Introduction to PHC Consulting Video

May 29, 2008 · Posted in Medical Sales Recruiting, Video Blogs · 5 Comments 

All of the marketing buzz is about presenting your information to your target audience in multiple formats. This ensures that if your target does not “listen” well to one format, they may to another. So here I am using one more technology tool to introduce you to PHC Consulting:

Let me know what you think. I am going to start doing video blogs on various topics. Please let me know if there is something of particular interest to you. You can just comment below. Have a great day!

Job hunting in a tough market

We’re in some tough economic times right now, and that can make it that much harder to find a job.  Although laboratory sales, medical device sales, imaging sales, pathology sales, molecular products sales, cellular products sales, and biotechnology products sales are much less susceptible to economic downturns than pharmaceutical sales, any person searching for a position in healthcare sales can have a hard time. 

To help you out, Fortune magazine has 7 tips for job hunting in a tougher market.  They include:

1.  Request more face-to-face meetings.  Get your face in front of recruiters and your network instead of relying on e-mails and phone calls.  It will make more of an impression. 

2.  Step up your job-search activity.  This makes sense.  In many ways, a job search (like sales calls) is a numbers game.  Increase your odds by increasing your activity.

3.  Try to be as flexible as you can.  Consider contract work, part-time work, or starting at a lesser salary than you were hoping for.  It gets your foot in the door for other opportunities later.  Besides, less money is better than no money, right?

4.  Consider relocating.  Top jobs aren’t always where you are.  I love the idea of relocating and expanding your horizons…trying something new. 

5.  Scour the hidden job market.  Many jobs aren’t advertised.  Be proactive.  Use your network.  Or contact employers directly.  They might appreciate your initiative.

6.  Spend very little of your time on Internet job boards and help-wanted ads.  Look, but don’t focus.  Everyone’s looking here. 

7.  Take advantage of social networking sites.  Personally, I love LinkedIn.  But also, use MySpace or Facebook as part of your networking tactics.  Just be careful to keep it professional. 

One tip they missed:  In tougher job markets, a medical sales recruiter is a gold mine of job opportunities and information. 

Here are some more great tips to heat up your job search.

And check out this awesome blog article series to learn some new tips and get ideas:  Fastest Way To Find a Job.

Good luck.


Job hunter websites

Heads up:  Fortune magazine has published a list of the 30 best websites for job hunters, as voted on by the people who actually use them.  It’s from Weedles (, a major publisher of print guides to internet job hunting, which holds a vote every year to choose the top 30 as User’s Choice award winners.  About a third are general sites, and two-thirds are niche sites that are specific to an industry.  (Also cited by

Here they are:

General Purpose

Niche – Career Field

Niche – Industry

Niche – Geography

Niche – Affinity

Niche – Employment category

One of the big favorites, Simply Hired, has recently integrated LinkedIn contact information into its postings.  Big news. 

Online job boards are only one way to search for jobs in medical sales, healthcare sales, laboratory sales, clinical diagnostics sales, imaging sales, pathology sales, pharmaceutical sales, medical device sales, molecular products sales, cellular products sales, or biotech products sales.  Another option is to go directly to the company, or do some good old-fashioned networking.  Of course, the best way is to contact your friendly medical sales recruiter (that would be me at PHC Consulting).  I know where the jobs are, what concerns you should or shouldn’t have about a certain employer, what type of culture the company has, whether or not they will negotiate on salary or just other perks, whether the travel is just 10% like they say it is in the job description, etc. So many people spend less time making a company choice (or career decision) than they do for a car purchase….which will you spend the most time with everyday? Which is easier to fix (if you make a mistake)? Then at least take it serious enough to work with a knowledgeable, trusted recruiter! (hey – that is another blog post, right?)

The 80/20 Rule

The “80/20” rule is very important in sales:  medical sales, healthcare sales, pharmaceutical sales, clinical diagnostics sales, laboratory sales, medical device sales, pathology sales, imaging sales, cellular products sales, molecular products sales, and biotechnology products sales.  Really, it’s a universal principle that can be applied/interpreted any number of ways:  20% of the people do 80% of the work; 80% of the sales come from 20% of the customers; 80% of the sales are made by 20% of the salespeople….you see what I mean.  Knowing this principle and how it works is very useful in deciding where to focus your effort and what to plan for.  It makes you more effective.

The “80/20” rule was created by Joseph Juran, who passed away recently (at the age of 103–wow!).  Juran named this rule the Pareto Principle, after an Italian economist who observed that 80% of the wealth in Italy was held by 20% of the people.  Juran applied that idea to quality management issues in manufacturing, and it became one of the most useful tools available for modern-day managers as well as a general principle that the rest of us can depend on.

Dr. Juran’s contributions to sales, marketing, and mangement through his ideas and insights are tremendously important.  I just wanted to pay my respects, and give you all a little education about where that “80/20” rule you all use came from. 

I love this – on the bottom of an email from…

May 20, 2008 · Posted in Medical Device Sales · Comments Off on I love this – on the bottom of an email from… 

Best wishes,
Android Alex
Lightning Fast Customer Service Agent
PS. I can’t respond to any reply emails because I am a lowly android. If you desire to talk to a real, bloodfilled human being, email my superior human counterparts at

This is being truthful, real, and funny. I liked it. I hope you thought it was funny as well.

In interviews, keep your complaints to yourself

OK, so you have your reasons for leaving.  But please remember, when interviewing for a position in healthcare sales, medical sales, clinical diagnostics sales, laboratory sales, pharmaceutical sales, imaging sales, pathology sales, medical device sales, cellular products sales, molecular products sales, or biotechnology products sales, don’t whine about your old job.  Don’t be negative about the things you didn’t like….position them so that they are a positive for your new job.  Spin them into a positive light.  And above all, don’t badmouth your previous boss.  All you’re doing is giving the impression that you’ll also find something to complain about if they hire you.

Don’t whine to me, either…  As a medical sales recruiter, I’m not your “friend”.  I’m your first interview.


The First 9 Seconds of Your Voicemail…

I came across a great article on The Hire Sense which says that decision-makers listen to only 9 seconds of a “cold” voice-mail before deciding to press “delete” …so, you should use that time to tell them something that will buy you another 9 seconds.  Make sure they don’t delete it before they know they should call you back.  Since I thought that was good advice that I will incorporate myself, I went looking for more on the subject.   

Here’s what I found out:  Research so you know who you’re cold calling in order to be able to offer them a strong value proposition or share an insightful idea.  Dangle important information (this is bait, after all) and conclude with confidence (because you’re offering something they want).  The Sales Hunter says that even so, you need to keep it short and don’t tell them everything.  You want them to have a reason to call you, right?  Make sure you give them a good time to call, or say when you’ll call back.  Be confident.  You are valuable and have a lot to offer. 

All of this advice can be critical to your success in healthcare sales, medical sales, pharmaceutical sales, clinical diagnostics sales, imaging sales, laboratory sales, pathology sales, medical device sales, cellular products sales, molecular products sales, and biotechnology products sales. 

Get a grip! Handshake, I mean.

If you’re interviewing for a job in medical sales, healthcare sales, imaging sales, pathology sales, pharmaceutical sales, clinical diagnostics sales, laboratory sales, cellular and molecular products sales, and biotechnology products sales, you need to pay attention to the first impression you give through your handshake.

According to one study, all other factors being equal, a firm handshake will give you the edge you need in getting the job.  The Fine Art of the Handshake gives you several pointers to remember on grip strength, eye contact, where to stand, and what to say.  But mostly, just remember to be firm, friendly, and confident.

I’m hooked on video – video interviews, that is!

May 11, 2008 · Posted in Medical Sales Recruiting · Comments Off on I’m hooked on video – video interviews, that is! 

I admit, I love YouTube and videos (above is a really cute one of a hamster). But the videos I love the best are the ones like this….
You can make one of these CareerViews yourself ( – send it to me (it is free for now). If you are a fit for one of my client companies, I will use it to present you to them!!

Entrepreneurs as Employees??

Would you hire someone who’s been their own boss?  In my experience as a medical sales recruiter, I sometimes come up against resistance to the prospect of hiring someone who has been an entrepreneur.  Entrepreneurs often “scare” potential employers.  Because of the background that goes with it (they made their own hours, answered only to themselves, and did what they thought was best), hiring managers worry that they won’t be able to adapt to having a supervisor to answer to and having to keep to regular hours.  These assumptions are unfortunate and often just wrong. 

Typical traits that make for good entrepreneurs also make for great candidates in healthcare sales, medical sales, medical device sales, pharmaceutical sales, clinical diagnostics sales, lab products sales, imaging sales, pathology sales, cellular products sales, molecular products sales, and biotechnology products sales.  What do I mean by that?  Well, an article called Top 4 Traits of Successful Entrepreneurs says that successful entrepreneurs are problem solvers, self-motivated, and confident–all great things in employees, too.  Another article says that the emotional characteristics of entrepreneurs include:  they are self-confident, attracted to challenges, are innovative, have high energy and drive, are risk-takers, and can easily adapt to change.  That sounds like exactly the kind of qualities a savvy hiring manager should look for to find a high-achieving, successful healthcare salesperson.

Advice to the jobseeker (that formerly was an owner): downgrade your title, explain how difficult the job was and talk about the fact that you are eager to join an organization (and not be the top dog). I had one candidate talk in terms of when he was going  to start another company….NEXT….what hiring manager wants to hear that?

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