Before your hospital’s new IV pumps or IV catheters arrive, people have been working behind the scenes to ensure you get the best education and training.

One of those people is Linda Marshall, RN, a clinical conversion specialist at B. Braun. Long before you give your first LR bolus or provide IV access for your patient, she’s planned the training, scheduled the classes, and made sure every nurse on your floor knows exactly how to use your new state-of-the-art equipment.

Marshall has built her role on decades of hands-on nursing, sharp instincts, and advocacy for safe patient care. Read on to learn more about Marshall’s journey to becoming a clinical conversion specialist and what happens behind the scenes when your hospital gets new equipment. 

Q: What is your nursing background?

A: I’m a registered nurse with an associate’s degree. Growing up, my favorite aunt was a nurse, and my mom was an educator, so I saw both of those worlds. I’ve always been the type of person who wanted to make sure everybody was okay, even as a little girl.

But I didn’t go straight into nursing. I was in retail, then became a flight attendant. It wasn’t until later, after I had my son, that I decided to go back to school to pursue something that felt really meaningful to me: caring for others.

Once I started nursing school as an adult, I became even more intrigued by the depth of the profession—how involved nurses are with both the patient and the family. It gave me the opportunity to blend compassion, critical thinking, and my natural desire to teach. 

Since then, I’ve worked in med-surg, telemetry, cardiovascular surgical units, mother-baby, and even some pre-op and endoscopy. To transition from the bedside, I worked as a quality coach and new hire trainer at an insurance company before eventually landing at B. Braun.

Q: How did your journey lead you to B. Braun?

A: I had a friend (Willie Thompson) who worked at B. Braun as a clinical educator, and it piqued my interest. But I second-guess everything and like to really research things thoroughly before jumping in. 

I wanted this to be the last stop in my nursing career, so I made sure it was what I wanted to pursue. The more I learned about B. Braun, the more I saw how their mission aligned with who I am.

They focus on patient safety, innovation, and education. I believe high-quality education for the end user is essential before they can deliver excellent patient care. 

I started as a clinical educator, then was promoted to Senior Clinical Educator, where I managed a team of educators, and assisted with hiring new educators and mentoring others. Now I’m a Clinical Conversion Specialist, and I really feel like I’ve found my fit.

Q: What does a typical day look like for a Clinical Conversion Specialist?

A: In this role, I step in after our sales team secures a contract for devices like infusion pumps or vascular access products. My job is to plan and execute the education strategy for clinical staff at the hospital.

Depending on the product, I might be involved for six weeks or a few months. It starts with a lot of calls to identify the hospital’s specific needs. I create class schedules, coordinate a team of educators, and plan how we’ll train all the clinicians. 

Once we’re on-site, we deliver training and stay to support staff on the ground as they start using the product. I make sure everything runs smoothly from education through implementation. Support doesn’t end after implementation—I continue to collaborate with  the leadership  to identify and address any ongoing educational needs.”

Q: What are the key ingredients for a successful implementation?

A: I always say success starts at the top. Clinicians typically don’t like change. If something’s working, they’d rather leave it alone. So, having the clinical leaders on board is crucial. If the leaders are on board, it’s easier to get everything else aligned.

Next is clear communication. We provide pre-training materials that hospitals can upload into their learning systems so staff can review them ahead of time. 

Then there’s the logistics. We need to think about where are we going to hold the classes? Real estate in hospitals is a hot commodity. If you don’t start planning early, you could get stuck.

Participation is another challenge. We work with leadership to adjust staffing so that nurses can actually attend the training. Sometimes, for something like IV catheters, I’ll create a QR code and post it on a flyer so people can scan and learn on the go. It’s all about being creative and proactive to come up with multiple ways for staff to receive training that works for them.

Q: What do you think nurses need to know about roles like yours?

A: We really care. The majority of us have been at the bedside. 

I care about a clinician who is getting a new device, and I care about the patient at the end of the device. And they go together. We deeply care about a safe implementation. 

Final Thoughts

Marshall blends expertise, education, and empathy to act as an often hidden champion behind the scenes each time you get new and updated nursing equipment.

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