Volume 45
February 3, 2021
Practice Growth Insights
2021 Snapshots: For the Better
  • Just 3 Words
  • The Art & Science of HealthScapes®
  • Core Metrics
  • Motivational Contests
  • Point Systems
  • Celebrating Winners
With Practice Culture Commitments or PCCs introduced, it must be daily conversations, preferably with most patients, that reliably bring well-informed decisions to life. Envision your team as educational curators knowledgeably selecting which customized designs are displayed where and what relevant information is shared with those you serve. This novel slide show preview concludes by highlighting that folks don’t “care how much we know until they know how much we care.”
To clearly define guiding principles, this prior issue introduced The Art & Science of HealthScapes®.

As stated:
“The ‘Art’ is our extensive collection of proprietary educational content, visually expressed in a high impact array of omni-channel ways. As they say, ‘a picture is worth 1000 words,’ especially with the ‘Art’ of how communication wellness specialists like you effectively share educational information with those in need. The ‘Science’ is peer-reviewed data insights which amazing researchers devote years and careers to documenting.”
Regarding tracking results, we count on 3 Core Metrics. Upon request, we furnish practice-branded spreadsheets to ease startup process, being eager to consult on valuable data collected. As S.M.A.R.T. goals we quantify the # of Wellness Referrals by:
TEAM MEMBER
MONTHLY
TOPIC
Primary purpose: Assess individual progress and trends. We identify who achieves optimal results, understand their personal methods and coach others team members to learn from useful modeling.
Primary purpose: Assess collective progress and trends. We determine progress being made or constructive challenges faced in reaching Educate Well Monthly goals.
Primary purpose: Assess individual and collective expertise on specific comorbidities. By comparison, we discern which topics team members are more comfortable with or need further training on.
Interestingly, engagement can be sparked by colleagues knowing someone with certain medical conditions. For example, if a family member has fallen or suffers from dementia, these subjects may be taken personally.
While preparing to track informative metrics, many create fun motivational contests to inspire colleagues. Key elements include:
  • Easily understood rules
  • Constructive growth challenges
  • Achievable goals
  • Team spirit promotion
  • Celebrating wins, small and large

Why is this organizational catalyst important? Resistance to new ideas, busy schedules, lack of confidence, innate fears and sporadic efforts make behavior change difficult. Knowing this, progressive leaders employ systematic ways which propel colleagues’ steady advancement.
Frequency: Twice per year, often starting in months 1 and 7
In your customized contest:

1) The timeframe is typically 60-90 days

2) A 3-tier point system applies, with resulting data entered in practice management system, Excel spreadsheet or whatever way is best:
  • 5 points for every wellness referral name earned, of someone a patient refers to practice and/or indicates provider may contact with their permission
  • 10 points for every wellness referral appointment made, signifying higher value for new patients who visit for a personal consultation
  • 30 points for every patient we provide personal solutions for, most often hearing aids, and expect to benefit from our ongoing care. Whatever treatment plan selected, higher point value reflects investment and mutual commitment, while being in lieu of 10 points for consultation alone. 

3) When specified time frame concludes, winners (in addition to well-informed patients) are determined, as suitable for your practice patterns, at these levels:
  • Individuals earning the most points
  • Locations earning the most points
  • Your entire team if targeted aggregate point value is achieved, so everyone wins

Driven by disciplined implementation, your motivational contest will encourage colleagues to have daily wellness referral interactions which, in their own words and ways, feel most comfortable.
“Become the person who would attract the results you seek.”
—Jim Cathcart
As patients acclimate to hearing aids, your colleagues must stay the course in adopting new routines. We all realize team training which brings lasting change is easier said than done, so next week’s issue will detail individualized methods which reward tenacity. See you then and genuine thanks for being in the healthy habit of thinking about Practice Growth Insights.
‌
Bruce Essman
CEO
High Definition Impressions (HDI)



314.276.7392
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