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Tuning in to Customer Service for Your Practice

February 25, 2012 in Managing Your Practice

Tuning in to Customer Service in Your Private Practice

Tuning in to customer service when you are out and about, as well as in your own practice can pay dividends for your practice.

Whenever I visit or interact with another business, I tend to compare how they deliver their services to how we are delivering and managing the services at our practice.  Doesn’t matter if it’s the place that changes the oil in my car, the guy that does my hair, the vendor for our office supplies, or my physician’s office, I always notice the little details about how I am treated and how easy it is to work with that business.

This little mental exercise serves a couple of functions for me as a business person;

One, it assures that when I go out into the community seeking goods and services I’m going to be getting the best of those goods and services, because I am remaining attuned to the quality of goods and services I am receiving.  If the quality isn’t what it should be, I will seek other sources for the goods and services I need.

Two, it keeps me thinking about our practice from a patient’s perspective so that we are always working to deliver solid customer service.  It also lets me tune into and learn from the good and the bad techniques those other businesses are using.

Many of the policies and procedures that I built into our practice were based upon my observations as a consumer. Full disclosure, I have even been a consumer of therapy services, so I have an appreciation of client billing, the waiting room, scheduling etc. from that side of the fence as well.  I didn’t have any horrible therapy experiences but I have certainly had some bad experiences as a consumer of other services.  I’ve also heard some incredible stories from patients about their experiences at other practices (phone calls that were never returned, rude office staff, requests for records that went unanswered- you name it).

I know from my many years in the corporate world that you can never achieve anything approaching success if you do not treat your customers (in this case, patients) respectfully and deliver consistent, high-quality customer service across your organization.

I encourage you to try this same exercise.  Think about the quality of the goods and services you receive from the local businesses you support.  What are they doing right and what are they doing wrong for you as a customer?  Now apply those same questions to your own practice (this will require some honest soul-searching).

  • Are there any areas of your practice that make it hard for your patients to work with you?
  • Are you unreasonably difficult to contact?
  • Do you fail to return phone calls?
  • Is your office staff unfriendly or poorly trained?
  • Is your waiting room environment uncomfortable or unpleasant?
  • Is your website hard to navigate?
  • Is your scheduling or paperwork too confusing for some patients to understand?

If you’ve come up with some areas of your practice that need improvement in the customer-service department, don’t fret.  Just getting in the mindset of customer service is a huge victory for your practice.  Now that you’ve identified some areas for improvement you can begin taking action, and you are now on your way to greater success for your practice.

Copyright © 2012 Real Psych Practice LLC

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Is Employee Theft Draining Your Therapy Practice?

February 21, 2012 in Managing Your Practice

Employee Theft in Private Practice

Theft.  No one likes to think about it, but embezzlement in private psychotherapy practices is far more common than any of us would like to acknowledge.

In my years in human resources, I was called in to consult on investigations of countless cases of employee theft.  It was heartbreaking.   Good employees– employees I liked,  with stellar work histories and nice families were caught stealing.  These good people, whom the company trusted implicitly, would come up with unbalanced accounts and cash drawers that were off a little here and there.  The problem was, a little here and there would suddenly add up to a lot when the accountants  started digging.

And in private practice?  Well, most practices try to keep it quiet when it happens, but theft is a much more common problem in private practice than you probably realize.   It can be absolutely devastating, especially if  an office manager has come to be trusted with much of the financial operations of the practice.

The scenario usually goes like this:  The practitioner is swamped with patients and associated paperwork, and the office manager is handling the insurance billing and cashflow.  Time goes by, and the office manager becomes more and more trusted and indispensable.  Clinician is so relieved to have all that “stuff” off his/her hands that he/she begins to pay less and less attention to the bank deposits, cashflow reports and other finanancial information.   As time goes by, clinician lets office manager take on more and more responsibility.  It’s just such a relief not to have to think about all of that billing stuff and banking stuff.  But what the clinician doesn’t realize is that there are cash payments that are “skimmed” here and there.  Or, sometimes, when the office manager has check writing authority or use of the practice’s credit card, money leaks out through these sources.  Sometimes, it’s a combination of all of the above.  Sometimes the office manager has failed to make key tax payments while writing checks to himself or herself out of the practice’s bank account.

How do these thefts get discovered?  Unfortunately, it’s not uncommon for money to be leaking out of a practice for months or even years before the leak (or leaks) is discovered.  Maybe the office manager goes on vacation and the clinician happens to scrutinize the checkbook or credit card statement a little more closely than he/she has done in a long time and discovers some irregularities.   Sometimes a sharp-eyed accountant may notice a change in the pattern of income flowing through the practice when preparing the clinician’s taxes.  Often, it’s not until the employee leaves the practice or until the theft has become so egregious that it finally comes to the therapist’s attention.  By then, countless hard-earned dollars may have been lost that may never be recovered.

So what can you do to protect yourself from employee theft in your therapy practice?  You MUST put in safeguards. (No matter how trustworthy and likable your employees may be, and this includes family members that work for you!)

  • Implement a written policy for your staff that each and every time a patient makes a cash payment they will receive a receipt– NO EXCEPTIONS.  Publish this policy to your patients so that they expect a receipt each time they pay with cash.  It’s quick and easy to use one of those self-duplicating receipt books that can be purchased at any office supply store so that the patient gets a copy and your office has a copy– if there are any questions later, it’s very easy to review the receipt book against your billing records and bank deposits.
  •  If your office manager can write checks on your business account, limit the dollar amount he/she is able to write checks for.  For larger amounts, have your bank require your signature on the check in addition to the office manager’s in order to process payment of the check.
  •  If your office manager is writing his/her own payroll checks, you must review his/her hours worked vs. the hours submitted to payroll on a regular basis.
  •  If your office manager is entrusted with making important payments on behalf of the practice (payroll taxes, property taxes etc.), double-check your bank statements to be sure these payments are actually being made.
  •  Employees should never write checks for “Cash” without your permission.  Make this a written policy and stick to it.
  •  Don’t sign a purchase order or any other financial document presented by your staff without fully reviewing and understanding it.
  • Whenever possible,  divide duties among employees rather than entrusting one employee with all key responsibilities.  (This can be difficult in a small practice– it means you need to hold on to some of the ropes.)
  •  Be leery of invoices from a new vendor that doesn’t seem to jibe with your practice’s needs.  If you run a vendor report and all of the invoices from that vendor are in sequential order (2001, 2002, 2003 etc.) you may have a fake company on your hands created by an employee in order to write checks to out of your bank account.
  •  Consider running a criminal background check on potential employees the next time you hire.  This by no means guarantees that you will avoid theft, but it does help send a message to your employees at the start of their employment that you are serious about protecting your practice.  It may also catch a potential new hire that has had a history of illegal behavior before you welcome them into your practice.

Every employee is not out to rob your practice blind.  Most people are honest and hardworking and will have the best interests of your practice at heart.  Putting safeguards in place from the day you hire your first employee just makes sense to protect what you have worked so hard to build, and those honest and hardworking employees will respect that.

Copyright © 2012 Real Psych Practice LLC

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Marketing Your Therapy Practice – The Power of a Business Card and You

February 19, 2012 in Marketing Your Practice

The Marketing Power of You for Your Psychotherapy PracticeOne of the most powerful marketing tools at your command for your psychotherapy practice is also one of the tools many clinicians fail to fully utilize – yourself.

Most clinicians dread marketing.  It ranks right up there with filling out treatment plans for insurance companies or dealing with taxes.  It’s one of those things you know you have to do for your practice, but it’s really tempting to put it off for another day, day after day.  Well, marketing isn’t always a grandiose speech before a community group or an outreach to a new specialty hospital in your area.  Marketing can be much more personal.

When I talk about pro-active marketing to clinicians, I like to share the story of an experience my husband had while on a visit with a local physician.  He was the patient in this case, and over the course of his exam, the discussion  turned to what he did for a living.  Of course he explained that he was a clinical psychologist and then explained what his specialty was and talked about our clinic.  They had a pretty good back and forth about what the physician did and what my husband did.  By the end of the visit, they had established a  good rapport and my husband left his business card with the doctor at the doctor’s request.

Some three years later, that physician referred a friend to our practice.  Around the time of that referral, he and my husband happened to bump into each other.  The doctor shared with my husband that he had tucked that business card in his wallet and held onto it for that full three years.  When the need arose, he looked up our website and selected a clinician in our practice that was appropriate for his patient– all based on that one positive encounter with my husband three years in the past.

This vignette is important to share for a number of reasons.  It demonstrates that:

  • Being shy about what you do is guaranteed to get you absolutely ZERO referrals
  • Being able to concisely explain your specialty and your practice when asked what you do is very important
  • You should never leave home without your business cards
  • You should recognize the importance of your website
  • You must understand that the referral cycle can be VERY slow and that you must be patient with your marketing efforts

Remember, people NEED your services, and they can’t find you if they don’t know you’re there.  There is absolutely no shame in mentioning the fact that you are a psychologist or psychotherapist when you meet people.  You worked hard for your education and training– be proud of the knowledge and skills that you have and share them with the people that need them.

Copyright © 2012 Real Psych Practice LLC