Introduction

I really enjoyed teaching at this year’s SEAK conference on Non-clinical Careers for Physicians . I started Thursday September 23, teaching the consulting pre-course with Steve Babitsky and Jonathan Cargan.

Two days later, I spoke on Dealing with Disruptive Change: The Power of Transformation:

Transformation reflects a major change in form, function, or nature.  To me, transformation results from overcoming self-limiting beliefs and taking action on stretch goals at the same time.  Transformation is a way to deal with disruptive change proactively rather than feeling that change is done to us rather than by us.

Consulting

A consultant is a professional with specialized knowledge and expertise who assists clients to improve their situations by providing value-added advice.

Good consultants:

• Learn quickly
• Work well with others
• Are responsive to clients’ needs
• Diagnose even the problems that clients don’t tell them about
• Build consensus
• Provide simple, practical solutions

Dr. Lynn Helmer spoke about ways that consultants can add value by:

• Focusing on service and calling clients back within 24 hours
• Being pleasant and not making clients feel stupid with their answers to questions
• Underpromising and overdelivering
• Delivering a fair return on the client’s investment in consulting services, usually 5-10x, focusing on the metrics that matter

The best way to “make the magic happen” is by setting and delivering on SMART goals that are:

• Specific
• Measurable
• Achievable
• Realistic yet high
• Time delimited

How to excel in interviews

Dr. John Ferry encouraged participants to demonstrate performance by telling stories of situations that they have encountered that indicate managerial talent, especially in the areas of removing roadblocks, building trust, and holding people accountable. One way to diffuse tension at a group interview is to greet everyone around the table with a handshake at the beginning and end of the interview. The best way to demonstrate that you want the job is to express genuine enthusiasm.

 Networking

 Lillian Bjorseth defined networking as an active dynamic process that links people in mutually beneficial relationships. We network for advice, information, recommendations, referrals, and support. Rather than say, “I am a doctor,” she recommends describing what you do and the benefit that you provide to others.

 For example, when I am networking with hospital people, I tell them, “I work with disgruntled doctors and hospital leaders to improve clinical and financial performance.” It takes only 15 seconds and gives them more actionable information than my telling them that I am a general surgeon and MBA who writes books on healthcare collaboration.

It takes just 10 seconds for our brains to form a first impression.

Learning how to turn features into benefits is critical to effective networking.

Kenneth H. Cohn, MD, MBA, FACS

© 2011, all rights reserved

Disclosure:

I have not received any compensation for writing this content. I have no material connection to the brands, topics and/or products that are mentioned herein.