Http://veterinarybusiness.org John Sheridan BVetMed CVPM DMS MRCVS How to become a Veterinary...

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John Sheridan BVetMed CVPM DMS MRCVS

How to become a Veterinary Practice Superhero


I’m not talking about these heroic characters with "superhuman" abilities or powers


I’m talking about ordinary people doing extraordinary things to help other people

So I see a veterinary practice superhero as someone who:

• has found the perfect practice in which to practise his or her profession

• with animal owners clamouring to seek their advice • the enthusiastic support of their boss and other practice

colleagues• an income worth up to double what they might otherwise have

expected• all without compromising their professional standards and

values


Could you be that Superhero? – of course you could

How? - by learning these six ‘secrets’


Secret 1 - Superhero vets work in successful practices


So when you’re looking for your first job – or that next position in practice - the practice leader – who may or may not be a vet –

who may or may not be the owner – will be critical to your success

• So potential practice superheroes should look for a career in a practice which is successful and profitable because a great leader is at the helm

• How will you know?• By learning about the business of delivering professional services in

a demanding and competitive marketplace• By making it your business to find out


Secret 2 - The job will only be the right one for you if it’s also right for your boss, your clients

and your fellow employees


• The problem is that each of them and you – are all likely to define and measure success differently

• So spend some time working out how each of the practice stakeholders measure practice success – that includes pet owners, the owners of animals kept for commercial purposes, your fellow employees and your boss

• Concentrate on making it right for all of them and you’ll be well on the way to achieving your own personal and professional objectives

Because they, like you - all want to be associated with a practice which is successful


Secret 3 - Understand the business as well as the science and the art of veterinary practice


Here’s a question - What do veterinary practices do?

Well that’s easy– they are businesses which provide professional veterinary services and products for animal owners

• OK – but what are they for?• Is it all about animal welfare?• Is it to provide an environment in which clinicians can practise their

profession? • Is it to offer the very best veterinary services for animal owners? • Is it to build a data-base of loyal clients?• Is it to create a happy working environment for all the staff? • Or is it to generate a profit for the owner?


The short answer is that any veterinary practice has to do all of those things :

• But in particular, it must generate an income which exceeds all its costs if it’s to pay its way, re-invest, continue to offer the highest standards of professional care for its clients and their animals …

• and to be able pay you what you’re worth


So what are the factors which will influence your value to the practice and therefore your salary?

Perhaps the next big lesson is that there will be a link between your ability to win new clients, retain existing clients and generate income for the practice – and the value of the salary and other benefits you can expect to receive in return


• Your value to the practice where you are employed can, to a large extent, be defined by looking at the numbers, particularly those Key Performance Indicators which are influenced by your personal contribution to the practice and

• Your success as a clinician (however you may measure success) will depend on your understanding of the art and business of practice as much, if not more, than on your clinical expertise

You may have no interest in business or practice management – you may never wish to invest in

practice ownership but:


Secret 4 - working with clients, and other animal owners - who could become your future clients


They are all looking for good professional service, high standards of client and patient

care, knowledgeable people and value for money

• But all that is expected – it’s the baseline – it’s the norm - and will do absolutely nothing to make you or the practice where you work, stand out from the crowd


What would make a difference is simple – it’s recognising, understanding and putting into practice these three extra

responsibilities:

Lets assume I’m your client:

• First - whenever I contact or visit your practice, make me feel specially welcome.

• Second - whenever I talk to you or with you, make it clear that at that time, your sole interest is me, my animal and my concerns and

• Third – remember that when you’re talking to me or handling my pet, my livestock or other animals, your role is exclusively, to help solve my problems related to the health and welfare of my animals


Do all that and you’re going to have people who are delighted with what you do for them. So much so, that they

will keep on coming back and, more importantly, they’ll recommend your name and your practice to their friends,

colleagues and acquaintances.

None of these three responsibilities have anything to do with your clinical, professional or business expertise. They

simply boil down to making the people who seek your advice, feel special - very special


Secret 5 - building a strong working relationship with your colleagues in the practice team – and specially with the boss, the person who pays your salary


Your success will depend very much on the success of all the other members of the team in

which you operate.

• So get to know something about all of the people you’ll be working with – not only as individuals – but the jobs they do and the contribution they make to the success of practice.

• You are essential for their success – and they are essential for yours


Don’t forget your Boss. Here are some of the things he/she would like you to know

• The boss gets paid last • If you want to get paid more do more • Think like a client/customer • Leave your home problems at home• Accept responsibility – if its your fault – its your fault• Go the extra mile• Bring solutions, not problems • Although you don’t pay the bills act like you do• Put the time in – arrive a little early, leave a little late and don’t watch

the clock.• Don’t take advantage and don’t do as little as possible as often as

possible. Sooner or later your loss will be the greater


Secret 6. Plan ahead to achieve your career objectives


So let’s look to your future

• Let’s assume – and I hope it’s true that you plan to stay in clinical practice but that you’ll be looking for more responsibility, more recognition and a much bigger income

• Then by now you’ll know that the only way you can hit all

those targets as an employee – is to increase your value to your boss and the practice where you’re employed


In a nutshell – here’s how

• Become a power problem solver• Learn to be a leader • Help others to succeed • Move the business forward• Commit to continuous learning – clinical and beyond• Always be accountable, reliable and trustworthy • Avoid appearing tentative and uncertain (even if you feel very

unsure).• Have confidence in yourself but avoid appearing over-confident or

arrogant.• Take charge of your own career


Do all that and I guarantee your future as a

Veterinary Practice Superhero


John Sheridan BVetMed CVPM DMS MRCVS

Thank you

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