Career Development - Straine Dental Consulting

“The Straine Study Club is not just learning how to be more
successful, it’s learning how to experience a life of significance as
a result of making a difference in your customers’ lives.”
Kerry K. Straine, President
Career Development
STRAINE STUDY CLUB RETURN ON LEADERSHIP
KERRY K. STRAINE, CEO & PRESIDENT, STRAINE CONSULTING
Every leader has a story about a brilliant strategy that got
away. Everyone supported the strategy, but somehow it was
never implemented. Or maybe the strategy was
implemented – but only haphazardly. Why is it, many
leaders wonder that such a large percentage of the most
reasonable, analysis-driven, implementable strategies never
make it from concept to reality?
Kerry K. Straine, Certified Professional Behavioral Analyst, holds a Bachelor of Science degree
in Business Administration with a concentration in Accounting and has been in business and
financial management for more than thirty years. It was Kerry’s education and experience in
accounting that led to the development of The Straine Management System™, the premier
platform that provides strategic planning, leadership and team development, policy and
management system design, training, monitoring and coaching for dental professionals
throughout the United States and Canada. The mission of Straine Consulting is to advance the
understanding, practice, and development of leadership for the benefit of all professionals in
the dental industry.
The answer lies with leaders themselves – or more
specifically, with how leaders direct their energy. Leadership
is a dental professional’s most important and most scarce
resource, especially in these days of boundless opportunity.
The return on leadership ratio measures the payback from
the investment of leadership time and attention, to the
productive energy released in order to build a dynamic
territory. ROL asks how well you have chosen among
alternate courses of action – and answers the question, “Are
you getting the maximum from every hour of the day that you
invest in implementing your territory-building strategy?”
We’ve designed the Straine Study Club as a complete
strategy to ensure maximum return on leadership for you.
It is certain to be the vehicle that enables you to build a
dynamic territory, which will enable you to distinguish
yourself from all other dental professionals in the nation
today. Please contact Stephanie Gonzalez, Vera Powell or
Aletha Hill @ 800.568.7200 to learn how you can enroll.
STRAINE STUDY CLUB PURPOSE
The Straine Study Club is a voluntary educational alliance
designed to work with Henry Schein Dental TSMs who
want to develop more powerful and influential relationships
with their customers.
The Straine Study Club is a voluntary program designed to
help TSMs build their territories using the concepts, coaching,
tools, and training offered by Straine Consulting. A TSM can
enroll in the Straine Study Club by emailing
[email protected], [email protected] or
[email protected].
As a Certified Professional Behavioral Analyst, Kerry understands that behavior can help or
hinder the strategic process and because of that knowledge he is able to assist dental
professionals gain a better understanding of the complexity of strategic leadership. Kerry says
about personal strategic leadership effectiveness, “Thinking strategically, acting decisively and
in alignment with the practice’s strategy, and influencing others’ commitment to short- and longrange objectives is the essence of effective leadership. The Straine Management System™
provides the essential systems and processes that can improve the strategic functioning of a
dental team.”
Kerry has also contributed to the dental industry with innovations such as the Straine Practice
Analysis™, a window into the day-to-day operations of a dental practice that illuminates the
effectiveness or ineffectiveness of existing strategies and systems. As an administrative
reformer, Kerry recognizes the significance of each dentist’s unique clinical vision and standard
of care, but says that “without a well-defined philosophy and sound management system, the
business will fail to deliver on its owner’s promise or stand the test of time.”
Kerry’s approach is unique in that he does not limit his vision to dental practices, but rather
links the role of education and leadership to every aspect within the dental industry. He and his
wife Olivia write a quarterly article in Sidekick and the monthly Ask The Coach column in the
Privileges eNewsletter. Kerry has participated in over 10,000 practice analyses, made more
than 5,000 onsite visits to dental practices, and conducted more than 1,000 workshops and
seminars to practice owners, dental staff and other dental professionals. In 2001 Henry Schein
Dental selected Kerry as an instructor on leadership, laws of teamwork, communication, and
practice management for its advanced professional education programs at Career
Development.
Leaders Touch A Heart . . .
We believe in walking the walk – understanding the consequences of our recommendations to
your customers, standing side-by-side with you as we identify their opportunities and assist
them to reach their potential. Speaking as one is the trademark of our VIP Team, with Vision,
Integrity and Passion the defining characteristics of each individual.
OUR TEAM IS COMPRISED OF THE FOLLOWING EXPERIENCED MEMBERS
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Our consultants analyze the clinical, administrative, behavioral, and economic
components of our clients’ practices and make recommendations understanding and
taking responsibility for the consequences of the recommendations and the impact that
the recommendations will have on the practice, its owner, its staff, and its patients.
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Our coaches help our clients set realistic goals and provide the daily support to reach
them; enable our clients to accomplish more than they would have done on their own;
provide focus and accountability to our clients in order to more quickly generate the
desired results, and provide the structure, processes, benchmarks, feedback tools, and
support that are essential to achieving the set goals.
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Our trainers teach, instruct, and direct our clients so as to make them fit, qualified, or
proficient for a specific task or position.
STRAINE STUDY CLUB FEATURES
Henry Schein TSMs who enroll in the Straine Study Club
will be given:
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Unlimited telephone access to and support from Kerry
Straine and our entire team of certified consultants.
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A complimentary Straine Practice Analysis™, valued
at $1,495, for each of their customers.
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Training on proven practice-growth strategies and
coaching on territory-building strategies.
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A more comprehensive level of service and support to
their customers.
. . . Before They Ask For A Hand.
STRAINE TOOLS
Providing A Clear Understanding Of The Practice
As It Exists Today.
THE WRITTEN REPORT
STRAINE PRACTICE ANALYSIS™
It encompasses several
components, including:
The Straine Practice Analysis™ is a custom-tailored report that provides
valuable information on the efficiency and productivity of a dental practice
(generated from the Straine Survey ™).
•
Continuing Care Report
•
Production Opportunity
Report
STRAINE SURVEY™
•
Collection Management
Report
The data provided below is for the month that ended ....................
•
Accounts Receivable
Management Report
Number of patients of record ........................................................
Number of treatment rooms ...........................................................
Number of doctor days worked per week by all doctors .................
Number of hygiene days worked per week by all hygienists ..........
Number of hygiene appointments per week ..................................
(total number of hygiene patients who could be seen by all hygienists and doctors
in a week if they work a typical schedule with all hygiene appointments filled)
Number of patients with scheduled hygiene appointments
in the future ...................................................................................
Percentage of patients in periodontal maintenance ......................
(patients who schedule for three-month hygiene appointments)
Accounts receivable balance at last month's end ..........................
Year-to-date production at last month's end .................................
Year-to-date collection at last month's end ...................................
Monthly production at last month's end..........................................
BUSINESS DISCOVERY QUESTIONNAIRE
Doctor __________________________________ Date _________________
What are your personal and practice goals for this year? _________________
______________________________________________________________
What do you like most about your practice? ___________________________
______________________________________________________________
What is your primary concern regarding your practice? __________________
ONE-HOUR
TELECONFERENCE
The most meaningful portion of
this analysis is the telephone
meeting you will have with a
Certified Straine Consultant.
Our sole purpose is to look at
the challenges and opportunities
that exist within your practice
and explore the concepts
available to you for increasing
organizational and individual
effectiveness.
Send your completed Straine
Survey to Straine by fax to
916.568.7100 or email to
[email protected].
______________________________________________________________
If you could wave a magic wand and change one thing about your practice,
what would it be? _______________________________________________
______________________________________________________________
Are you interested in learning how to increase your production, cash flow, and
profitability? Explain. ____________________________________________
______________________________________________________________
Comments _____________________________________________________
______________________________________________________________
______________________________________________________________
TEAM SCHEIN
Everything Dental™ Begins With You!
WHAT IS A QUALITY TSM?
THE TWENTY FOUR CARAT LEADER
TSM ACTION PLAN
Most customers who consciously switch dealers do
so because they either do not value the service
they received or because they feel neglected.
The larger the organization, the more important
each member is to it.
The Chinese symbol for character is made up of
three separate marks: “to go” -- “straight” -- “the
heart.” Thus, character means living straight from
the heart. With the power of character, we
continuously influence and transform the world
around us.
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Our observation of successful TSMs yields eight
qualities that characterize the leaders:
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INTEGRITY, MATURITY, AND ENERGY
This provides the foundation on which
everything else is built.
BUSINESS ACUMEN
A comprehensive understanding of the
business of dentistry is essential for success.
PEOPLE ACUMEN
Lead with your heart. Always put people first
and strategy second. Earn a position on your
customers’ extended leadership teams by
understanding their needs and wants.
ORGANIZATIONAL ACUMEN
Learning to listen expertly builds trust.
Properly diagnosing whether a practice is
performing at full potential earns respect.
Sharing information and delivering on
commitments earns loyalty.
CURIOSITY, INTELLECTUAL CAPACITY,
AND GLOBAL MINDSET
Thinking “outside the box” is more than a
cliché. Being externally oriented and
constantly hungry for knowledge and new
ideas is what sets the winners apart from the
also-rans.
SUPERIOR JUDGMENT
Of course strategy matters. A good, clear
strategy is necessary for success, but is not
sufficient for survival.
INSATIABLE APPETITE FOR
ACCOMPLISHMENT AND RESULTS
Although strategy is vitally important, in reality
it is less than half the battle – mastering
execution is the odds-on best way to excel at
your job.
POWERFUL MOTIVATION TO CONVERT
LEARNING INTO PRACTICE
Execute . . . execute . . . execute.
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THE TSM COMMITMENT
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You must have an insatiable appetite for
personal accomplishment - motivation.
You must make a personal pledge to convert
education into execution - results.
You must be a consistent catalyst who
“Scheins the Light” of opportunity to every
customer - service.
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THE STRAINE COMMITMENT
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Use our tools to develop your territory.
Use our team to support your customers.
Use our training to break through your
barriers.
Use our wisdom to support your actions.
Use our strategies to realize your dreams.
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TRACK RECORD – you’ve combined
potential with planning, which has produced
proven performances.
HUMOR – you value other people, animals,
and life and don’t take yourself too seriously
(PAL).
EMPATHY – you understand and are aware of
the thoughts, feelings, and experiences of
others.
TRUTHFUL – your outer world is a reflection
of your inner world and you don’t distort either.
WARMTH – you have a manner that draws
people to you instead of pushing them away.
ETHICAL – you always play fairly . . . even
when you have the “upper hand.”
NEVER GIVE UP – you know that giving up is
just the place and time in which the tide will
turn.
TEACHABILITY – you continually strive to
learn, remain open to new ideas, and perfect
your skills.
YIELD TO A HIGHER POWER – you accept
what you cannot change & focus on what is
left, not what is lost.
FOLLOW WITH GRACE – you are willing to
submit to, support, and even shelter your
leaders.
OPTIMISTIC – you choose to see the positive
in every situation, every day, and with
everyone.
UNCOMPROMISING – you never
compromise your principles . . . even when no
one is looking.
RESILIENCE – you “bounce back” when
confronted with criticism, censure, and
change.
CHARACTER – you show who you are by
what you do, not by what you say.
ABSENCE OF PERSONAL PROBLEMS –
your personal life is in order, period.
RESTRAINED – you never hit “below the belt”
even when someone “deserves” it.
ATTITUDE – you know that your attitude more
than your aptitude determines your altitude.
TEACHER – you know that you are teaching
others what you are here to learn yourself.
LEADERSHIP – you’ve learned that the
definition of leadership is influence, nothing
more, nothing less.
EVEN TEMPERED – you are free from anger
and all the petty behaviors that accompany it.
ACCOUNTABILITY – you take responsibility
for your actions and recognize their
consequences.
DISCIPLINE – you know that the first victory
you win is over yourself; the ability to test
desire by reason.
EXECUTION – you know that execution is the
single most important factor of performance.
RELIABLE – you are truthful, moral, and
follow through on your promises and
commitments.
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APPROACH four clients faithfully each week
with your annual action plan. The tortoise
makes progress only by sticking his head out.
CREATE rapport by asking the right
questions. This is much more important than
giving the right answers.
THANK your customers for placing their trust
in you. Show them you won’t let them down.
INTEGRATE the questionnaire into every
meeting. Consistency pays off.
OFFER the opportunity to grow to every
practice. You know that every practice is in
distress!
NEGOTIATE every transaction with honor and
integrity. What goes around, comes around.
PLAN to offer the Straine Practice Analysis TM
to each and every customer. Ask for
permission to gather data on the Straine
SurveyTM.
LEARN to establish yourself as the lead
professional. Improve your active listening
skills and discover hidden objections.
ANALYZE the consequences of doing nothing
for you and your customer. The price of
greatness is responsibility.
NEVER discuss opportunities out of bounds.
Establish control over all your meetings.
THE TSM OPPORTUNITY
Henry Schein provides you with points of
distinction, unique to the industry:
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Respected & Trusted Leadership.
Career Development Courses.
Schein Practice Analysis.
Straine Consulting Alliance.
THE TSM SUCCESS FORMULA
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Determine your goals.
Develop strategies to achieve them.
Take consistent action.
Monitor your results and notice if what you are
doing is working or not.
Change and keep changing until you achieve
your goals.
“Everything rises and falls on leadership.
and leadership truly develops from the inside out.
If you can become the leader
you ought to be on the inside,
you will be able to become the leader
you want to be on the outside.”
OLIVIA STRAINE
STUDY CLUB
Team Work Makes The Dream Work!
WHAT IS PROJECT HOPE?
THE EFFECTIVE TSM MIND
Project HOPE is centered on the acronym, Helping
Others Perform Effectively. Straine Consulting has
been, and will continue to be, a valuable alliance
partner, especially in this period of global economic
uncertainty. To that end, Kerry and his team are
committed to assisting you become a beacon of
hope to each of your customers.
TSMs who can help their customers grow
demonstrate an effective cycle of beliefs and
behaviors that is a clear contrast with its opposite,
an equally powerful ineffective cycle that
discourages growth thinking.
INEFFECTIVE MINDSET
EFFECTIVE MINDSET
PROJECT HOPE REWARD QUALIFICATIONS
TSM goes to Pebble Beach by generating 5, or
more, Straine customers, from his or her Territory,
who:
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Pay the Master Plan Initial Services Fee in full,
during fiscal period.
Wild Card: TSM can earn 1 “signing” credit
for every 10 submitted Straine Practice
Analyses during fiscal period (maximum 2
“signing” credits for 20, or more, Straine
Consultant BDM participation).
RM goes to Pebble Beach by generating 20, or
more, Straine customers from his or her Center,
who:
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Pay the Master Plan Initial Services Fee in full,
during fiscal period.
Wild Card: RM can earn 1 “signing” credit for
every 10 submitted Straine Practice Analyses
during fiscal period (maximum 10 “signing”
credits for 100, or more, Straine Consultant
BDM participation).
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WHAT THE MIND CAN SEE
AND BELIEVE IT CAN ACHIEVE
THE PROJECT HOPE ACTION PLAN
TSMs are Accessible – this means they provide
easy access to everyone, they are capable of being
reached, and they’re easy to speak to or deal with.
This specifically applies to availability, not only
physically, but emotionally and intellectually as well.
TSMs Behave – this means they manage their
actions in a particular way and they conduct
themselves in a proper manner. This specifically
applies to their ability to manage their actions under
stress and meet expectations.
TSMs are Ethical – they have the ability to discern
right from wrong, good from evil, propriety from
impropriety, and the commitment to do what is
right, good, and proper. This specifically refers to
the challenge of consistently doing the right thing,
especially when it “costs” more than they want to
pay.
PROJECT HOPE REWARD
Helping Others Perform Effectively
Is The Ultimate Reward
People are illogical, unreasonable, and selfcentered. Love them anyway.
2. If you do well, people will accuse you of selfish
ulterior motives. Do well anyway.
3. If you are successful, you win false friends and
true enemies. Succeed anyway.
4. The good you do today will be forgotten
tomorrow. Do well anyway.
5. Honesty and frankness make you vulnerable.
Be honest and frank anyway.
6. The biggest men with the biggest ideas can be
shot down by the smallest men with the
smallest minds. Think big anyway.
7. People favor underdogs, but follow only top
dogs. Fight for a few underdogs anyway.
8. What you spend years building may be
destroyed overnight. Build anyway.
9. People really need help but may attack you if
you do help them. Help people anyway.
10. Give the world the best you have and you'll
get kicked in the teeth. Give the world the best
you have anyway.
TSMs Link – this specifically applies to their ability
to connect with others in the organization … when
we connect with others our self esteem goes up
and the doorway to communication opens. This
also applies to their ability to connect ideas to
action and to connect the organization’s strategy to
results.
Pay the Master Plan Initial Services Fee in full,
during fiscal period.
Wild Card: ZM can earn 1 “signing” credit for
every 10 submitted Straine Practice Analyses
during fiscal period (maximum 20 “signing”
credits for 200, or more, Straine Consultant
BDM participation).
 3-night, 4-day lodging in Carmel-by-the-Sea,
California, for two
 Airfare for two
 Ground transportation for two
 One round of golf at Pebble Beach Golf Links
(Ranked number one on "America's 100
Greatest Public Courses" list by Golf Digest
for 2009/2010.)
 One round of golf at Monterey Peninsula Country
Club
 Dinner for two with Kerry Straine and his
leadership team
1.
TSMS ARE ABLE
ZM goes to Pebble Beach by generating 40, or
more, Straine customers from his or her Region,
who:
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THE PARADOXICAL
COMMANDMENTS OF LEADERSHIP
“Hope is the greatest of all possessions.
If you can be the person
who bestows that gift on others,
they will be attracted to you,
and they will be forever grateful.”
OLIVIA & KERRY STRAINE
OLIVIA & KERRY STRAINE
CERTIFIED PROFESSIONAL BEHAVIORAL & VALUES ANALYSTS