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DO THE FINANCIAL PLANNERS HAVE A CLUE?

After reading the blog written yesterday by my Silkin Management Group fellow consultant Bill Hickey, called IS THIS A CLASSIC EXAMPLE OF “THE CART BEFORE THE HORSE”?, I began thinking more about some of the government policies being touted for small businesses to help the economic recovery. Yesterday’s Silkin blog pointed out how one of the latest proposals by the Obama Administration was to offer tax credits to small businesses as an incentive to hire new employees and discussed how that could be pointless if the business didn’t need or couldn’t afford new employees.

Today, I ran across three articles that I thought were very relevant to share with anyone reading this blog, whether a client of Silkin Management Group or not.

The first article, from Business Week entitled Obama Tax Credit May Not Cover IRA Cost, Business Group Says points out that another of the proposals by the Administration was to provide a $1000 tax credit for small businesses, but at the same time requires them to set up a mandatory retirement savings plan. The article points out how the cost of setting up such a plan is likely not even offset by the tax credit (assuming the business is even eligible for a tax credit).

The second article from the New York Times, entitled For Some A.R.C. Loan Borrowers, an Expensive Surprise Caps the Long Wait discusses how some small business are getting loans approved but it is taking literally months and months and months to receive the funds as the SBA administrative lines are so slow. So the financial help that the small businesses so sorely need is ridiculously slow in coming. Might this have something to do with slow business recovery?

The last article I ran across in Small Business Trends called A Million Startups that Offer Lasting Good Jobs was very interesting to read. Its premise had to do with a recent New York Times opinion article written by Tom Friedman, a writer I personally enjoy. Friedman’s article had to do with recommending to the President that he should make the centerpiece of his presidency mobilizing a million new start up companies that would provide long lasting jobs in areas that would help put America on the “cutting edge”. The author of the article in Small Business Trends, Scott Shane – a professor of Entrepreneurial Studies at Case Western University and author of 9 books – quickly went through the math of how many new companies it would take to end up with one million long lasting companies that provided good jobs. I won’t spoil the “surprise ending” for you, but suffice it to say that he walks through the logic of how and why it would take many many millions of start up companies to begin right away to end up with a million long lasting companies. Read the article, I think you’ll enjoy it.

All of this makes me wonder…do the people coming up with these ideas have any idea how the real world of small business works?

Dave McKevitt
Silkin Management Group Consultant

For more information about Silkin Management Group and/or Silkin Management Group’s services, visit our website at www.silkinmanagementgroup.com or email us at; info@silkinmanagementgroup.com

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Posted in Economy, Money & Finances.

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More on Appointment Scheduling

I read an article yesterday by Bill Hickey on one of Silkin Management Group’s blog site about patient scheduling. You can read that article at www.practicemanagementblog.com. I thought I’d offer some more information about patient scheduling for those interested.

As mentioned in the above referenced blog, our clients at Silkin Management Group are taught some key fundamentals about patient scheduling. Here is another tip that you might find useful in this area:

Never say “We have an open slot at…” or “When would you like to come in?” or “If there’s a cancellation we could fit you in earlier…” This is weak appointing and allows the patient to dictate how your day will be filled.

Offer the patient two options: “Doctor can see you at 10 a.m. on Thursday or 2 p.m. on Monday. Which would you prefer?” Give two specific times that you want to see filled. The great majority of patients, about 80%, will take one of the two options you’ve given them.

People respond well to good control – as examples: standing in a line at the theatre instead of bunched up at the ticket counter; following the “Please wait to be seated” sign at the restaurant; and waiting between the barriers at an amusement park. Offering two specific time slots is a way to run good control and you will find that patient/clients respond to this procedure as well.

Try it and I think you’ll find it will work in the great majority of cases. It will also help fill the empty appointment slots that you want filled. Clients at Silkin Management Group find it to be a very workable method of making appointments.

Eric Korb
Director Consultant

For more information about Silkin Management Group and its practice management program, visit our website at www.silkinmanagementgroup.com or email us at: info@silkinmanagementgroup.com

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Posted in Getting New Patients, Marketing.

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SOME IDEAS ON WHAT TO DO WITH A PROBLEMATIC STAFF MEMBER (Part 1)

We recently received an inquiry to our Silkin Management Group website silkinmanagmanagementgroup.com wherein a doctor was asking for advice about how to handle a problem staff member. On our website we have a function called “Ask a Consultant”, in which one can request help from one of our consultants about any practice management problem they may be experiencing. In this case the doctor relayed that she didn’t know what to do with an employee who was disturbing and distracting other staff with her problems. I thought I would relay my response to her as it might be helpful and informative to other Silkin clients or anyone reading this blog. I have broken my response into two parts – the first part is below and the second part will be in a blog published on December 14 which can be accessed at: silkinmanagmentgrp.com.

“Thank you for contacting Silkin Group. I can sense your frustration with this situation. There are several things that can help you in this current situation and help prevent this from happening in the future. This is a bit of a lengthy reply due to the nature of your problem. Please take the time to read through this as I believe it will give you some insight into the problem and how to handle it.

The first, and probably the most important thing that should be in place, is that you have very detailed job descriptions and office policies existing in your office. As part of or one of these policies there needs to be something clearly written about what is acceptable and unacceptable employee behavior.

When new employees are hired, they should be given a copy of this policy manual to read and, once read, they are to sign off as being read and understood. This lets them know what type of behavior is and isn’t permitted in your office. By signing off that they have read and understood the policies they have thereby agreed to follow the policy which gives you recourse for disciplinary action and/or termination for non-compliance. Of course one would generally not proceed to termination for initial offenses, but rather instigate the handling with a gradient approach (i.e. first offense a warning, second offense suspension for a day, etc.).

As new policies are written, copies would be handed out to all employees for them to read and sign off on. These signed agreements should then be added to their personnel files. These can then be referenced in regular employee evaluations, job reviews, disciplinary actions and if needed, termination situations.

If, however, you only deliver your “policies” verbally, you leave these expectations open to interpretation and lower your ability to be able to effectively and safely (from a legal point of view) handle employees. It is imperative to have everything in writing so that there is no room for interpretation.”

As a note to anyone reading this: At Silkin Management Group we work very closely with our clients on the implementation of office policies and job descriptions. We have a 400 plus page Office Policy and Job Description Manual, easily adapted to any office, that covers everything I’ve written about above plus much more.

More to come in our December 14th blog.

For more information about Silkin Management Group, please visit our website at silkinmanagementgroup.com. You can access our “Ask A Consultant” feature there or email us at info@silkinmanagementgroup.com.

Ken DeRouchie
Silkin Management Group’s “Ask a Consultant”

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Posted in Health Care, Staff Management.

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I HAVEN’T SEEN MANY NEW JOBS, HAVE YOU?

Maybe this is why

As part of our continuing research to help our clients at Silkin Management Group, I found a really stunning article from the Cascade Policy Institute concerning the supposed “job creation” from the economic stimulus package. It caught my eye as I recalled reading an article in the last few weeks that discussed phantom congressional districts that were beneficiaries of new or saved jobs.

You can access the article from Cascade at at the URL below, but since it is a short article, I thought I’d reproduce it here as part of this blog. The URL is: http://bit.ly/6xPtwH.

“The White House recently claimed that about 640,000 jobs have been saved or created as a result of the $787 billion stimulus package. Many have questioned the accuracy of this number, and for good reason. Faulty reporting appears to be pervasive in the data used to make the claim. Jim Scarantino, of newmexico.watchdog.org first broke the story that the transparency site for the stimulus package www.recovery.gov was reporting congressional districts that did not exist in his home state. These phantom congressional districts were prominently displayed in the state summary of districts that had saved or created the most jobs.

Cascade Policy Institute’s investigation showed that Recovery.gov reported Oregon to have nine phantom congressional districts. These Oregon phantom districts created or saved 15 jobs, at a cost to taxpayers of almost $5 million.

A quick look at reported jobs created in Oregon by the $787 billion stimulus package turned up more inaccuracies. $397,761 spent to save 205 jobs at the Mid-Willamette Valley Community Action Agencywas actually spent to give pay raises to staff. 200 jobs supposedly created by a taxiway construction project for the Coos County Airport District was really only 20 jobs.

Further review of reported jobs created or saved likely will have similar results. There is no benefit in having transparency when the data isn’t worth the paper it is reported on.”

Fascinating, isn’t it? I’d sure love to have one of these phantom districts near my house and get some of these astounding benefits. Our tax dollars, hard at work again. It’s no wonder politicians are held in lower esteem than lawyers. This is the kind of information we keep our clients at Silkin Management Group up to date on since they are all owners and managers of small businesses. Many of our blogs have discussed key management principles that we teach our clients, as well as pointing out matters, such as this one, that we consider important for our clients and business owners in general, to be aware of.

You can find out more about Silkin Management Group and it’s programs by visiting our website at silkinmanagementgroup.com and/or obtain information by writing to:info@silkinmanagementgroup.com

Larry Silver
President Silkin Management Group

Also, visit our other blog site at: silkinmanagementgrp.com

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Posted in Economy, Leadership.

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HERE’S MORE IDEAS ON MEASURING PRODUCTIVITY

After reading my colleague’s blogs of November 19 How do you measure the productivity of all areas in an office? and November 23rd More on measuring Productivity on Silkin Management Group’s other blog sites, I thought I’d add my knowledge of ways to measure productivity in a health care office.

The November 23rd article discussed that, in order to come up with a good statistic to measure production, you first have to figure out the product produced by that area or position. Then, once the product is worked out, you can figure out what metric best measures the production of that product. This article used a receptionist in a health care office as an example, since most of Silkin Management Group’s clients are health care professionals.

Here’s another example that anyone reading this might find useful in the management of their practice. What might be the product and statistic of a doctor in terms of his/her job of examining a patient and presenting the proper treatment plan? You might try the idea below as we’ve seen it work very well for Silkin clients:

  • Product: A patient/client who is fully briefed on their, or their animal’s health condition including any non-optimum conditions that might exist, with remedies to the non-optimum condition/s presented in a clear and understandable way so that they are fully understood and agreed to.
  • Statistic: Percentage of treatment plans accepted.
  • This is an easy way for any doctor to see how well his/her treatment plans are presented and understood. A low percentage would indicate that the doctor needs to learn the proper way to deliver treatment plans so that the great, great majority get accepted and begun. There are very specific techniques that we, at Silkin Management Group, teach our clients that routinely result in a high acceptance rate of treatment plans.

    If you would like to know more about this or any aspect of managing your practice, visit us on the web at:

    www.silkinmanagementgroup

    silkinmanagmentgrp.com

    Email us at:
    info@silkinmanagementgroup.com

    All the best,
    Bill Hickey
    Consultant
    Silkin Management Group

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Posted in Health Care, Staff Management.

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HEALTH CARE LEGISLATION IS MOVING FORWARD

If you’ve been following the progress of the various versions of the health care legislation that are moving through the Senate, as well as the one that passed in the House, you know that the next step is that the Senate is voting this weekend whether or not to proceed to the debate stage on their bill.

Many of us at Silkin Management Group have been following these various forms of the legislation as it will affect our clients at Silkin as well as the management of their practices and business. We’ve posted a variety of articles and references on the various Silkin blog sites. I ran across several today that I thought I’d comment on and reference for anyone reading this site.

This article from Reuters gives a very good overview of what is presently happening with the Senate bill and its ramifications.

As noted in previous Silkin Management Group blogs, although the Senate version seems better for small businesses, it still is not small business friendly as determined by the NFIB, the primary voice of small business in this country. I also found this article by the Heritage Foundation “think tank” which summarized the problems the bill has for small business.

Take a look at those articles and I think you’ll get caught up, as of today, on what is going on with the bill and its ramification for small business.

One thing I thought was very interesting and, if it wasn’t so absurd, humorous. Apparently the Senate bill is touted as cheaper than the House bill over the next ten years. But a further look shows that possibly the main reason it is cheaper is that many of its provisions would not kick in until 2014, a year later than in the House bill. If true, this is just another typical “slight of hand” performed by our trustworthy politicians. And they wonder why they are among the least trusted group of people in the country.

I invite your viewpoint and comments about this vitally important national debate. Those of us at Silkin Management Group involved in following this always want to hear what people think about this legislation.

You can post comments on this blog site by clicking on the word “comments” or write us at www.silkinmanagementgroup.com, and silkinmanagementgrp.com

Dave McKevitt
Consultant
Silkin Management Group

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Posted in Economy, Money & Finances.

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A SIMPLE WAY TO ASK FOR REFERRALS

I often get asked by my clients at Silkin Management Group, “how do I get referrals? What’s the trick?” My answer is, “there is no trick, you just ask for them.” But, obviously, it has to be done in the right way at the right time. The following is a procedure I advise my Silkin clients to use to boost the number of referred new patients. It provides a simple way for the doctor and/or staff to go about asking for a referral.

  1. When the chart is readied before the patient/client comes in, paperclip two referral cards to it.
  2. The chart will travel with the patient through his path of service in the practice. .
  3. Along the way, when there is an appropriate moment, the Doctor or a staff member may offer the referral card, saying something along the lines of:

    “If you have friends who could use good care, give them one of these. We’d
    love to see them.”

  4. This would need to be done with a very positive, upbeat communication, and not just casually. Say it with some intention, or “ooomph!”
  5. If the chart and the patient travel through the office and arrive back at Reception
    for checkout, and the referral cards are still paper clipped on, the Receptionist can simply ask:

    “How did it go?” or “Everything OK?” or some other simple variation.

  6. If the patient or client is disturbed, in pain or not in good communication, it’s probably not a good time to give him/her a referral card.
  7. If the patient/client indicates that “it went fine” or “all is well”, the Receptionist can say:

    “I’m glad it went well. If you have friends who could use good care, give
    them one of these. We’d love to see them.”

    Again, it needs to be said in an upbeat mannet, with interest and “ooomph!’ .

It’s that simple. There is really no rote script that will ever replace just plain good communication, especially communication that shows interest in the patient/client, and interest in providing optimum care.

This will boost your referrals, and provide more people with the care that your practice provides. It is a simple management tool that should be added to the job description section of any staff position that you want involved in this procedure.

We have many other internal marketing techniques at Silkin Management Group that help our clients bring in higher numbers of new patients/clients at a very low cost.

If you’d like to find out more about Silkin, visit our website at:
silkinmanagementgroup.com

Email us at:
info@silkinmanagementgroup.com

If you are interested in our other blogs, read more about referrals at:
www.silkinmanagementgrp.com

Eric Korb
Director Consultant

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Posted in Marketing.


MORE ON THE EFFECTS FOR SMALL BUSINESSES OF HEALTH CARE LEGISLATION

As a consultant at Silkin Management Group, I try to stay on top of the various things going on that will affect my clients. We have several blog sites that many of us write on concerning management issues that we feel are relevant to Silkin clients and small businesses in general.

Yesterday, the President of Silkin Management Group, Larry Silver, posted an article he wrote on this topic called The Health Care Bill and Small Business – How does it Affect you?

You can see by reading it that it discusses some key issues of the new health care legislation and its potential adverse effect on small businesses. In my search around the world wide web I ran across several articles that paralleled Mr. Silver’s discussion about the potential job loss that this legislation could cause.

This article from Reuters, Small Talk: healthcare debate heats up, as well as this article in the Washington Examiner, Employer taxes may spook Senate on health care have relevant information about this subject.

The Examiner article says, “While most big companies provide workers with health insurance, many smaller employers do not, and they would end up having to come up with the money to either buy coverage or pay a penalty. “There is no question it will result in job loss and it will encourage employers not to hire employees,” said John Goodman, president of the conservative National Center for Policy Analysis.

It also quotes Amanda Austin, the director of federal public policy for the National Federation of Independent Businesses as saying:  “Companies are so fearful of a looming tax and mandate coupled with the tough economy”, Austin said, “that many have stopped hiring. If the employer mandate become law”, she said, “many companies will shed jobs.”

“The workers who are going to get cut are the low-wage workers,” Austin said. “Or the employer will cut them down to part time, or won’t expand the business. Or, he’ll keep his full-time workers, and nobody gets raises.”  The Reuters article includes the following information: NFIB senior VP Susan Eckerly said the bill’s “punitive employer mandates and atrocious new taxes will force small business owners to eliminate jobs and freeze expansion plans at a time when our nation’s economy needs small business to thrive.”

These are not good consequences, in my opinion. I will have to keep an eye on the final version of the legislation in order to help assess its effects on my clients at Silkin. The management of their practices and businesses will need to be looked at in light of the final version that comes out.

The following quote, from Charles Symington, senior vice president of governmental affairs for IIBA (Independent Insurance Agents and Brokers of America) summed it up best for me:  “An unreasonable employer mandate coupled with a huge tax increase will put many small businesses in the untenable position of deciding between job cuts, employee pay cuts, or shutting their doors,” said Symington. “Health care reform should not be financed on the backs of small businesses that are struggling to make ends meet in this very difficult economic time.”

You can find out more information about what we do at Silkin Management Group by visiting our website: www.silkinmanagementgroup.com.If you have any questions, feel free to contact us at: info@silkinmanagementgroup.com

Scott Barnard, Consultant for Silkin Management Group.

Also look for our blog at: silkinmanagementgrp.com

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Posted in Staff Management.


WHERE IS ALL THE MONEY TO HELP SMALL BUSINESSES GOING?

Yesterday I was reading one of Silkin Management Group’s blogs at silkinmanagementgroup.blogspot.com in which one of our consultants pointed out how miniscule amounts of money are going to small businesses, despite the administrations statements and promises otherwise. I thought that was very interesting although not unusual in the political world we live in today.

As a consultant at Silkin, I don’t espouse political opinion to our clients as it is really not part of my job to do so. Politics is so opinionated and so full of “hot air” that I always feel it best to keep my political opinions to myself. At the same time, the management technology that we teach at Silkin is based upon looking at factual data and statistics and not managing on people’s opinion about how things are going. In order to effectively manage that way you have to have systems in place to gather and post factual information and statistics. I wish our government was run that way! And that’s why the above mentioned blog caught my eye and why the following article also grabbed my attention.

Today I read the following article in the Huffington Post: Obama’s First Year Short Changes Small Businesses. Now here were some more interesting facts and statistics about the government’s help for small business that paralleled the information in the above mentioned blog and was directly contrary to what is coming out of Washington. Get this: Textron, a Fortune 500 company with over 43,000 employees was the top recipient of federal small business contracts! Other major international corporations with thousands of employees were included in the Obama Administration’s small business contracting data. The specifics are in the article. Wow…that’s really some help for small businesses who employ the majority of workers in the country! Someone sure doesn’t understand that a company with thousands of employees hardly classifies as a “small business”. Or maybe they just don’t want us to know where the small business money is really going. Or maybe I’m just too jaded by the Washington politics of both parties.

At Silkin Management Group, we certainly try to teach our clients better factual management than what you see our government doing as described in the aforementioned articles. Silkin clients are taught to manage on facts, statistics, observable data, measureable information and to have the management systems in place to do so. I wish our governments did the same.

Eric Korb, Silkin Management Group Senior Consultant

For more information about Silkin Management Group contact us at: info@silkinmanagementgroup.com or visit our website: www.silkinmanagementgroup.com
Visit our other blog at: silkinmanagementgrp.com

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Posted in Money & Finances.


Marketing Your Practice

As a consultant at Silkin Management Group, I am constantly working with my clients to implement successful marketing actions that will help increase the number of new patients/clients as well as help facilitate the retention of existing clients and patients.  Marketing is a vital part of the management of any business, whether a health care practice (as are most of the Silkin clients) or any business in general.

One of the best and least expensive tools in the Silkin marketing “tool box” is the newsletter. A newsletter is a tool that can be used to reach not only existing patients/clients, but potential patients/clients as well. As an internal device, it is an excellent way to stay in touch with your patients/clients. Externally it is a method of making your practice known and well thought of.

All the consultants at Silkin Management Group tell their clients that a practice newsletter provides advantages for the business that other promotional and marketing methods don’t always offer. It provides a simple and compact way to communicate a longer message and can easily be put onto your website or printed for handouts in the office or put in monthly statement mailings. It also creates a perfect forum for continuing education.

There are inexpensive software programs that can be purchased that you can use to make your own newsletter.  There are also companies on the internet that can produce a newsletter for you at a reasonable price.  Clients of Silkin Management Group are provided with this information, as well as sample newsletters to help easily implement this very successful marketing tool as part of their Silkin management program.

If you have any suggestions, please feel free to do so by posting a comment.

Please visit our website for more information:  www.silkinmanagementgroup.com.

We also have another blog for you to check out:  http://practicemanagementblog.com/

Scott Barnard
Consultant for Silkin Management Group

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Posted in Marketing.

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