University Review Process

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Permalink Reply by Melissa J. Roth on July 4, 2008 at 4:25am

I have outlined the process in my book on How To Go To Work In A Healthcare Setting, aka Hospital Proposal. I named it that because it is like a marriage. You select the place you want to go to work. Then, you ask for the job. You have a series of interviews and checking each other out and then you get an offer you hopefully can't refuse. It isn't quick or easy and there are hurdles to overcome but in the end you come together. I've actually done this at 2 different hospitals. Each one has its own complexities but the processes are similar.

So, now you are in the courtship stage. You will have a series of interviews with all the department heads and heads of boards (tumor board, infection control, etc.). Supposedly, they want to know how hypnosis, and specifically how you, can help their patients. And you need to tell them those ways. But the real agenda is that they want to know how hypnosis can ease or solve the problems they have with patients in that department. Obviously, the problems vary with the department. So, you have to anticipate the problems to formulate answers.

And, be sure to keep the bottom line in mind. With each one you have to tell them specifically how that is going to make them money or save them money. Patient quality of life is important only in the context of the departmental budget. it isn't about breaking even. You must either make them money or save them money or hopefully both.

Then, there is the credentialing process. Take copies of all of your certifications, all you CEU's, classes, professional references, liability insurance,etc. with you to every meeting you have. Give everyone copies. They will hire an outside credentialing company to check your background from your first class onward. You will want to alert the owners/heads of all the organizations to which you belong as to what is going on. They will get a call for a reference. Alert the insurance company.

As for professional references, you are already in good shape. Get the MD's who have referred patients to you to write a quick letter for you. Get the dentists you work with to write a letter for you. Hopefully, some of these people admit patients to this hospital. If none of the medical professionals who have referred patients to you admit patients to this hospital, go solicit referrals from those who do. Trust me, you have time to get their referrals, see the clients, get letters and have lunch to boot. The wheels turn slowly.

In every hospital there are a few physicians who have "clout." They may not be department heads or have any official titles but they are big dogs nevertheless. Begin now locating them and courting them. One word from them will go a long way. Solicit referrals from as many docs who admit to that hospital as you can. The more the better. Sheer numbers sway opinions. It tells them that you are already a member of their community.

And, always, always talk numbers. Remember, regardless of how you are getting paid, you are still overhead to the hospital. They still have to provide floor space, utilities, parking, etc. You have to convince them that you can provide an ROI for them. When they talk about licensure, you always talk about certifications. Set the stage in their minds that the two may be equal. On one level they know they aren't but you should never admit that. Create the concept that just maybe they are equal and don't answer that concept specifically unless asked point blank.

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Permalink Reply by Melissa J. Roth on July 4, 2008 at 4:31am

Another thing I did at the first hospital was to put on a series of stop smoking group sessions for their employees. This got my name in front of everyone and allowed them to see exactly how hypnosis and I worked. I had several people attend those sessions who didn't smoke but wanted to see what I did. They reported back to the administration on how professional and effective I was. It helped. Stress and burn out are also big in hospitals.

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Permalink Reply by Ann Fuller on July 16, 2008 at 12:36pm

Scott, you are asking all the "right" questions. I'm going to tag along on this for a while...I'm trying to figure out how to become more fully involved with hypnosis in the hospital setting myself.

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