Practice Management, Marketing, and Leadership
Training Program
A Practical MBA for Chiropractic Business Owners and Their Managers
All Classes are held weekly.
We start on time.
Please turn off your phones, put the Do Not Disturb sign up,
close the door, feed the dog, and let’s train.
I. PRODUCE AND EXCHANGE
"Every man lives by exchanging." ― Adam Smith (1776)
Week 1----
1. PRACTICAL MARKETING AND PRODUCTION – The first rule of any business is to create valuable outcomes and get them exchanged (sold) now! We
will cover why it is vital always to provide world-class service, generate new patients, and retain active patients. We will learn basic strategies and
tactics that never go away and are the bedrock of any business. This is the boot camp for all the classes that follow.
a) Lesson 1. - Orientation and Overview
b) Lesson 2. - Business Basics
c) Lesson 3. - Marketing Basics
d) Lesson 4. - Delivery (Service) Basics
Week 2 ----
2. EVOLUTION OF PRACTICE. We will see what happens to a practice as it grows and evolves and how continued growth requires better management.
3. CEO AND PRACTICE MANAGER. Learn the essential goals and duties of the doctor as the Chief Manager or CEO and those of the practice manager.
As the CEO, most of the duties will eventually be delegated to the practice manager and the team. This class will review the primary responsibilities
of each role and how they work together to propel the office to its goals.
a) Lesson 1. Evolution of a Practice - The Practice Roller Coaster
b) Lesson 2. The CEO/Clinic Director
c) Lesson 3. The Goal Driven Manager
Week 3 ----
4. PRACTICE GOALS – You will learn how to determine the best goals for your business that everyone wants to achieve. Production, organizational,
and meaningful goals create a synergistic and organic self-sustaining business. Assignments will be given to work with your team in the office to
establish your most practical goals.
5. GOAL DRIVEN ANALYTICS - This course will teach you to determine if the business is moving closer to or further from its goals. You will learn to
judge how the business is performing and be able to spot what areas need the most improvement. In addition, it will teach what different types of
statistics (Key Performance Indicators) represent and how to use them to improve performance without becoming a statistician.
a) Lesson 1.
b) Lesson 2.
c) Lesson 3.
Week 4 ----
6. BREAK. Review, Share, and Prepare. Instructor consultations.
II. STRENGTHEN AND IMPROVE
“The aim of leadership should be to improve the performance of man and machine, to improve quality,
to increase output, and simultaneously to bring pride of workmanship to people.”
(W. Edwards Deming, Out of the Crisis)
Week 5 ----
7. IMPROVEMENT PROCESS. If you are not constantly improving, your patients will go to a clinic that is. This lesson will teach you how to implement
and use a process of constant improvement, sometimes referred to as Kaizen (Japanese: Improvement.) It will also cover how to avoid the barriers
that get in the way of using this process. This is where you learn how to work ON the business, not just in it.
8. PROCEDURES FOR TEAM IMPROVEMENT. Learn group procedures such as team training, coaching, and planning meetings that motivate and
enhance your team's performance as a team. You won't learn to "manage" a practice – you will learn to improve it! Learn how to identify what
monthly changes will make the biggest impact in improving team performance each month and how to implement them. We'll apply this to the en
tire team and also to different departments: front desk, revenue cycle, allied services, and associates.
a) Lesson 1.
b) Lesson 2.
c) Lesson 3.
Week 6 ----
9. GOAL DRIVEN PROCEDURES AND POLICIES. Learn how to do what you do better and faster. You will learn how to create simple job checklists,
policies, and traffic flow pathways that can improve the speed and quality of services.
10.IMPROVING INDIVIDUAL PERFORMANCE. Learn to create Goal Driven team members who are becoming experts. Staff and providers want to
improve, and you will learn how to help them. Learn the methods and tools to improve individual performance through hiring, training, coaching,
and organizing. Special attention will be put on the skills and procedures needed in specific clinic areas, such as the front desk, patient accounts,
therapists, and associates.
a) Lesson 1.
b) Lesson 2.
c) Lesson 3.
Week 7 ----
11. THE MARKETING MANAGER SYSTEM. Learn how to start and keep marketing going to improve office volume. New patients and retained patients
are the lifeblood of your practice. You will learn how to set up your own internal marketing department that ensures a steady stream of new
patients in just a few hours weekly.
a) Lesson 1.
b) Lesson 2.
c) Lesson 3.
Week 8 ----
12. THE PRACTICE CEO AND MANAGER. This section is a more advanced study of the roles of the CEO and the Manager. Learn the Fast Flow CEOsm
Method, Service Leadership, and Service Management, how the manager "clears the CEO's desk," and how to work as a management team. These
roles are the "Change Makers" and what most practices never get right and why they never reach their long-term goals. We will examine managing
(improving) situations with the front desk, patient accounts, the "revenue cycle," and associate providers.
a) Lesson 1.
b) Lesson 2.
c) Lesson 3.
III. INTEGRATE AND LEAD
"SEAL team soldiers have a leader but are really self-managed as they have all bought into the mission,
know what their individual job is, and know the other's job as well.
If the leader is disabled, any of the others can take over. …
A familial company like ours runs on trust rather than on authoritarian rule."
(Yvonne Chouinard, Let My People Go Surfing)
Week 9 ----
13. PERSONAL POWER. Learn how to tap into your own authentic power- a necessary ingredient for leadership and happiness – and help others do
the same. It begins with integrity and ends with your higher personal goals.
14. TOTAL TEAM LEADERSHIP. We put the finishing touches on your training by showing you how to create a team of Goal Driven leaders, managers,
and marketers working together to help each other achieve the practice's goals.
a) Lesson 1.
b) Lesson 2.
c) Lesson 3.
Week 10 --–
15. BREAK. Review, Share, and Prepare. Instructor consultations.
Week 11 ----
16. PRESENTATIONS, GRADUATION, PARTY! Each student will give a 7-10 minute presentation to the other managers demonstrating what they have
learned, how they intend to apply it, and how well they can teach it to others.
(Even more info on Course Curriculum - PDF)
Syllabus Summary Download