One of my client TCs had an experience that all Treatment Coordinators experience from time to time, and when it occurs, it can be a significant obstacle to starting treatment.…
With increasing frequency I am seeing practices try a variety of creative efforts to get more visitors to commit to treatment; some of these efforts are well designed and effective, with others not…
Some years ago, I gave a retention test to a group of 100 sales professionals following a three-day course that I conducted at their company. I have taught graduate-school curriculum…
As we all know, the most frequent obstacle to having a new patient start treatment is the absence of one of the parents at the initial consultation; the almost universal…
Doctors sometimes overwhelm patients with too many details and choices; while the intent is to help the decision process, sometimes the opposite outcome occurs. The most effective consultations are those…
During the course of her meetings with two separate visiting families, a Treatment Coordinator for whom I reviewed recorded consults this past week asked the following questions of both visitors:“Do you…
