In my experience, the most effective and successful practices have a clear leader and effective coaches. Together, they efficiently manage the entire operation. We have written about leadership and management before. Today’s focus is coaching. Source: LinkedIn Pulse, March 12, 2017. The great sales coaches that I have known see teaching and training as a continuous need for … [Read more...]
Consider the consequences of action or inaction
We don’t resist change. We resist the fear of failure which is one of the two consequences of change. A change will either succeed or fail. No one is resistant to success, so our fear is failure. That fear sometimes prevents us from acting, which has its own set of consequences. Source: Vet Advantage, March 2017. Negative or positive consequences are great motivators in … [Read more...]
Be flexible to keep your best people
Employee turnover is a problem in most industries. However, it is a major problem when star performers leave your organization. You can retain your best people and attract more like them relatively easily if you first understand what these top performers want. Source: Gallup, March 8, 2017. However, brand and reputation also reflect a sense of pride. Employees want to feel … [Read more...]
4 ways to give effective feedback
Receiving feedback is often difficult. Many times, providing feedback is just as difficult. But, without it, we have no idea if we are meeting expectations, are below expectations or exceeding expectations. Most importantly, we need to know if there is opportunity for improvement. The simplest solution to this dilemma is to provide feedback in a way that has a positive impact … [Read more...]
Deal with it!
Most big problems are ones that were ignored in hopes they would go away or magically resolve themselves. Conflict avoidance occurs in many industries. Veterinary medicine is not immune to its impact. Thus, using the FIGHT strategy to deal with issues before they grow is likely helpful. Source: CharlesMarshall.net January 2017. Courage isn’t the absence of fear but the … [Read more...]
Leadership requires physical, mental strength
Effective leadership requires much – vision, strategic thinking, tactical skills and the list goes on. We sometimes overlook the physical and mental requirements to be truly effective. We previously focused on the physical health requirement and would like to move to the mentally strong leader. Source: Vet-Advantage, February 2017. Confidence is often described as being … [Read more...]
Coaching is the key to success
With society's inward focus, the concept of helping others succeed may not seem to be the answer to the perennial question, "What's in it for me?" Yet, when one stops long enough to contemplate the commonality of the success around us, we begin to see how coaching others to succeed plays a central role in our individual success. Source: Evan Carmichael 2014. If you want to … [Read more...]
“I recommend . . .” or “Rover needs . . .”
Confidence is contagious. Your customers buy you before they buy a treatment, dental care, preventatives and anything else. Remember, it is important to demonstrate your confidence in the courses of action you advocate. Source: Evan Carmichael, 2015. A leader cannot inspire anyone to a higher point of view than his own viewpoint. That is why it is essential you believe in … [Read more...]
“Amoosing” visitor stays at Vermont dairy
Yeah, we stole that word from the original headline. Take a fun look at what happened when a moose paid a call to a Vermont dairy. Source: Progressive Dairyman, January 13, 2017. The moose only stayed a few days, but it was more than enough time for the Abbots. “After a couple days, we put the cows in the barn and kind of shooed her away a little bit,” Abbot says. … [Read more...]
Examine leadership to set growth path
Life, especially business life, can be a brutal teacher. She often gives the test first and the lesson afterwards. Fortunately, there are others who have gone before us and are willing to share some of life’s lessons with others who follow. Source: LinkedIn Pulse, September 16, 2016. In our connected world, it’s tempting to let all the little screens we have access to … [Read more...]
Examine leadership to set growth path
Every successful business has a list of key performance indicators (KPIs) that provides the essential data necessary to grow. Successful leaders need their own KPIs that include feedback from their associates, as well as a rigorous self-examination. Source: Eric Geiger Blog, May 26, 2016. Leaders are merely stewards. We don’t own the people, the ministry, or the … [Read more...]
Ask the right questions
To understand another person’s point of view, we sometimes need to ask questions to clarify issues or obtain a deeper understanding of why they have that point of view. Too often, the process of questioning is done by rote such as, “what is the problem, why do you think that, etc.?” You will learn more if your questioning is natural and in depth. Source: Vet-Advantage, … [Read more...]
Effective leadership is balanced
A while back I wrote about some myths about leadership that have the potential to mislead potential leaders in their pursuit of that competency. It seems to me that effective leadership has been and will continue to be a balancing act that is always situational. Source: General Leadership. Balance changes with different circumstances. A leader must evaluate the situation … [Read more...]
Do you want to be liked or lead?
I learned long ago that if I wanted to be universally liked, I should not aspire to a leadership role. Certainly, as a leader, there will be people who do like you and appreciate your leadership. There will also be people who dislike you and will attempt to derail your leadership efforts. Getting past that negative is essential to a leader’s success and coming to grips with … [Read more...]
Be an effective executive
It matters little if you are a sole proprietor, lead multiple companies or head up a global conglomerate with far-flung operations. The key to your success and your organization’s success lies within the role of an effective executive. Boiling that role down to a manageable number of practices makes success possible. Source: Harvard Business Review, June 2004. The first two … [Read more...]
The agony of defeat
Nobody bats 1.000%. Nobody wins 162 games in a season. Every MLB team will win 54 games and lose 54 games. Champions are determined by how they play the other 54 games. In business, how you deal with your defeats will ultimately determine your level of success. Source: The Nice Guy Blog, June 15, 2015. If passion drives you, you will stay in the game as long as it takes to … [Read more...]
Leadership myths muddy results
There is money to be made in the field of leadership and thus leadership is taking on an almost mystical mantle with words such as genuine, authentic and so on. We have strayed far afield from the base definition of leadership: the skill or ability to influence willing followers to achieve a desired result. Source: LinkedIn Pulse, November 19, 2016. The Marine Corps taught … [Read more...]
Approach conversations from your customer’s point of view
As veterinary professionals, we understand the importance of compliance and are committed to achieving that goal with every customer. Unfortunately, that perspective is often the biggest barrier to achieving our goal. Approaching these conversations from our customer’s point of view, rather than our own, will yield greater results. Source: Vet-Advantage, Livestock Edition, … [Read more...]
Leaders have a responsibility to stay healthy
Effective leaders realize they have an awesome responsibility and sometimes that burden can lead to burnout or leadership fatigue. Being able to sustain your effectiveness is essential to your success, your team and your organization’s success. The tips presented here to help avoid work burnout could be critical components that ensure your well-being. Source: Forbes, … [Read more...]
Leaders have flaws, too
Even the most brilliant leaders have flaws. The story of Civil Water General Stonewall Jackson, an extremely effective battlefield strategist, illustrates how flaws limit the potential of even the best leaders. Source: War History Online, October 30, 2016. Yet despite all these faults, Jackson played a vital role in the Confederate army and is rightly remembered as a … [Read more...]
Being nice wins
The nastiness of this year’s Presidential campaign is often excused by observing that “politics is a contact sport.” Plus, reality shows with the highest ratings seem to involve the nastiest people. Despite society’s current love affair with verbal thuggery, research proves you can win while being nice and you can disagree without being disagreeable. Source: Wall Street … [Read more...]
Providing corrective feedback correctly
Providing corrective feedback is challenging but it becomes more difficult when it gets emotional. Defensiveness, crying or yelling create an environment that most would rather avoid. However, it is part of the real world. So, tips on handling these types of situations are helpful. Source: LinkedIn Pulse, September 22, 2016. Remember the “why.” Focus on all the good reasons … [Read more...]
Warmth and competence critical to first impressions
When you put people into decision-making mode they are being influenced by logic and emotion. Additionally, the bigger the decision, the more emotion influences the final outcome. So, very often your technical competence as a DVM or vet tech will work against you when dealing with increasing customer compliance. Source: Business Insider, January 16, 2016. If someone you're … [Read more...]
A recommendation or a need?
Last month, we featured an article by Dr. Andy Rourk in which he posits, “Stop abdicating our (DVM) position.” One of the main tenets of the principles of influence is authority. As a DVM or vet tech, you are the authority and it is time to start using it and the other principles to influence your customers and increase your hospital’s patients’ levels of compliance. Source: … [Read more...]
“Why Stay?” Important conversations.
Most years, an average of 14 percent of your hospital clients will move. One percent will die and one percent will get seriously ill. Job loss will hit another 1.25 percent and 1.5 percent will divorce. Combined with a natural, annual attrition rate of almost 20 percent, it is important to prioritize how you will attract new customers. Unfortunately, that attention to new … [Read more...]
Manage the pressure to discount
A longtime, good customer you cannot afford to lose suddenly asks, “Can you get me a better price?” Now what do you do. In our experience, price discussions are really about value. This customer doesn’t perceive the value equals the price you are asking, has forgotten the value he’s already getting or has read the latest book about negation. Source: Harvard Business … [Read more...]
Real empathy is not about you
In our self-centered society, empathy seems like an outdated concept. Even caring individuals often get it wrong when trying to be empathetic to another’s situation. Genuine empathy is difficult because it is all about the other person – not you. Source: Gordon Tredgold, August 1, 2016. This is something that I still struggle with because as a confident person when I put … [Read more...]
Find the right job culture fit
Whether you are a receptionist, vet tech or DVM, the culture of your workplace is an important component of your individual or business success. While this article is written for prospective employees, it also provides a checklist for practice owners to increase their hospital’s profitability. Source: Pulse, August 24, 2016. We all hope to work for a company that’s clear, … [Read more...]
Create a common goal
In last week’s Bulletin, we shared nine common mistakes leaders make when starting difficult or important conversations. We promised you a better way this week. Consider that your listener is there to make a decision. If you are there to get a decision, you both have something in common before the first word is spoken. Source: evancarmichael.com, February 6, 2012. When the … [Read more...]
First impressions count
Conversations designed to influence others often fail because of the way they begin. How you open the interaction, especially a potentially difficult or important one, has everything to do with how the other person responds. So, it is important to consider some of the mistakes leaders make when they attempt to gain buy-in and commitment. Source: Dialogue Works, August 28, … [Read more...]