It is important to recognize that people do things for their reasons not yours.
The more you know about what motivates, moves, and inspires a person, the better you can tailor make a bonus system for them.
It is worth recognizing that although many people are motivated by money, many are not. My recommendation is to run P.I.A.V Values reports on your staff and tailor make a bonus program that will touch their values, not just their pocket books.
It is also important to recognize the difference between a reward and a bonus. I have included a small article, or “Daily Distinction” that I received from “Coachville” regarding this subject. If you enjoy looking at distinctions, which help you better understand things as well as stretch your mind a bit, please go to my distinctions page.
Distinction: Reward Vs. Bonus
Example: Jim was rewarded in a company meeting for his elegant and attractive solution to a production problem. He was the key to the company’s increase in profit that year. And while the entire staff was given a bonus, Jim was celebrated as a hero.
Key Point: A reward is usually given for some act of excellence, whereas a bonus comes as one’s due for doing what one is paid to do (sometimes for exceptional work), if, for example, the company is more profitable than expected.
Benefit: Rewards usually result in better motivation and performance. If it is done in a way that meets internal factors, and something good is made of it, it benefits the person as well as the company. Rewards are more beneficial if they are unexpected and genuine.
About the Submitter:
Submitted by Charles Powell, who can be reached at
coach@coach-charles.com
© 1997 – 2003, CoachVille
The point here is to set up a “Bonus system” for our staff is a very good idea. But also, once you know their values, you can “reward” them for their excellence, and keep them very happy and motivated to go the extra mile for you.
Dr. Steve Settlage calls it, “putting the golden handcuffs on your staff.” He believes in being so good to your staff and giving them such bonuses and incentives that they will never want to leave. I like that idea a lot.
Take the time to cultivate great staff. Treat them as paraprofessionals and they will act that way. Know their behavioral styles and make sure they are performing the correct jobs in your office. Set up a good bonus system and reward their values and you will have loyal, motivated staff that will support you so that you can do what you do best, which is, adjust patients.
There is no question you can take a mediocre doctor and a highly motivated staff and have tremendous growth. You can also take a great doctor with a mediocre staff and have major growth blocks with the practice never reaching its goals.
FOR THIS BONUS SYSTEM TO WORK:
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The staff must be clear on your goals
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They must believe that you can attain them (you must ask them if they feel there is anything keeping you from attaining these goals and you must fix those capacity blocks)
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They must be motivated by money (Check their “Values.”)
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They must start making more money immediately, on the very next dollar you make above your current level of collections
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The doctor must be comfortable with the amount of money they give as bonuses.
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The bonus system is in lieu of regular raises. The need to see that they will be able to make much more money this way!
If you are ready to have the practice of your dreams you must be willing to Build the Dream Team Staff!
I would strongly recommend purchasing the “How to Build a Dream Team” workbook and audio series where I go into great detail about how to TURN YOUR STAFF INTO A DREAM TEAM- Build a team that carries you on their shoulders, a team that is not only highly trained, motivated and driven, but one that holds them selves capable and accountable and literally pushes you to do your best. The secrets of how to get the doctor treated like a ROCK STAR and the staff like ROADIES! And the patients as the RAVING FANS! Can you imagine your staff excited to get new patient referrals into your office and do what ever it takes to get you to the next level? Making your DREAM TEAM into PROFESSIONALS that will drive the practice to new heights BETTER then you could ever do on your own!!
This course gives you everything you need to build a Dream Team
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Detailed Bonus System
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Importance of Behavioral Studies
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Performance Appraisal System
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Staff Meetings
If you realize that it is imperative to have the right bonus system for your team, go to the next level and Build a Dream Team.
Russ Rosen, D.C. – Mar 13, 2003
