wsnh - the institute of chiropodists and podiatrists › ... ›...
TRANSCRIPT
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WSNH
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PASSION TO SHARE SUCCESS
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Increasing your income
Improving your efficiency
Reducing your costs
Planning for your future
THE “Work Smarter, Not Harder” APPROACH TO PRIVATE PRACTICE
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WSNH
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If you want to
have more,
you have to
become more.
For things
to improve,
you have to
improve.
For things
to change,
you have
to change.
For things to
get better,
you have to
get better.
If you grow,
everything
grows for you.
- Jim Rohn
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Single chair clinic 3.5 days a week
£-
£20,000
£40,000
£60,000
£80,000
£100,000
£120,000
£140,000
£160,000
£180,000
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SETTING A PRICEIN PRIVATE PRACTICE
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HOW MUCH SHOULD I CHARGE?
FEE SETTING GIVES US ONE OF THE MOST DIFFICULT DILEMMAS THAT HAS REPERCUSSIONS BOTH WITHIN AND BEYOND OUR OWN PRACTICES
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POSSIBLE OUTCOMES
SOMETIMES THE CONSEQUENCES OF OUR ACTIONS ARE NOT OBVIOUS, SO BE MINDFUL OF POTENTIAL EFFECTS OF ANY DECISIONS MADE, BUT OUT OF KNOWLEDGE NOT FEAR
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•Money
•Assumption
•Value
•Investment
•Service
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•Money
•Assumption
•Value
•Investment
•Service
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MONEY
DEVELOPED OVER 3000 YEARS AS A MEANS OF CARRYING OUT TRANSACTIONS INVOLVING A MEDIUM OF EXCHANGE, AND ITS STILL DEVELOPING
MONEY IS ANY CLEARLY IDENTIFIABLE OBJECT OF VALUE THAT IS GENERALLY ACCEPTED AS PAYMENT FOR GOODS OR SERVICES EG LEGAL TENDER
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TIME IS MONEYisn’t
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ASSUMPTION
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750 YEARS OF UK INFLATION
2050
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VALUE
Don’t build your fee
structure around your
patients – instead
build your patients
around your fee
structure
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INVESTMENT
WHY ARE SOME WORTH MORE THAN OTHERS?
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SERVICE
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Hi Jonathan,
We can indeed repair Hadewe Handpieces with loose grip on the burs. If you'd like to send it in please put your name, address and number inside the box along side the handpiece, and send it to:(address removed for anonymity)
It shouldn’t be a costly fix as provided that the chuck is not damaged it should just requiredisassembly, cleaning and realigning - with no new parts needed!
With regard to the spare SB handpiece, we do not currently have any in stock. We can however order one direct from Hadewe should you decide you'd like to purchase one.
Many Thanks
DearJonathan Small
Re: Hadewe SB Podiatry Drill Handpiece RepairThank you for contacting us regarding the above repair.If you send the Handpiece to the above addres the engineer will examine it and supply you a free estimate prior to the repair.
Kind Regards
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Cost-based pricing
Based on manufacturing or production costs, so focusses on
the business
Uses its costs to find a price floor and price ceiling, then prices in
between
May respond to poor market conditions (competition) by lowering costs to lower floor
Used by companies that produceen masse eg textiles, food,
building materials
Generally results in competitive pricing, so attracts customers who
want lower cost
Value (market)-based pricing
Considers the value of the product or service
The business determines how much value it will generate for the customer
eg savings, experience, happiness, consistency, safety
Based on customer expectations and demand
Generally higher pricing and the business can decide on ratio of
acceptance
Can generate higher profits, but will alienate some potential customers not willing to pay
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WSNH-based pricing
Combines the best of both cost & market-based pricing
models
Values the Podiatrist at the level they want, to help ensure
happiness at work
Helps avoids customer projection of
value and worth
Enables future-proofing of the business and Podiatry
profession
Facilitates investment in the Podiatrist & the business for
the benefit of patients
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PROBLEM SOLVING
• PROBLEMS
• SOLUTION PROVIDERS
• SOLUTION TOOLS
• SOLUTION LOCATION
• I want to be more relaxed on stage
PROBLEM
• Can fix the problem
• Not guaranteed but will do their best
WHATSHECALLED
• Takes skill and knowledge to use
• Cost to buy or lease
OOJAMAFLIP
• Costs incurred with location
THINGAMIBOB
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HEALTH PROBLEM SOLVING
• PROBLEMS
• SOLUTION PROVIDERS
• SOLUTION TOOLS
• SOLUTION LOCATION
• I have a painful hip
PROBLEM
• Can fix the problem
• Not guaranteed but will do their best
ORTHOPAEDIC SURGEON
• Takes skill and knowledge to use
• Cost to buy or lease
SURGICAL TOOLS
• Costs incurred with location
OPERATING THEATRE
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FOOT PROBLEM SOLVING
• PROBLEMS
• SOLUTION PROVIDERS
• SOLUTION TOOLS
• SOLUTION LOCATION
• I have a painful toe
PROBLEM
• Can fix the problem
• Not guaranteed but will do their best
PODIATRIST OR POD SURG
• Takes skill and knowledge to use
• Cost to buy or lease
PODIATRY TOOLS
• Cost of premises / vehicle
CLINIC / DOMICILIARY
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HOW MUCH
ARE YOUCHARGING?
for a standard (routine) new patient fee -
assessment and treatment
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Why don’t we,
as Foot Specialists,
charge £hundreds or
even £thousands
to resolve foot
problems like private
dentists charge for
tooth problems?
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Services
• Environment (clinic vs doms)
• Emotional connection
• Assessment(s)
• Treatment(s)
• Knowledge
• Advice & support
• Convenience
• Safety
Products
• Retail products eg footwear
• Orthotics / insoles
• Silicones
• Medicaments / dressings / padding SOLD over the counter
• Medicaments / dressings / padding SUPPLIED for home use
• Medicaments / dressings / padding USED during treatment
WHAT PATIENTS PAY FOR
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What are the
emotional
drivers that
influence our
businesses the
most?
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FOCUS ON
OTHER
THINGS
INSTEAD
OF PRICE
TO ENSURE
LONGTERM
SUCCESS
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What are the
intrinsic &
extrinsic
benefits of us
valuing what
we do more?
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PODIATRIST =
Problem Solver
• VISION = What you and your practice can deliver
• ANALYSIS = History taking of patient’s problem(s)
• PROCESS = Assessment of patient’s problem(s)
• SOLUTION = Treatment (incl. advice) of patient’s problem(s)
• SUCCESS = Resolution of patient’s problem(s)
ALL THIS HAS A VALUE
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What is changing
within the Foot
Health profession
to help us value
ourselves and our
solutions more?
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14th June 2018
15th June 2018