed as another colleague to help us get the best for our patients. It's a pleasure to work together with (the majority) of them and utilised the combined knowledge and experience. Without help from the brilliant reps that support our hospital, I wouldn't have had the opportunity to safely offer high quality implants and utilise excellent equipment to achieve my surgical goals. Hope the attitude you've described becomes a thing of the past.
Iain Feeney
2d
Do you have to go to medical school to be able to recommend life-changing devices to other people who have gone to medical school?
Amen! I’ve spent significant time on both facility, and outside rep sides of the fence: I KNOW! People tend to complicate the issue, but it really boils down to common courtesy, and politeness. An OR is no place for disrespect, or condescension; obviously the task at hand: the patient, a human life is far too important; right! If you don’t get that, you shouldn’t be in the room.
I personally definitely feel like I've had to go through some "freshman hazing" initially in my role as a Senior CS who covers cases in the OR. But after proving my abilities, demonstrating my firm knowledge of the product, ability to think quickly and put out fires as well as my consistency I've gained the respect and trust of the OR staff of most facilities that I cover. We are all there for one common goal and that is for the well being of the patient and I think as long as everyone stays on that page then the ease of working together would be effortless.
Area Vice President Business Development 🏆HEALTHCARE BUSINESS DEVELOPMENT | OPERATIONS | LEADERSHIP | CERTIFIED GUARDIAN ad LITEM 15th DISTRICT COURT | 📊
1wI’m a healthcare ‘sales rep’ as well, albeit in a different (yet equally vital to positive clinical outcomes) space. I’m not in the surgical room, but I’m an equally important part of the care team, with expertise in post acute care services. I can relate to both your experience, and concern over mutual respect while working together on a patient case. Most of my hospital case managers have built trust in my reliability, and going the extra mile to ensure our patients get exceptional care, and don’t end up back in their ERs, due to any negligence of services. However, there have been times, and with certain CMs, where getting critically important (and CMS regs required medical records), is a struggle to say the least! This puts the patient’s care at risk, and makes it needlessly much more difficult for me, and my clinical team to expedite needed care for those patients. I concur with the sentiment some of these comments have stated, kill them with kindness has also been my motto these last two decades. ❤️🩹🫶