Leading Home Care Report #112 
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~Train Your Leaders to Improve Employee RetentionServant Leadership as a Strategy for Creating a Great Place to WorkMay 23, 2007~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~In this issue...-- Leadership Training as a Retention Strategy-- Jump Start that New Sales Rep with Sales Coaching Intensive-- Grow Your Hospital-based Home Health Agency-- Latest Postings on our Blog: Home Health Care Leadership Minute-- About the Author-- Permission to ReproduceWould you agree Kyley,
with the statement, "Employees quit managers, not companies?"
Last week I was in Omaha, Nebraska conducting a two-day Leadership Training Institute for a long-time client. This is a wonderful organization that is addressing one of the most significant strategic issues many of you face... finding and keeping clinical staff.
They have done a wonderful job in the first quarter of this year filling some open positions and getting their nursing staff up to the levels needed to grow their business. Now they have turned their attention to retention.
In this issue of Leading Home Care Report, we're going to focus on some ideas to help develop "Servant Leaders" in order to create a great place to work and keep the staff members you need to grow your business.
Leadership Training as a Retention Strategy~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~Marcus Buckingham and Clint Coffman, in their book First Break All the Rules, make a provocative statement... "People leave managers, not companies." Their research at the Gallup organization has proven that much of the turnover in organizations is directly connected to the relationship between workers and their managers.You'll recall from our last newsletter, the top three factors in creating a great place to work for home care nurses are:
- Appreciation and Recognition
- Meaningful Work
- Servant Leadership
Further research is showing that these three principles match up with the research at Gallup and the research at Rutgers University. When home care nurses feel valued and appreciated, when they have the opportunity to do work that makes a difference in the lives of their patients, and when they work for a leader they trust and admire, they want to continue.
When one or more of these factors is missing, nurses may want to leave and go somewhere else.
Our friends in Omaha used this information to develop a long term recruiting and retention strategy based on these same three factors. They have a task team working on "appreciation and recognition." They have another task team working on "meaningful work." And they have a third task team working on "servant leadership."
We're delighted to be involved with all three task teams through our Recruiting and Retention Planning & Coaching Process.
Last week, we kicked off an 18 month Leadership Training Institute that is focused on retention, and "Creating a Great Place to Work." We began with a day-and-a-half off-site training event. This will be followed up by a series of half-day LTI sessions every other month.
Each module is highly interactive, using a learning process we call - P, A, P, D - Present, Apply, Practice, Debrief. Content information is presented in a short, concise module. Then participants work individually or in groups to apply what has been presented. Then they discuss the application in small groups, and finally we debrief the learning in the full group.
For this LTI kickoff event, we planned three modules:
- Seeing the Bigger Picture
- Communicating Expectations and Directions
- Improving Employee Satisfaction and Retention
The key to the success of this Leadership Training Institute will be using Employee Satisfaction Survey scores and Recruiting and Retention data to measure results. Remember... "What gets measured gets managed."
If you would like to know more about using Leadership Training as a tool to improve employee retention, give us a call or visit our web site.
Jump Start that New Sales Rep with Sales Coaching Intensive~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~Are you like many home health care executives... challenged by getting a new sales representative up to speed quickly? Are you frustrated by that new sales person who just doesn't seem to be bringing in the referrals like you hoped?If so, you'll want to consider a new process for jump starting the career of your new sales reps. Our Sales Coaching Intensive is a system of one-on-one coaching to get your new person up to speed more quickly. What would it be worth to you to have your new person begin generating new referrals within six weeks instead of six months? What would it be worth to you to have a proven system to measure the performance of your new sales rep in Sales Per Hour?
Because of the success of this process over the past six months, and the demand that has been building, we have refined our process for sales coaching and established regular starting dates for the Sales Coaching Intensive cycle.
- Cycle 1 begins Monday July 2nd
- Cycle 2 Begins Monday, September 3rd
- Cycle 3 Begins Monday, October 15th
- Cycle 4 Begins Monday, November 19th
There is room in each cycle for 15 sales representatives or sales manages. If you or one of your sales reps would benefit from one-on-one sales or sales management coaching, call us today to schedule a slot in our next coaching cycle.
Satisfaction Guaranteed or Your Money Back
We are so confident with this sales and sales management coaching process, that we guarantee results. If your sales rep does the things that are suggested in this coaching process, and if you don't get enough new referrals that turn into admissions to double the amount you paid for the coaching, we'll refund your money. That's how confident we are in this process and the results we're seeing.
And we'll know if you're getting results, because we're going to help you measure those results in sales per hour, new admissions, and grow margin dollars per admission. Proven Results! Guaranteed!
Grow Your Hospital-based Home Health Agency~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~Home health agencies that are affiliated with hospitals and health systems face a unique set of challenges. If you are the administrator or director of a hospital based home health agency, you know exactly what we mean.
Now, Leading Home Care has a new resource to help you grow your business, improve quality and results, integrate with the hospital or health system, and measure performance. Judith McGuire, an experienced veteran of home health care has joined Leading Home Care as our Hospital Home Care Specialist. Judy will be working with hospital and health system based agencies in four specific areas:
- Business growth
- Quality and process improvement
- Increasing profitability
- Integrating with the hospital leadership
If you are a leader in hospital based home care and you are challenged by any of these issues, you'll want to talk with Judy about how she can help you grow your business and get ready for the future.
Click here for more information on Hospital Based Home Health
Latest Postings on our Blog: Home Health Care Leadership Minute~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~Here are the latest postings on our BLOG, the Home Health Care Leadership Minute:
- Home Care contributes to Res-Care Profits
- Home Care responds to tornado disaster in Kansas
- Many Doctors get gifts or money from healthcare companies
- Another online referral service for home health agencies
- Large for-profit home health companies explore lobbying options
About the Author~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~Stephen Tweed, CSP, is Chairman and CEO of Leading Home Care ... a Tweed Jeffries company. For nearly 25 years he has been a recognized leader in strategy and leadership development for home care companies and associations. He is the author or co-author of five books, four of which were written specifically for the home care industry. He has served on the boards of directors of three not-for-profit home care agencies, and has served as interim President & CEO of a $25 million home care company.
Stephen is a past-President of the National Speakers Association, a 3500 member international society of experts who speak professionally. He is also the father of a 37 year-old son who is physically disabled and uses the services of home care on a daily basis.
Permission to Reproduce~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~Permission is granted to healthcare publications, associations and companies to reproduce this article in your publication, or to distribute copies to your leaders, on the condition that you reproduce the credits and contact information as follows: "Reprinted with permission from Stephen Tweed's Leading Home Care Report. Copyright 2006 Stephen C. Tweed. To receive a FREE subscription to this newsletter, log on to www.leadinghomecare.com."
Contact Leading Home Care~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~email: stephen@leadinghomecare.comphone: 1-888-668-9333~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~