Rehab sales: No margin, no mission

Q. I seem to be making more choices about money than about clinical excellence. What should I do?
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Monday, April 23, 2018

A. We’ve seen reimbursement become tougher and tougher over the years and your employers have become more and more squeezed for profit. When I was in the hospital contract management business, CEO Sister Mary Jane Beth Sue said to me, “Sonny, no margin no mission!”.

 Learn a lesson from Sister MJBS. Never compromise your standards for profit, but don’t think you can deliver excellence without it. And don’t forget that one of your primary customers is your employer. Help them understand. I had a Great Dane once. Chewed up everything. I finally learned the mantra “Help your dog be good.” Don’t want your shoes eaten? Put them away. Same with your employer. Help your employer be good.

It’s easy to say, “I can’t deliver excellence because my employer won’t let me provide what I want to provide, what my clients and therapists want and need.”

It’s hard to deliver excellence in the face of that dilemma.

It’s hard to help your employer understand.

It’s hard to convince your clients and therapists to accept less.

Well, buck up sissy-pants. You didn’t become an ATP because you thought it was going to be easy.  You did it because you care. Help your employer be good. Throw the flag when there’s a foul, and don’t always be a Debbie Downer. Your employer wants to hear your ideas about how to make things better. Tell them.

You must understand the expectations and needs of all your customers and present clear solutions.

You must overcome their skepticism.

You must be compelling with examples about how your solutions will satisfy their needs…clinically and financially, client and employer.

Without your active support, this industry will drift. Fight for what you need and for what your clients need.

But remember, no margin no mission.