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"Do You Have Expertise that
Can Help Them?"
"Introducing
a Career Training and Certification Program for Physicians who want to build additional streams of
income or start a new career as a healthcare consultant"
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- From:
Francine R. Gaillour, MD, MBA, FACPE francine@physicianleadership.com
Executive Director, The Physician Coaching Institute
- Director, Healthcare Consulting Academy and the
International Association of Physician Consultants and Speakers (IAPCS)
Dear Physician Colleague,
Over ten years ago I started a career in leadership consulting, coaching and
speaking, in response to one of the biggest innovations in healthcare at the
time: the Electronic Medical Record and the need for workflow
redesign. That was way back in 1999!During that era we called our major change effort: "clinical
effectiveness." Since then, change programs have gone
through many iterations and taken on a number of names, including
"cultural change," "patient safety," and "clinical
transformation."
Whatever we have called "big change" is less important, however,
than the fact that change is accelerating and physicians
have been called to lead it, master it, adapt to it, and evolve in
the middle of it.
It is my belief that in order for us to evolve as a medical
profession, physicians must be at the forefront of all this change.
Physicians must not only take positions of leadership, but must
play key roles as consultants, educators, and spokespersons who can
guide policy decisions, process redesign, and executive thinking in a
direction that is always a win-win on behalf of sound clinical care.
Recognizing that many physician consultants and speakers are
available to impact change, but not visible to the
public that needs then, I developed The Healthcare Consulting Academy
training program to ensure that your expertise is put to good
use!
Wanted: Highly Motivated Physicians Who Can Apply Their Leadership,
Creativity and
Communication Skills to Help Organizations Get "Unstuck"
What I love about my work is that my healthcare and physician clients have
not only transformed their organizations, but they are making a
"healthy" impact on their communities.
My consulting practice has been not only immensely gratifying for
me as a physicians, but just as importantly, it has been highly rewarding for
me as a solo entrepreneur. The path to success as an independent
consultant, however, has not always been rosy.
Over my many years first as a marketing executive, and then
as a consultant/coach/speaker, I certainly had my share of awkward moments,
clutzy phone calls, and less-than-smooth conversations with prospective
clients. But I also learned and implemented many techniques and strategies for
launching and managing a lucrative consulting business.
For over 8 years I have been teaching these
business strategies to my private clients---a motivated and ambitious
group who are consulting either internally in their organization or
externally to their client organizations.
At this point in my career, I am directing my attention to developing
highly motivated physicians and professionals who want to take on the
challenge, and also reap the rewards, of developing healthcare consulting,
coaching and speaking services. Eager and "ready for change"
organizations, executives and communities are anxiously seeking third party
expertise and your services can make a significant positive impact in where
healthcare is going.
Are you cut out to be a professional Healthcare
Consultant or Speaker?
Before you answer that, let me share with you what is happening in medicine
today and why a growing crisis means an opportunity and need for specialized
physician consultants and educators.
There is a Crucial Need for Physician Thought Leadership to
Stimulate and Guide Healthcare Change
Healthcare organizations, medical groups, vendor partners and employer
organizations are trying to stay afloat and offer greater customer value
in the middle of a healthcare system that is on the verge of breakdown.
I don't have to tell you what is happening in healthcare. But let's
review just a few examples of situations that, while they scream
"crisis," are also invitations for you to intervene as an
external consultant and advisor.
Why
You are Needed:
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An aging population
means physicians are spending more time with sicker patients, but
reimbursements are actually declining. Sophisticated and demanding baby boomers
expect immediate access to specialists and treatments, but
physicians question the need for costly and unnecessary
care
Consultants are needed
to help organizations restructure reimbursement schedules, and
speaker/educators are needed to develop seminars, workshops and
educational materials for the families and consumers to direct them
to most appropriate therapy and best decisions.
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Consultants are needed to help organizations look at alternative ways
to structure visits, group visits; and to negotiate productivity
targets that meet a more balanced set of outcomes than a financial bottom line. Speaker/educators and coaches are needed to
help clinicians learn how
to expand their skills as teachers so they can serve beyond the
1-1 patient encounter.
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Hospitals and health
plans increasingly requiring clinicians to use the full electronic
medical record, and to follow clinical protocols, but
physicians are reluctant to change their workflow, adopt "cook
book" medicine or embarrass themselves because they are
tech-dunces.
Consultants are needed
to help organizations roll out complex technology systems, to ensure
that guidelines are well-accepted. Consultants and trainers
are needed to help physicians acquire the skills and comfort with
technology and new workflow. Consultants are needed to help
technology "champions" learn how to lead change.
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These are just a handful of areas where physicians and healthcare leaders can
step in as objective advisors and turn sour situations into opportunities for
organizational growth and evolution.
Leaders are also open to personal
assistance and advice. You have no doubt witnessed the often hostile reactions
to changes that compound the existing stress. Physicians are lashing out
at their clinical colleagues and staff. And Clinical teams are at the
breaking point. Many leaders are at a loss about how to intervene and
still remain "neutral" and welcome third-party advisor or facilitator
who can help restore civility and collegiality.
Healthcare and clinicians are experiencing a breakdown in the system AND in
their professional lives. Ethical boundaries are blurred
and people are fearful about stepping up and speaking the truth.
The good news? Healthcare is so ready for physician leadership at
all levels: inside the organization and outside from trusted
consultants and advisors.
5 Reasons Why Physicians Make Outstanding Consultants:
Since launching my consulting coaching practice over eight years ago I
have worked with well over 300
physicians: in one-on-settings, in group coaching, in workshops, seminars
and through tutorials. Before that I had the privilege to serve as an
internal consultant for several years, interacting with chief medical officers,
VP and directors throughout the country.
My assessment is that physicians have the potential to be outstanding
consultants and speakers, and here are 5 reasons why:
- Physicians as a group trust
each other as "like-minded" when it comes to the
pressures of being clinicians, and the conflicts, fears and that go
along with everyday decision-making. Physicians can be
respectful and honest communicators; you have the ability to wade
safely in waters that non-physicians would experience as hostile
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Physicians are extremely
disciplined and once you have a comprehensive business
structure for your consulting practice, you will implement it, and
easily acquire new skills as long as the training is well laid-out
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Your experience as a
patient educator lends itself well to consulting and speaking
program development, and just as importantly,
to education-based marketing which is the most effective way to
get clients
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Examples of Consulting and Advisory Programs My Physician Clients and Associates
Are Delivering
Since launching my own consulting, coaching and speaking business over eight
years ago, I have taught and coached not only my own physician clients how to
develop their expertise and thought leadership, but also non-physicians from
areas as diverse as Information Technology, Public Relations, Bioscience, and
Biotechnology. I have witnessed diverse consulting situations that
healthcare solo-entrepreneurs have found themselves in.
In addition, I have created consulting program templates and business
toolkits that have helped my clients be more efficient and professional in how
they deliver their services. Furthermore, I've helped
consultants and coaches deliver their expertise in several diverse settings,
which not only expands their reach, but also creates a more flexible
lifestyle.
The truly exciting news in is that as professional consultants, physicians
have a genuine opportunity to feed their intellectual soul, not just their
bank account.
Here is a just small sample of projects my personal
clients and consulting associates have undertaken as paid consultants and educators:
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A Small Sample of Consulting Projects:
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- Improving communication and morale in a
physician group practice
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- Helping a health plan roll out
physician-developed "report cards"
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- Creating a new curriculum for a medical
school
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- Advising a healthcare IT start up on product
direction
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- Developing an operations-improvement plan
for a clinic
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- Developing a wellness program for corporate
employees
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- Serving as advisor and medical liaison to a
decision support company
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- Developing and delivering a one-day living healthy wellness
seminar
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- Assessing an organization's readiness and to
develop a hospitalist program
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For some of these doctors, becoming a healthcare
consultant was a serendipitous career move. In their role as clinician or
leader, they had achieved significant results, or launched initiatives,
or made improvements, or found they had a special way of communication, and then over time
they found themselves being asked to help other organizations,
nationwide. And of course, creating a new
stream of income came along with that.
If situation sounds familiar to you---you have
expertise now and a desire to be of service to other organizations---there is a
smoother, faster pathway to building a consulting practice, and doing it
"right" the first time. That's what the Academy program is all
about.
Before we go into the specifics, I want to share
with you my personal bias as to why physicians make outstanding outside
consultants.
Organizations Need a Consulting Professional, Not
Just a Physician Calling Himself a Consultant
While many physicians have a notion that consulting, training, facilitation, or
speaking could be an alternative career path, unfortunately many of you will
stumble when it comes to actually building a business that provides the income
you know is possible.
A first challenge among many new physician consultants, educators and
speakers, is finding the time to learn HOW to take your expertise and package
it, build your business, and market yourself. Many of you are still in
overwhelm mode when it comes to developing and running your consulting business.
Not only is this is an unfortunate situation for you,
it is NOT in your client's best interest for you to be on soft footing
when it comes to your business infrastructure.
Clients want to work with firms that are stable and doing well. It
behooves you to implement Business Systems (beyond drafting a business plan)
that will serve you well and enable you to build a financially viable firm.
The need for physician expertise coupled with the reality that most
physicians are novice business-builders was my key driver for the creation
of this specialized business training and certification program, The Healthcare Consulting
Academy.
Does this mean that if you don't complete the Healthcare Consulting
Academy advanced training program that you can't do a good job as a
consultant or find a your own clients here and there, now and again?
No, not at all. However you''ll probably be missing an opportunity to
consult on additional matters that are important to your healthcare client, that
would have even more dramatic impact on their organization and community, and
that would in turn deepen your expertise and add additional consulting revenue.
My goal in establishing the Healthcare Consulting Academy is to take
you from your current basic expertise (whether as a leader, change
management expert, speaker, communicator, facilitator) to the point where
you are a professional Consultant enjoying a thriving practice
that will sustain you for the long haul of being in business.
Before we delve into the Academy Program description, let's discuss five
common obstacles that many new consultants face.
The Common Obstacles Physicians Face In Developing a Consulting or Speaking
Career
Assuming you have expertise and an impressive skill set, plus experience in
your current organization, your success will hinge on whether you can build
and attend to a Consulting Business
Infrastructure. This is not merely a written
business plan. As someone who has reviewed and critiqued dozens of business
plans for healthcare start-up companies, I am constantly reminded how important
it is to distinguish between YOU The Expert VS. YOU
the Business Owner.
The sad news is that many consultants fail, NOT because the
consultant was not an expert, but because the consultant couldn't figure
out how to get business.
In my experience, there are at least FIVE Common obstacles that
predictably cause physicians to stall when it comes to turning your
expertise and knowledge into a consulting, speaking or advisory business that brings
additional revenue AND professional satisfaction. Here they are those
obstacles:
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Obstacle
#1
Most physicians, even the
creative ones, are completely stumped or amateurish when it comes to
marketing themselves. If they get themselves out at all, they
are ineffectual or tongue-tied. Their brochure is dull and their
website is a yawn. Or worse, they create promotional materials that are
downright embarrassing because they are so cheesy.
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Obstacle
#2
Physicians who are truly
gifted as leaders and change agents and want to help other
organizations as a consultant unfortunately act like a "deer caught
in the headlights" when it comes to offering a client an actual
service. What these new consultants haven't learned is to develop
and present a well-thought out Signature Program so their client can say
"Yes, we'll do that one." This is NOT about
proposal writing (in fact, the top consultants never have to
write a proposal to get the business). It's about synthesizing your
knowledge and expertise into programs.
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Obstacle
#3 Just about every
aspiring consultant fears technology and thus misses out many leverage
opportunities. Sadly, too many are not even showcasing their expertise on
a well-constructed website. Furthermore, the vast majority are missing the
opportunity to expand their consulting programs using Internet and audio and
therefore also missing out on generating significant leveraged revenue while
sitting in their home office!
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Obstacle
#4
Physician consultants frequently
have only a Me-and-my-expertise-Centric
point of view when it comes to their consulting business and gloss over what
REALLY keeps their client up at night. If you don't know what your
client is actually challenged with you will miss the mark with both your
programs and your marketing.
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Obstacle
#5 And here is the
biggest obstacle of all: Not Protecting Your Time. New
consultants and speakers repeatedly ram up against this obstacle in two ways.
First they are giving away too much for free or fees that are too
low. Second, they fail to create Business Systems that will
automate, streamline and enable them to offload much of their
Marketing, Sales, and Operations work. Your time is your most
precious asset and you must use it wisely!
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These are all common obstacles that new consultants face at one time or another,
and the reality is YOU will face them too unless you learn to build a Consulting
Business Infrastructure and learn Consulting Business
Proficiencies.
And that is exactly what you will learn in the Healthcare
Consulting Academy advanced training program: strategies that you can
implement after the very first learning Module, plus the full Consulting
Business Infrastructure Plan that you will build in a matter of a few weeks
or months.
You will Avoid the Obstacles and Accelerate Your Progress by acquiring four essential Healthcare Consulting
Career Proficiencies
which you will learn in The Healthcare Consulting Academy:
Proficiency #1: Advanced Healthcare Consulting Concepts and Consulting Programs
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The concepts and methods
that will enable you to competently and confidently assess an organization's
multidimensional needs, goals, obstacles and strategies and guide them to the
outcomes they envisioned.
You will learn what
your target market is most challenged with and respond with a comprehensive
program that is unique to your company, and that brings solutions and a path for
learning and transformation. Learn the Consulting Program
approach that not only guarantees a longer, more lucrative contract for
you, but is also the preferred
approach by your organizational clients!
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Proficiency #2: Practice Building Strategies and Marketing Techniques Unique to
Physician Consultants
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Fully developed Consulting, Training and Speaking Programs make it easy for
helathcare clients to say "We NEED this!."
Next are the marketing strategies that educate the healthcare
community, and move your prospective clients from "I'm intrigued" to
"Let's get started." Optional ongoing business development roundtable
sessions keep your strategies fresh and your passion stoked. As a
physician consulting, you won't come off well using sleezy approaches and you
will have no use for cheap selling techniques either. Learn how to create
awareness in the market with integrity and professionalism.
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Proficiency #3: Staying Power
Credibility Development
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Differentiating yourself from the crowd of consultants starts with Advanced
Concepts and specific Healthcare Consulting Programs. Your credibility is
further solidified through recognition of your unique philosophy + the
Healthcare Consulting Academy stamp of Professionalism.
Bottom line: Healthcare organizations RESPECT credentials and rock
solid Professionalism. You will learn to present yourself with
the demeanor and polish of someone who can be trusted with the organization's
resources, projects and money. From the business forms you use to
create proposals, to the reports you write, to the invoices you submit, your
brand is polished. You comfort and polish with interviewing executives,
debriefing the board, and presenting a persuasive argument for change further
demonstrates your business communication is on par with the CEO. Furthermore, your credential as a Certified Healthcare Consulting Professional
attests to your commitment to your own business strategic planning and you
willingness to attain the next level of education.
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Proficiency #4: Leveraged
Technology and Business Systems for Business Growth
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Establishing your consulting
practice should not only bring you revenue but it should also provide you
with a comfortable and flexible lifestyle. If you enjoy flying
around the country for your clients, that's great. But you can also add
value from your home office.
Your clients want your expertise, but that doesn't mean they need you in person
every time (in fact most would prefer to work remotely with self-study
products). As a professional consultant, you will learn how to leverage
technology in three ways: First, to create awareness of you and your
expertise via website, blog, articles. Second, as a means to deliver your
teaching and expertise to more clients at one time, and Third, as a means of
creating information products for passive income. This introduction to
technology is NOT going to overwhelm you. You'll be given the "nitty
gritty" for strategies to implement immediately and resources for where to
go next when you're ready.
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What are some of the Benefits of becoming a Certified Healthcare Consulting
Professional™?
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There is no need to reinvent the wheel
if you've thinking about developing a consulting, training or
speaking business part time or as a full time career -- the
business planning, materials, structure has been done, delivered,
and refined dozens of times
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Consulting or speaking
under your own firm is immensely gratifying,
and because not every physician is cut out for it, you'll be among
the rare few
who have an opportunity to become a national thought leader
in your own right, not representing someone else's method
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- Even if you are consultant in practice now, you can unlock new
opportunities to grow your business and add programs that
leverage your expertise both with your current client base and
potential new clients
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As you go through the
training, not only will you learn to consult within healthcare, you
will be introduced to strategies where you can leverage your
expertise even further with a broader set of programs -- a must
if you want to be truly successful
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Because consulting,
training and even speaking is becoming more and more diversified in
how it is delivered, there is potentially no geographical
limit
to where your clients can come from once you learn how to turn your
learning programs into Training CDs, Products, and Internet Tools
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Having a consulting
business is a smart way to add revenue if your main source of income
is limited by the number of patients you can see. If you aspire to
create significantly greater income, or to create passive revenue,
developing your "expert niche" can help you achieve that
goal
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What is Included in the The Healthcare Consulting Academy Training
Program?
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1. Live Training and Skills
Development
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Business
Infrastructure Development: Eight Live Training
TeleSeminars over 4 months (75-minutes each):
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A Two - day Workshop
"Speaking in Business and Leadership"
to develop your key message and polish your strategic leadership communication
skills for 4 critical business situations you will encounter as
a professional consultant, advisor, internal consultant or leader
(Note: This Workshop will be offered to any interested physicians
as a "stand alone" training option
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Business
Acceleration Mastermind: Post-workshop Teleconferences to accelerate your business plan
implementation and help you get clients; scheduled monthly for two
months
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2. Business Development Mentoring
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2 Business Strategy Private Coaching Sessions with Dr. Francine Gaillour, Executive
Director, the first one focused on your Consulting Program Development and
second on your Client Marketing Strategy (These are private,
scheduled 30-minute Coaching sessions)
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3. Online and Audio Resources
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Business
Templates for program development, client enrollment, business
operations, web site structure
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Enrollment Bonuses
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Once you complete the Advanced Training you will earn:
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What are the Requirements for Enrolling in the Healthcare
Consulting Academy Training Program?
Not all physicians who are interested in professional consulting or speaking
will qualify to participate in the The Healthcare Consulting Academy Program.
Please go through this quick check list and make sure you can answer
"yes" to every item:
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___ I have specific experience, skills or expertise in leadership,
communication, education, teaching, training, facilitation, consulting,
advisory, speaking, change management or organizational development
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___ I am committed to the time, energy and financial investment necessary to
build my business
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___ I have an affinity for cultural change, excellence, and customer
satisfaction
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___ I can commit to an intense 4-6 month training program
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___ I value integrity, honesty, leadership and collegiality
The The Healthcare Consulting Academy Advanced Training Program
leading to the Certified Healthcare Consulting Professional™
recognition accepts a
limited
number of eligible physicians for each cohort group. Training
programs are conducted twice a year a year, with the next group starting in
February, 2008.
Schedule, Tuition and Application Process
Next Training Schedule:
- The Schedule for the next Program Training dates are 8 Tuesdays evenings
(8:00 PM ET): February 5, 1 9; march 4, 18; April 1, 15, 29, May 13. The 2-day on-site Capstone Workshop is
May 18-19, 2008; Business Acceleration Masterminds are TBD in June and July
Tuition for the full Healthcare Consulting Academy integrated 6-month
program:
- Tuition for the Healthcare Consulting Academy Integrated Program (Teleseminars
+ Onsite Workshop "Speaking in Business and Leadership" + Business Acceleration Mastermind) is $3400.
Register and pay full tuition before January 21 and receive a $300 discount.
Otherwise a payment plan is available.
Enrollment and Tuition for separate Programs:
- Any interested Physician can enroll in the Onsite Workshop
"Speaking in Business and Leadership" separate from the full Academy
program. The Workshop-only tuition is $1995 and a $100 discount is
available for full payment in advance. More
- Qualified and interested Physicians can enroll in the Business Infrastructure
Development 4-month Teleseminars, separate from the full Academy
program. The Business Infrastructure Development Teleseminars-only
Tuition is $1995 and $100 discount is available for full payment in advance
Application and Enrollment:
Attendance at an Orientation teleconference is highly recommended before
enrolling. A deposit of $500 is required to reserve a place in the February training
cohort. Full payment or arrangement for payment plan is required one week
prior to program commencement. Please contact Kelly Johnson for instructions at (206) 686-4205 or kelly@physicianleadership.com.
Note: you must meet the requirements outlined above.
>>Pay
Tuition Deposit Online ($500)
(Secure credit card Merchant Processing service)
Attend a FREE Teleconference Orientation to Learn More
The Healthcare Consulting Academy is hosting a FREE
Teleconference
Orientation and PREVIEW Call in December and January, 2007.
This is your opportunity to learn more about professional consulting and what
you need to be successful. It also an way for you to explore whether
becoming a Healthcare Consultant,
Trainer or Speaker is a good fit with your income goals and career
aspirations:
"Leverage Your Expertise With
Healthcare Consulting: Secrets to Building a Successful Business that
Delivers Great Value to Your Clients, and Offers You a New Career Path With
Additional Income and a Flexible Lifestyle"
The FREE teleconferences are concluded but you can listen to the
audio replay by completing the short inquiry form below:
To learn more about the Healthcare Consulting Academy Training Program,
and to reserve your space in the one of the Orientation and Preview
Teleconference, please complete the short inquiry below.
 I
have designed The Healthcare Consulting Academy for your success, and have
included in the program many resources, templates and tutorials to make it as
easy and enjoyable as possible. Read a few testimonials below from
physicians who have learned the Academy Proficiencies.
- Francine Gaillour, MD, MBA, FACPE
- Founder and Executive Director
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- P.S. Early registration in the Academy is encouraged, and Bonuses are
available for those who register before January 21. Be sure to listen
in during the Orientation teleconference for details.
P.S. Can't make it to one of our Teleconference Orientation Preview
Calls? Please contact my office and we will arrange for a private
orientation and interview: (206) 686-4205
| I was introduced to [Dr.
Francine Gaillour] by a non health professional coach. Initially I was
uncertain as to the value of committing to a [training]
group session on Health Care Consulting as I was performing that as part
of my practice. I was totally surprised at the quality and value of the
program. It helped to ground me in the several business aspects of the
consulting practice, it gave me great resources and I believe 'value
added' interactions with colleagues. I was in the midst of a fairly
large contract negotiation and at times was a bit anxious.
Dr. Gaillour's direction, online tools, and guidance
enhance my confidence and skills to secure the contract . Dealing with
the intricacies of navigating alliance building relationships with non
health professional vendors, setting limits, having model language to
keep the buyer interested, marketing, branding, how to work with
proposals and outcomes were on some of the topics I found of specific
interest to my needs.
The best testimonial is my commitment to continue in
some fashion with Dr. Gaillour 's support program as my own consulting
practice continues to grow. I still enjoy my clinical practice (www.kjmpsychmd.yourmd.com)
yet the new found excitement of a Consulting practice renews my spirit
and quest for learning. New web site under development ( www.drkennethmiller.com)
--Kenneth Miller, MD
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- I
knew the answer to the question, "What
would you do if you knew you could not
fail?" for years before I met Dr. Gaillour.
What I did not know was how to believe it and
achieve it. Within a few short months of
beginning a coaching relationship with Dr.
Gaillour, I was making major progress on my
passion for speaking, writing, and teaching
people how to enjoy outrageous health. You
can make progress on your own, but you can make
massive progress with Dr. Gaillour as your
coach!"
Douglas A. Fullington, MD
- "Master
Motivator of Total Health"
www.DrDougFullington.com
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"A
few years ago I started a consulting business.
Problems I have been struggling with for years have
been resolved within weeks of working with Dr.
Gaillour.
I recently signed on a multi-billion dollar
healthcare corporation for a significant consulting
engagement, the process made much easier with her
expert assistance. Francine is a natural coach. Her
excellent listening skills combined with her vast
experience in the medical business world have helped
me achieve “a hah!” moments."
- Frederic
Tobis, MD
- Principal,
Tobis Healthcare Solutions, LLC
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| I had been thinking about
part time health care consulting for for the past five years. The
various components of an actual business were just pieces floating in my
mind until I came across the "Be A Health Care Consultant"
course by Francine Gaillour. She helped me connect the dots!
With her practical, organized and step wise advice I was able to
prioritize and "activate" my plan into an efficient and
focused effort to make my dream of a profitable, nonclinical, health
care consulting career a reality.
- Uwe G. Goehlert, MD, MPH, MBA, FAAFP, FAEP, FAIHQ
- Goehlert & Associates
- www.GoehlertAssociates.com
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Legal Disclaimer: Every
effort has been made to accurately represent our product and its
potential. The testimonials and examples used are exceptional
results, and are not intended to represent or guarantee that anyone
will achieve the same or similar results. Each individual’s
success depends on his or her background, dedication, desire and
motivation.
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