TEAM STRATEGIES FOR PATIENT & PRACTICE GOALS

Transcription

1 TEAM STRATEGIES FOR PATIENT & PRACTICE GOALS IMTIAZ MANJI CHAIRMAN, SPEAR HANDOUTS FOR THIS PROGRAM CAN BE DOWNLOADED FROM: (EVENT CODE: 2NCDS2016) TION.COM

2 THE TEAM CONNECTION UNIVERSAL HUMAN FACTOR HIPPOCRATIC OATH THE NEED FOR LEADERSHIP (BEFORE PERFORMANCE) WHO WE SERVE CHANGING ECONOMICS POSSIBILITIES OF CARE OUR ROLES PATIENTS TECHNIQUES & MATERIALS FUNDAMENTALS /TOOTH DELIVERY OF CARE CLIENTS EQUIPMENT, TECHNOLOGY & DIGITAL COMPREHENSIVE /MOUTH VALUE OWNERSHIP CONSUMERS PRACTICE ENVIRONMENT SOCIAL /SELF-IMAGE THE BEST THAT DENTISTRY CAN OFFER RECOGNIZING YOUR LEADERSHIP STYLE TEAM EXPERIENCES CARING PROFESSION BOSS TEACHER FRIEND JUST A JOB NOT MY JOB DON T KNOW ROUTINE & HABITS PERSONALITY + ACCOUNTABILITY SPOON FEEDING + KNOWLEDGE INERTIA + UNITY SOCIALIZED TION.COM 1

3 PERFORMANCE GOALS QUALITIES IN GREAT PEOPLE EVOLVE MINDSETS RESTORE BALANCE ENERGIZE ENGAGEMENT GROW TO NEXT LEVEL WHAT SHOULD WE LOOK FOR? INTELLIGENT /ED UC ATE D CARING/CO MP ASSI O N ATE SOCIABLE/L IK AB LE EFFICIENT/ACTI ON- OR IE NTE D POSITIVE/UPBEAT CONFIDENT PROFESSIONAL/PRESE NT AB LE DETAIL-ORIENT ED COMMUNI CAT IVE PROACTIVE/THI NKS AHEAD AMBITIOUS /R ISK-T AKE R CREATIVE/PROB LE M-S O LVE R GRATEFUL/HU MB LE LOYAL/DE DI CATE D TRUSTING/HON EST PASSIONATE TRAINABLE/ADAPT AB LE DRIVEN/GO AL- ORIE NTE D THE SUCCESS WE WANT NO MAGIC BULLET KNOW IT ALL CHOICES SIMPLICITY OF PROFOUND FRAMEWORK FOR SUCCESS KNOW WHAT MATTERS CREATE A CLEAR PLAN MOVE IN GET IT DONE CREATE BIG MOMENTS KEEP IT ALIVE STAY PURE LEADER LEADER UNIVERSAL TEAM TEAM UNIVERSAL LEADER TION.COM 2

4 1. KNOW WHAT MATTERS LEADER DISTRACTED VS. POSSIBILITIES FOCUS CAREER FAMILY DEEP CARING INSIDE & OUTSIDE DAILY DETAILS LIST LIFE FIX IT LIFE INTENTIONAL LIFE THE NON-NEGOTIABLES 3 YEAR BOLD LINE OF SIGHT PATIENT CARE PROFESSIONAL ALIGNMENT ECONOMIC SUCCESS LIFESTYLE BELIEF FOR VISION ENERGY FOR VISION RENEW ANNUALLY 5 KEY FACTORS RETENTION ACCEPTANCE PAYMENT INVITATION /REFERRAL DAILY VALUE TION.COM 3

5 2: CREATE A CLEAR PLAN LEADER SYSTEMATIZE TO SUBCONSIOUS DREAM AND BELIEF PROGRAMMING 3 YRS TO 1 YR TO NOW CHOICES SYSTEMS HABITS RE-CHOOSING YOUR CHOICES FROM PLAN TO ACTION LOOK FOR THE RIGHT SEEK 100/100 ASSUMPTIONS IN THE PRACTICE STARTING OUT NEW PATIENTS SCHEDULING HYGIENE SCAN REBOOT TION.COM 4

6 SIMPLICITY OF NEW SYSTEMS & HABITS VALUES IN OUR PRACTICE NEW & RECARE EXAMS DIAGNOSIS 80% 95% REGENERATIVE: It s worth the investment DISCRETIONARY: I want to look/feel better TX PLAN PRESENTATION ACCEPTANCE SCHEDULE TRUST 1000 PATIENTS 15 NEW PER MONTH $743,000 FOUNDATION VALUE PROACTIVE: Help me prioritize REACTIVE: I know I should, but PRODUCTIVITY EFFECTIVENESS = 17% = 66% EVENT-DRIVEN: Just fix me PATIENT GROWTH: THE RIGHT CASES 3: MOVE IN UNIVERSAL FOUNDATION + $160,000 FOUNDATION + $440,000 NOT GOING HOME SELF-BELIEF PASSIONATE Twice per Year $20,000 X 2 $40,000 Once per Quarter $20,000 X 4 $80,000 Every O ther Month $10,000 X 6 $60,000 Once per Month $10,000 X 12 $120,000 Once per Month $5,000 X 12 $60,000 Once per Week $5,000 X 48 $240,000 TION.COM 5

7 INVESTING IN VALUE VISION & PLAN STRATEGY GOALS GROWTH FOCUS WEEKLY MEETING: GROWTH PATIENTS, TEAM & PRACTICE NEXT WEEK S PATIENT OPPORTUNITIES Opportunities for the right cases TEAM LEARNING & GROWTH Group learning aligned to practice goals INDIVIDUAL FOCUS & LEARNING Education plan for each team member Keep team members at your level 1 hour group meeting (scheduled) Strategic for individual time Based on doctor schedule, downtime, etc. 4: GET IT DONE BEGIN IMPERFECTLY DAILY FOCUS TRACK RESULTS TEAM TEAM SELF- LEADERSHIP THE MORNING MEETING: FOCUSED AUTOMATIC EXCEPTIONS OPPORTUNITIES TION.COM 6

8 FOCUS 1: LOOKING AHEAD STRATEGY FOR SCHEDULE GOALS NEXT WEEK Rock time, open time, right cases TOMORROW Open time, last minute optimization Needed items (treatment, celebrations) FIRST AVAILABLE OPENING New patient Recare patient Major treatment Urgent care FOCUS 2: TODAY S RELATIONSHIPS KEY PATIENT BEHAVIORS EVERYONE COMING PAYMENT CONCERNS Past, today & future APPOINTMENT NEEDS Overdue in hygiene Unscheduled clinical care Family members FOCUS 3: TODAY S PATIENT CARE APPOINTMENT FOCUS VALUE OF TIME Goal vs. scheduled Open time & today s patient opportunities CLIENT EXPERIENCE S New patients Existing patient opportunities TODAY S TREATMENT Special needs, treatment & completion Invitation opportunities VALUE FOR NEXT APPOINTMENT FOCUS 4: IDEAL RELATIONSHIPS GROWING RELATIONSHIPS CELEBRATION OPPORTUNITIES Patient longevity in practice Treatment completion VIPs and influencers Personal events in patient s life CARE CALLS INTERDISCIPLINA RY CALLS CASE CONFERENCIN G TION.COM 7

9 DAY END BOOKEND (ACCOUNTABILITY) OPTIMIZING ONGOING ALIGNMENT BEHAVIORS RESULTS DISCREPANCIES MAGNIFY ROLES AMPLIFY BEHAVIORS SET STANDARDS CELEBRATE SUCCESS DID WE CREATE THE OPPORTUNITIES WE PLANNED? WHAT SUCCESSES DID WE HAVE TODAY? WHAT VARIANCES OCCURRED? APPOINT TO: ACCEPT/APPOINT /PAY 5: CREATE BIG MOMENTS TEAM READY FOR YOUR BIG MOMENT JORDAN GRETZKY PHELPS SAVILLE ROLE TION.COM 8

10 TODAY S PATIENT EXPERIENCE PATIENT CLIENT CONSUMER NOT JUST NEW PATIENTS UNACCEPTED INCOMPLETE UNPRESENTED UNDIAGNOSED 6: KEEP IT ALIVE UNIVERSAL INSPIRATION & ELEVATION RISE AND SHINE IT S ALREADY PROGRAMMED HALF FULL OR EMPTY? TRAILBLAZERS BOARD OF ADVISORS PEAK PERFORMANCE TRIBE % TION.COM 9

11 CREATING THE RIGHT ENVIRONMENT CELEBRATIONS & REWARDS NON-FINANCIAL GOAL/GIFT/AD HOC ONGOING Through these doors walk p eo p le co mmit t ed to lifelong learning. To fostering a culture of Great Dentistry. Their daily work makes it possible for doctors to practice their profession at the highest levels, and ensures that patients throughout the world are offered an exceptional standard of care. Inspiring healthy smiles is the best work we can imag ine. OBJECTIVES FOR TEAM RECOGNITION THE IMPORTANT CAUTIONS GREAT TEAMS INFORMAL VS. FORMAL PROTECT GROW MARKET AWARENESS MARKET PLUS DISCRETIONARY PAYOUT SIMPLICITY ALIGNMENT GRATITUDE THE BIG FIVE AMPLIFY ECONOMIC RULES 10% OF 25% = 2.5% TION.COM 10

12 ECONOMIC RECOGNITION IN THE RIGHT WAY SIMPLE INCENTIVE STRATEGY FACTOR TYPES TAKE IT TO THE BANK STRETCH POSSIBILITIES MEETINGS FACTOR (BEHAVIO RS) APPOINTED AHEAD THE BANK: $100 STRETCH: $200 POSSIBILITIES: $300 RESULTS 85% 90% 95% 88% $100 PRODUCTIVITY (FUNDING) WEEKLY (PROGRESS) (NEW PATIENTS) INVITATIONS $200 PATIENT BEHAVIORS CASE TYPES & VALUE INCREMENT AL (50%) FULL GOAL (100%) SUPERLATIVE (150%) MONTHLY (RESULTS) QUARTERLY (GAME) (CASE TYPE) IMPLANT CAS ES (CASE VALUE) $5000+ CASES (PRO DUCTIVITY) PRACTICE DAILY $ $300 $6250 $6750 $7250 $660 $300 TOTAL ($1000 BUDGET) $900 7: STAY PURE LEADER ENJOY THE JOURNEY WHAT IS RIGHT FIND SUCCESS TO REDEFINE SUCCESS FRAMEWORK ITERATIVE RISK AND SAFETY SURPRISES CREATE ALIGNMENT YOU DON T NEED ALL THE ANSWERS EVERY PATIENT TION.COM 11

13 FRAMEWORK FOR TEAM SUCCESS ABUNDANCE FOR SERVANT LEADERSHIP DRIVE THE DESTINATION IN LOVE WITH EVERY MOMENT KNOW WHAT MATTERS CREATE A CLEAR PLAN MOVE IN GET IT DONE CREATE BIG MOMENTS KEEP IT ALIVE STAY PURE LEADER LEADER UNIVERSAL TEAM TEAM UNIVERSAL LEADER WHO YOU WERE MEANT TO BE STAY INNOCENT WHY POWER INSIDE & OUTSIDE THE PRACTICE LOVING LIFE HANDOUTS FOR THIS PROGRAM CAN BE DOWNLOA DE D FROM: DU C ATI O N.C O M /I MT I AZ- M AN JI (EVENT CODE: 2NCDS2016) TION.COM 12