What does it take to make it in this business?

October 29, 2005

What are the qualities that it takes to make it as a TCM doc? By " make

it " I mean to make at least a middle class income for your area, have a

steady flow of patients, get reasonably quick results with patents and

be happy with one's chosen profession for more than 5 years.

How would you rate the importance of the following areas in this regard?

(which I have put in no particular order)

1) Lots of startup money, rich spouse, trust fund.

2) Good salesmanship, extroverted, ability to network easily.

3) Excellent command of the medicine, having a strong academic

understanding of OM.

4) Ability to communicate with patients about the medicine, being a

good educator.

5) A deep caring and ability to connect with patients.

6) Ability to get quick and accurate diagnosis thus achieving quick

results.

7) Blind dumb luck, being in the right place at the right time.

8) Choosing the right market, location etc.

9) Business background, strong sense of business.

10) Good relationship with money, strong sense of self worth and value.

11) Being centered, grounded and full of abundant Qi and vitality.

12) Being truly passionate and driven regarding OM.

Any others?

I think they are all important to some degree, but the most important

for me are:

5) A deep caring and ability to connect with patients.

11) Being centered, grounded and full of abundant Qi and vitality.

12) Being truly passionate and driven regarding OM.

With those three, I think most of the others will follow in short order.

Of course, having 1 & 2 can make a startup much easier and quicker, but

they don't give you true staying power.

Other thoughts? I'd be especially curious to hear from those that have

" made it " by the above criteria and what they feel.

Thanks!

Christopher Vedeler L.Ac., C.Ht.

Oasis Acupuncture

http://www.oasisacupuncture.com

8233 N. Via Paseo del Norte

Suite D-35

Scottsdale, AZ 85258

Phone: (480) 991-3650

Fax: (480) 247-4472

October 29, 2005

Christopher:

I have a background in business, M.B.A., worked as a management

consultant, financial analyst/manager for 10 years, taught economics and

managment for 10 years ful time. Went to acupuncture school, 3 1/2

years (foregone income, childcare, overnight expenses), had a strong

calling or pull to do this work, feel I have Shi'fa as Holmes quotes,

live in a market where there are relatively few acupuncturists AND I

broke even in the first year, did a little better in the second and

continue to do better.

I am now teaching a business/trends class in a massage program - and by

the way it is kicking my butt to do my own business plan for real this

time. Also I am looking at office space and I will really need a

business plan to get the best rates.

Here' my take on this - we are either business people or we are not.

Business is not a dirty word. If you want to be controlled by a central

or state government then okay, but if you want to operate in the free

market, then we have to deal with nitty gritty of being in business. If

we are in business for ourselves we have to become experts in a lot of

things. If we want to go work for someone, they become experts in a lot

of things (or go out of business), hire us, we play by the rules,

collect a check, get benefits. Sometimes that is not so terrible. I

did that for quite a while before going to acupuncture school, so was

determined not to. I was also very driven to have a flexible schedule

(somewhat) to be there for my kids at important times. I was never able

to do that before. And I still believe working for someone else is not

always torture.

So that is the deal - either we assume all these risks as business

people - including marketing before the magical word of mouth gets out.

I also have a take on word of mouth. In my tradition 5E, my txts

whatever, patients stay a long time, develop a close relationship with

you, and are not always willing to share you with others. I have never

asked a patient for a referral, which in the practice management world

is a cardinal sin. Sometimes I get them from patients, sometimes I

don't. I do think in the marketing world, the fastest, most effective

way to bring patients in is through small group workshops. I give

larger workshops that are not local, write articles and advertise for

awareness. I also have been showing up at more health fairs, community

networking (I don't like this, but really all you have to do is show up

- people remember your face from the paper, remember hearing about you.)

If we don't want to assume these business risks, we can work for others

that do. Working for larger instituitons like hospitals, or talking

with doctors that have practicies and see if you can work into their

practice (independent contractor or salary) - if you feel good about the

practice, also working for other acupuncturists that have gotten over

these humps. And by the way, this can also be viewed as a temporary

measure. Especially when you are out of school, go make some money, get

some experience by working for someone else. If you still want to be

independent, take a business planning workshop, acutally write one, talk

to acupuncturists who will talk to you, and gradually go independent -

either part time or independent contractor (from a salary).

Christopher Vedeler L.Ac. wrote:

> What are the qualities that it takes to make it as a TCM doc? By " make

> it " I mean to make at least a middle class income for your area, have a

> steady flow of patients, get reasonably quick results with patents and

> be happy with one's chosen profession for more than 5 years.

>

> How would you rate the importance of the following areas in this regard?

> (which I have put in no particular order)

> 1) Lots of startup money, rich spouse, trust fund.

> 2) Good salesmanship, extroverted, ability to network easily.

> 3) Excellent command of the medicine, having a strong academic

> understanding of OM.

> 4) Ability to communicate with patients about the medicine, being a

> good educator.

> 5) A deep caring and ability to connect with patients.

> 6) Ability to get quick and accurate diagnosis thus achieving quick

> results.

> 7) Blind dumb luck, being in the right place at the right time.

> 8) Choosing the right market, location etc.

> 9) Business background, strong sense of business.

> 10) Good relationship with money, strong sense of self worth and value.

> 11) Being centered, grounded and full of abundant Qi and vitality.

> 12) Being truly passionate and driven regarding OM.

>

> Any others?

>

> I think they are all important to some degree, but the most important

> for me are:

> 5) A deep caring and ability to connect with patients.

> 11) Being centered, grounded and full of abundant Qi and vitality.

> 12) Being truly passionate and driven regarding OM.

>

> With those three, I think most of the others will follow in short order.

> Of course, having 1 & 2 can make a startup much easier and quicker, but

> they don't give you true staying power.

>

> Other thoughts? I'd be especially curious to hear from those that have

> " made it " by the above criteria and what they feel.

>

> Thanks!

>

> Christopher Vedeler L.Ac., C.Ht.

> Oasis Acupuncture

> http://www.oasisacupuncture.com

> 8233 N. Via Paseo del Norte

> Suite D-35

> Scottsdale, AZ 85258

> Phone: (480) 991-3650

> Fax: (480) 247-4472

>

October 29, 2005

On Saturday 29 October 2005 08:21, Anne Crowley wrote:

Hi Anne!

Not all the people who are able to perform well in the clinic are adept at

" business " , they should not have to be. There are people who do all the steps

you mention with no discernable effect.

The government supports the schools, the government should support the

graduates as well. Or the government could *stop* supporting the schools -

when you put it like that - it is unthinkable, isn't it.

I find it remarkable that you did not address the issue Christopher raised in

his seventh point: " Blind dumb luck, being in the right place at the right

time " . I see this being the real factor behind the " self-made " persons, in

any business or profession.

The successful congratulate themselves. They should be thanking God.

Regards,

Pete

> I have a background in business, M.B.A. <snip> I am now teaching

October 29, 2005

I think two things are very important, and one I have and one I don't.

The ability to connect and truly care about the patient is very

important. I have several patients whom I have been unable to get any

improvements on, and they still come. They have tried everything else,

and found no solutions for their problems. They know that I really

want to see them better, and that anything I can think of I will

suggest. In fact, it is true, I think of those patients often (Perhaps

not having any children has led to some re-channeling of my maternal

instinct, although that's not to imply that acupuncturists with

children have any less empathy.

The other is confidence in our medicine. I think there is true

confidence, and then there is market driven confidence. I cannot in

good faith look somone straight in the eye and say " I absolutely can

help you. " I make it clear that it will take an investment of their

time for many conditions, and that they need to take herbs for

internal medical conditions. If someone weighs over 180, I inform them

that their herbal therapy may be somewhat expensive for the period of

time needed to correct results. I suppose I could shut up and stop

while I'm ahead, but this is the luxury I allow myself as my own boss.

I had to sell vitamins in a natural food store in the early eighties,

and I didn't do well at pushing the products.

Ann is right about the trade-off for being in business for ourselves.

There is a clinic here that pays acupuncturists $20.hr to treat

patients. It seems to be the going rate in Texas. I would rather do

lab work, for which I get paid the same, than dilute our wonderful

medicine working for this clinic. (Acupuncture is expected only at the

affected, painful area. No herbal treatment).

Gabrielle

October 29, 2005

Hi Pete:

I was really desperately trying NOT to weigh in here ....but alas...at the risk

of being redundant and repeating everything already input by all the well

intentioned souls, I am now compelled. May I fondly suggest you carefully

re-read what Anne has written with a very open mind? The intensely competitive

nature of any business in this advanced capitalist society demands that we arm

ourselves with a profound, concrete, fundamental understanding and

acknowledgement of basic business practises...not mysticism, not hope in the

abstract, not mere navel-staring idealism, not praying to the sun, not baying to

the moon. We have to be very clear about this.

As Anne astutely and by experience pointed out: the cardinal business principle

is: marketing, marketing, marketing. For anyone in this business this requires

advanced studies in creativity. The most well-intentioned, skilled practitioner

in the treatment room will be the least profitable if he/she lacks the

aggressive business acumen required to compete in any market. It doesn't matter

if you are selling cow dung to pastoralists or pet rocks to desert

dwellers....the basic principles apply or failure is certain. We have to be very

clear about this.

Avail yourself of free marketing, PR and business development classes through

your local Small Business Association or community college and carefully and

meticulously redevelop your marketing plan and feasibility study. Find some

good, reliable, dependable, successful business mentors in your area...they

don't have to be acupuncturists or doctors....attend your local Chamber of

Commerce, Rotary Club, etc. etc. etc. meetings and network, network, network.

And please take the time to study very, very, very carefully all the practical,

useful, good information being sent your way and use it to determine whether you

have what it takes to remain self-employed.

BTW: given this week's Congressional budget slashes for health care, student

loans, adoption services, energy subsidies, school lunch programs and all the

other gouging of the fragile floorboards left under the poor in the search of

war money to keep the military industrial complex in business......I seriously

doubt the US government is not now nor will ever be in the business of

supporting or subsidizing any of us under the current socio-political societal

organization. And even as I write this, the number of people without health care

insurance went up by at least a couple more hundred.

Good luck. My two and a half cents.

Sincerely,

Twyla

On Saturday 29 October 2005 08:21, Anne Crowley wrote:

Hi Anne!

Not all the people who are able to perform well in the clinic are adept at

" business " , they should not have to be. There are people who do all the steps

you mention with no discernable effect.

The government supports the schools, the government should support the

graduates as well. Or the government could *stop* supporting the schools -

when you put it like that - it is unthinkable, isn't it.

I find it remarkable that you did not address the issue Christopher raised in

his seventh point: " Blind dumb luck, being in the right place at the right

time " . I see this being the real factor behind the " self-made " persons, in

any business or profession.

The successful congratulate themselves. They should be thanking God.

Regards,

Pete

> I have a background in business, M.B.A. <snip> I am now teaching

http://babel.altavista.com/

and adjust

accordingly.

October 29, 2005

snip-

> While $20/hr doesn't sound that great, if you think about it it isn't

> that bad.

I certainly see your point. I think it all depends on the practice

manager and what their goals are for the practice and patient. In this

particular clinic, the person in charge in a chiropracter with a very

brusque manner, who is obviously concerned with the profit margin and

the bottom line. The learning capacities are limited when only

treating a neuromuscular complaint directly, and spending 5 minutes

with the patient. No ulse, no tongue, no herbal prescriptions. But it

might be fine for someone else to do. I actually enjoy lab work on a

limited basis, so I choose to supplement my income that way. On the

other hand, if I had the opportunity to work at someplace like

Harvard/Massuchusetts General/Dana Farber, I would think it could be

very educational.

Gabrielle

October 30, 2005

gabriellemathieu wrote:

> I think two things are very important

<snip>

> The ability to connect and truly care

<snip>

> The other is confidence in our medicine.

<snip>

> Ann is right about the trade-off for being in business for ourselves.

> There is a clinic here that pays acupuncturists $20.hr to treat

> patients. It seems to be the going rate in Texas.

Hi Gabrielle!

$20.hr? Wow! Around here they want you to work for $9 part-time 18 hours

a week at their capricious convenience (such that you couldn't do

anything else) with no benefits. But actually, there are no jobs anyway

so it doesn't even matter.

If they could possibly arrange it, they would rig up a computer to do

the treatments. Either that or send the patients to India on a shuttle

plane or whatever.

Regards,

Pete

October 30, 2005

Anne Crowley wrote:

> Hi Pete:

>

> I did not address " blind dumb luck " because I don't believe it. I

> think setting a positive intention brings positive results. There may

> be some lessons to be learned along the way.

Hi Anne, Twyla!

I started working at age 8 with a paper route. 53 years later I have

tried everything that has been suggested here over and over again,

including all that " free " stuff from the SBA and COC (they charge for it

around here).

While I have been giving it my best shot and failing I have seen people

make decidedly half-hearted or even dishonest efforts and win big. I

even tried sales a couple of times.

I would sell a little at first before I really knew the product/service

features in and out. Once I got really knowledgeable about the product

or service sales would drop off. Of course, market saturation played a

part in that.

Regards,

Pete

October 30, 2005