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![Page 1: Collaborative Leadership in Times of Change – Engaging and Influencing Today’s Physicians © Drummond MD@thehappymd Dike Drummond.](https://reader030.fdocuments.net/reader030/viewer/2022032802/56649de65503460f94adf038/html5/thumbnails/1.jpg)
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Collaborative Leadership in Times of Change – Engaging and Influencing Today’s Physicians
©www.TheHappyMD.com Dike Drummond MD @thehappymd
Dike Drummond MDd
TheHappyMD.com
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Today’s Objectives
Understand Physician ResistanceThe Two Missing Pieces to
InfluenceNew Ways to Establish
CollaborationPractical – Tactical – Tools You Can
Use
Follow on the Handout This is your Action Plan going
forward
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Dike Drummond – TheHappyMD.com
MD Mayo Medical School 1984Family Practice Residency, Redding, CA40 doc multispecialty group, Mount Vernon, WA
- Executive Committee Chair- Managed Care Medical Director
Career ending burnout 1999- Dead end – no visible support
![Page 5: Collaborative Leadership in Times of Change – Engaging and Influencing Today’s Physicians © Drummond MD@thehappymd Dike Drummond.](https://reader030.fdocuments.net/reader030/viewer/2022032802/56649de65503460f94adf038/html5/thumbnails/5.jpg)
Dike Drummond – TheHappyMD.com
Alt Med, Executive Coach, Serial Entrepreneur2011 TheHappyMD.com Launch
- 4355 physician members in 63 countriesTraining and Individual Coaching for Physicians
Burnout Prevention - Leadership Development854 Hours of 1 on 1 coaching in 2013
Consulting for Healthcare OrganizationsLeadership - Engagement - Disruptive PhysicianIntervention
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Set the Stage
Let’s Get Real …
MACRO & Theory To
Ground Level Tactics
Influence Happens One Relationship At a Time
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Set the Stage
Can Only Happen One on One
You are a Gardener Tending a Field of Relationships
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Set the Stage
GOAL:
Connect
Influence
Behavior Change
Sustain & Repeat
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The Missing Pieces to Influence
MACRO =Engage -> Align
One on One =Know -> Like
Set the Stage
Enroll –>
-> Trust
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Set the Stage
The Missing Pieces to Influence
Know > Like > Trust Enroll > Engage >
Align
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Set the Stage
To Influence a Doctor, Let’s Understand What Makes Them Tick
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Let’s Play A Game !
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Connect all the dots using four straight lines WITHOUT lifting the pen from the paper
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What stopped you from solving the puzzle right away ?
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What box are you talking about ?
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This one ?
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You had to step Out of the Box?
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You had to step out of Your Comfort Zone
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Your Comfort Zone
Everything you •Know & Trust•Have•Do
The Scary / Unknown
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Your Comfort Zone
Their Practice
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Your Comfort Zone
Their Practice
Your Project
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Your Comfort Zone
FUN !
Their Practice
Your Project
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Your Comfort Zone
FUN !
F_ _ _Your Project
Their Practice
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Your Comfort Zone
FUN !
FEAR
Their Practice
Your Project
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A Clinicians Comfort Zone
DX
DX
DX
DX
DX
DX
DX
DX
Every Doctor has a Hub and Spoke Comfort Zone
Each SPOKE is a different PATH to a Diagnosis in the Physician’s Specialty
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DX
DX
DX
DX
DX
DX
DX
DX
A Clinicians Comfort Zone
The Spoke is a COMFORT PATH
- a tried and true Diagnosis and Treatment Algorithm
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A Clinicians Comfort Zone
Doctor’s Comfort Zone is Diagnosis Specific
A PATH Based on two things- Training and History- Their LAST BAD OUTCOME
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A Clinicians Comfort Zone
CHF
DANGER ZONE
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A Clinicians Comfort Zone
YOUR PROJECT
Asks them to step off their tried and true path into
the DANGER ZONE
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A Clinicians Comfort Zone
CHF
DANGER ZONE
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A Clinicians Comfort Zone
CHF
DANGER ZONE
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A Clinicians Comfort Zone
Outside the Comfort Zone …- Patients get Sick- They DIE- I get Sued - or Lose my License
These Fears are REAL
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TRUST
Resistance is NORMAL
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TRUST
Resistance is NORMAL UNTIL …
Until I can TRUST YOU enough to step into the DANGER ZONE
with you and your project
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TRUST
KNOW
LIKE
TRUST
QUESTION:
How can every contact with my Physicians build TRUST ?
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TRUSTd
Your Trust Account;
FULL
EMPTY
Time
TRUST
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TRUSTd
Your Project will move at the Speed of Trust …
;
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A Clinicians Comfort Zone
The #1 Trust Building Skill is
E M P A T H Y
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A Clinicians Comfort Zone
You must be able to put yourself
In THEIR SHOESAnd Communicate in a way
that
They GET That YOU GETTHEM
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TRUST
TRUST BUILDERS ?Transparency/Honesty/
IntegrityImpeccable CommunicationAccountability/Team PlayerWin:Win
Consistency Over Time
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TRUST
Trust Catalyst:In a new relationshipFind a commitment you can
make that adds value
Then Keep It
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Trust & Enroll
The Missing Pieces to Influence
Know > Like > Trust Enroll > Engage >
Align
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Enrollment – 4 Concerns
- Safety / Risk- Efficacy- Bandwidth- WIIFM
Notice MONEY is NOT on this List
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Enrollment – 4 Concerns
- Safety / Risk- Efficacy- Bandwidth- WIIFM
Money cannot be the primary motivation
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Enrollment – 4 Concerns
1) SAFETY / RISKConvince me this is safe for thepatient
Show me there is no RISK - because I will be the one getting sued – not you
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Enrollment – 4 Concerns
2) EFFICACYConvince me this will do what you say it will
AND that this is a significant improvement over what we are doing now
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Enrollment – 4 Concerns
3) BANDWIDTHPlease tell me that I won’t have to do anything MORE than I am doing right now
(An average of 1 in 3 doctors are burned out on any given day)
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Enrollment – 4 Concerns
4) W.I.I.F.M.What’s In It For Me ?How does this improve my quality of life ?
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Enrollment – 4 Concerns
Communication Tip:Match Doctor’s Twin Style Needs
Be Brief Be Bright Be Gone
AND Have Complete References
Think “Bullet Points”
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Enrolled -> Engaged
Enrollment = “Buy In”
“I am interested enough in the benefits to invest my time and energy”
Next Step is Engagement
Only NOW can you Influence Behavior
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Engagement Tactics
1) Hold the Vision2) Always Build Trust3) TIGHT feedback loops4) Celebrate All Wins
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Engagement Tactics
1) Hold the Vision
Be Crystal Clear on theHighest Benefit of Your
ProjectThe “Why”Over Communicate It
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Engagement Tactics
2) Always Build TRUST100% Team PlayerAlways Visible & AvailablePull MORE than Your Weight
Human Connection / Caring
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Engagement Tactics
3) Tight Feedback Loops
ALWAYS have a simple, quick feedback loop
Are we on track? (in the Danger Zone)
Over Communicate the first round of results
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Engagement Tactics
4) Celebrate All Wins
Acknowledge and Thank Everyone for All Effort and Progress
Treat ‘em Like Dogs
[let’s practice]d
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Ultimate Goal
Trust – Enrollment – Change
Your Leadership Creates anEnvironment that GrowsBigger People
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Ultimate Goal
FUN !FEAR
START
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Ultimate Goal
FUN !
FINISH
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Ultimate Goal
You restore their faith thatpositive change is possible
Success is when they ask,
“What’s Next?”
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Louise Fletcher
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Hugh Laurie
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Sustain & Repeat
Resistance -> Preferred PartnerTrust – Caring – Success
What is Your “Special Sauce” ?
d
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Set the Stage
GOAL:
Connect
Influence
Behavior Change
Sustain & Repeat
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Connecting
What are your “Best Practices”
for connecting with - Doctors- Gatekeepers
[let’s find out, shall we ?]d
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Connecting
GatekeepersSame rules apply
Know > Like > Trust Enroll > Engage >
Align
FULL
EMPTY
Time
TRUST
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Connecting
Have a plan that builds Trust
and creates EnrollmentRehearse your conversation – including VMStand out
Be Persistent
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Seal the Learning
Please stand up Find a Partner
• What is the biggest thing you learned ?
• What new action will you take ?• When ?
3 Minutes
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Collaborative Leadership in Times of Change – Engaging and Influencing Today’s Physicians
©www.TheHappyMD.com Dike Drummond MD @thehappymd
Dike Drummond MDd
TheHappyMD.com
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