Post-Grads Only – Learning Modules

Module 1: Physicians and Healthcare: Challenges and Opportunities

Explore the market for coaching, typical client challenges, range of opportunities and situations for professional coaches

In your Binder:
Additional Resources:

NOTE:  Additional links and resources related to Clinical Process Improvement, Cultural Change “movers and shakers” is at Module 4

 

 

Module 2: Coaching Program Development, Part 1 **

Understand the approach and value of Coaching/Advisory Program development, program pricing spectrum and multi-tier marketing and delivery model. Introduction to the Product Funnel/Pyramid model.

  • Teleseminar Handout (Program Development Part 1) – updated Oct 09
    Slide Presentation – updated Oct 09
  • In your binder:
    • In Praise of the Purple Cow
    • Permission Marketing
  • Other recommended resources:
    • Permission Marketing- the book – Seth Godin
    • Coaching Millions – Milana Leshinsky

 

Action Plan for Module 2:

Hello Coaches,
We got a great start with your program creation this morning.
Here is your Action Plan for the next two weeks:

  • If you have an idea for “mini-program” or Toolkit you can create as your “FREE” program (you’ll use to generate leads and give prospective clients a taste of your coaching philosophy and approach), then start on it!
  • Gather your current favorite coaching checklists, assessments, client handouts, books — anything that you use routinely with your clients
  • Outline your current Program – start to define it by putting a name on it
  • If you have not yet set up your first Business Coaching session with me, this is an excellent time to do so. I will help you “programatize” your current program and get you started with your next tier of programs.

 

Module 3: Teleseminar #3 – Marketing and Sales – Part 1

Objectives:

Learn a model of marketing and sales that demystifies and takes the fear out of selling your service;
Start to develop your micro-niche or differentiators,
Understand where “building your list” fits in with Marketing and Programs

Module 4: Healthcare Cultural Change and the Call for Leadership

Discuss a significant challenge in healthcare: cultural transformation. Discuss the range of leadership issues physicians face, with a focus on both the “basics” of management plus advanced competencies required to manage conflict and lead change.

  • This topic will be “old hat” for several of you, and “new” for some. For purposes of coaching physician leaders, my objectives are:
  • be reasonably familiar with movers and shakers,
  • get comfortable with at least one leadership and change model and
  • if you are an “expert” now, refine your program, know how it will dovetail with or complement some of the programs out there

Download these two:

Resources and Initiatives:

  • Turning Doctors Into Leaders
  • Crossing the Quality Chasm (NIH)
  • To Err is Human (NIH)
  • Disruptive Physicians 1Ethics (Gaillour)
  • Zen and the art of dealing with Difficult physicians (Gaillour)
  • Why Change Efforts Fail (HBR John Kotter)Primal Leadership (HBR Goleman et al)
  • Institute for Healthcare Improvement – CPI Model (PDF) Website
  • Leapfrog Group
  • Complexity in Healthcare,1
  • Complexity in Healthcare, 2
  • JCAHO-Corporate brochure
  • Reducing Serious Errors
  • Presentation to Sales on Clinical Process Improvement
  • Press Ganey – Physician Report
  • “Joint Commission Standards on Managing Disruptive Physicians”
  • Lean Techniques (Toyota)
  • 6-sigma
  • Patient Centered Care (see IHI website)
  • Transparency
  • Disruptive Innovation in Healthcare – HBR Article
  • (The link displays a preview of the article)
  • If you would like to purchase the full copy of the article, please visit Harvard Business Online
    “CMOs Making an Impact” by Lee Ann Runy

Additional Suggested Books:

  • “Success Built to Last” by Jerry Porras, Stewart Emery, and Mark Thompson
  • “Influencer” by Kerry Patterson, Joseph Grenny, David Maxfield, and Ron McMillan
  • Leading Physicians Through Change – Jack Silversin
  • The Heart of Change – John Kotter
  • A Sense of Urgency – John Kotter

Professional Organizations:

Action Plan

Module 5: Your Website Strategy and Intro to Information Marketing – Healthcare

Understand why web-internet marketing is so essential to developing your business. Explore your options for website presence. Discuss the web strategy that makes sense for you. Become more familiar with the breadth of Internet tools, products and strategies you’ll want to employ as a next phase in your coaching business (sooner rather than later): ezine, blog; information products; audios and podcasts. What about your web must be different for the healthcare market niche?

Module 6: Healthcare Coaching Program Development, Part II

We continue our discussion about Program Development and we will discuss a very important concept: “your philosophy.” What are your core principles of success based on YOU!
Yes, “the world according to YOU” is what clients want to know! Your philosophy then informs your programs and enhances your client enrollment process.
You will begin to develop a product/program strategy outline, including multiple levels of access to you, multiple pricing models.
We will discuss using other people’s programs – a strategy that hundreds of successful coaches have implemented .

Action Plan

Module 7: Physicians and Professional Development

Discuss the current state of physician morale and underlying factors of fulfillment, ways that coaching can help physicians express and honor their values in their current practice; discuss work-life integration and personal development; discuss models, assessments and other instruments for human potential development.

Assessments and Concepts to review:

  • Values Clarification ExercisesDiSC 15 Profiles (does not include the Profile narrative)
  • DiSC Profile Example
  • Whole Brain Concepts for Team Development
  • Merritt Hawkins & Associates Survey and Report: Survey of physicians 50-65 years of age uncovers the practice plans and career satisfaction levels of experienced physicians.
  • Click here for summary version of the report.
  • Click here for entire report.
  • Click here for 360 Interview – Assessment Tool
  • Strengths Based Leadership – link to book

For your own professional development as a coach:

Article:
Why One Doctor Prescribes the SDI Over the MBTI first published in The Physician Executive January/February 2006.

 

Module 8: Marketing through Writing and Speaking

Understand the importance of writing and speaking for healthcare audiences, how to get published; how to create your first articles, seminars, blog posts. Continuation of our discussions on Internet (Google) marketing and the role of content and information products such as e-book, audio.

Action Plan

Module 9: Sales and Marketing, Part 2: The Client Enrollment Process

Learn techniques managing inquiries so it leads to a productive consultative sales conversation, and then client enrollment. We will also discuss how to look at your program fees.

Module 10: Physicians in Career Transition

An introduction to coaching the multiple milestone points of physicians contemplating career expansion, changing practice, leaving medicine, developing a new identity, venturing into new fields, being successful as non-clinicians.

Module 11: VIP Client Management and Program Re-Enrollment

An introduction to coaching the multiple milestone points of physicians contemplating career expansion, changing practice, leaving medicine, developing a new identity, venturing into new fields, being successful as non-clinicians.

  • Learn ways to manage healthcare clients as VIP in order to develop trust, explore deeper issues.  Ways to ensure your client experiences added value.  Learn to manage scope creep; develop re-enrollment and extended coaching to help your client continue on an upward professional development trajectory.   Discuss re-enrollment conversations that feel comfortable for you and your client
  • Handout for Module 11 Recommended Book:
    “How Doctors Think” by Jerome Groopman

 

 

Module 12: Setting Fees + Forming Strategic Alliances
  • Discuss fee-setting both the philosophical and the strategic; Learn how to establish win-win strategic alliances with individuals and organizations that can bring you quality leads or clients;  next steps for the group
  • Handout for Module 12
  • Resources: Alex Mondossian Outline on Strategic Alliance Options for Internet/Teleseminar Marketers
  • Announcements:1) About your Certification: Your Certificate will be mailed to you, and the Logo for your web or materials will be emailed to you.

 

 

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