As your rehabilitation business grows it is critical that each clinic be led by a clinician. You should expect a Clinic Director to take responsibility and accountability for not only the clinical aspects of the business, but the operational and financial results of the clinic as well. In order to ensure that a Clinic Director is successful, we recommend three critical steps:
Provide Tools To Measure Performance
A Clinic Director must have key information on the operations of the business to be successful. We advocate establishing operating budgets that set realistic targets in key performance metric indicators, and compare those budgets to actual performance on a weekly basis. As the director matures, financial information should also be shared, budgets set, and an accountability of the director for the financial results.
Design Incentive Plans to Award Strong Performance
Clinicians are not motivated purely by financial rewards. That being said, clinicians that are migrating towards management tend to have a business mind; and, at some level, will be motivated by having the opportunity to earn more money. The plan should be simple and easily calculated. We advocate top line performance, as you have greater control over the bottom line. We have created bottom line driven incentive plans, but have found them to be too complicated as they can be the cause of disagreements over the financial controls of the company, tax strategies, etc.
Train Train Train
Very few clinicians have any training, background, or experience in management. Therefore, establish a training program that will provide your directors with training in leadership skills, management, operations and financial, customer service, compliance, and human resources. You can send your employees out to courses, but we suggest bringing someone in to provide training to multiple clinicians, including current and future Clinic Directors.
Once you have a few directors who have been trained to manage and direct a clinic, you have leveraged your knowledge and trade, and your growth potential is unlimited!
