Building a Stellar Staff

This is How I Do It.

Richard S. Grifasi, OD

Practicing Clinician 24 years

Private Practice Owner 17 years solo owner

Practicing Clinician

Med/Surg Practice Katzen Eye Group Hirsch Eye Group

Corporate Optometry Pearle Vision Lens Crafters America’s Best (short)

Professional Group Practice Vision Associates (six locations)

Solo Practice!

Solo Practice

Two things I learned I am a business person at heart. I practice optometry as a hobby.

My Solo Career

1997 Grifasi Eyecare and Optical I, Inc. Elkton, MD

1998 Grifasi Eyecare and Optical, II, Inc. Havre de Grace, MD

2003 Grifasi Eyecare and Optical, III, Inc. Lewes, DE

Semi-Retirement

2008 Decided to Semi-Retire2008 2008 Divested out of two locations

(kept Lewes, DE) 2009 Boredom Set in.

Re-Branding/Re-Emerging 2009 Rebranded as L’occhio Eyecare – Eyestyle

Re-branding/Re-emerging

Focused on Internal Operations EMR Hippa Web/Social Media – (the new

marketing…) Improved business operations Opening a second location in DC ▪ March 2013

Staffing

My most challenging/stressful area of my private practice. Constant turnover Many patient complaints

How Do I fix this problem? I found no cook-book source. Nobody had an answer.

Conclusion: Figure it out myself. (The “Rich Grifasi

Method”)

What is “The Rich Grifasi Method”

Identify the problem area of my practice. Take a GOOD look!

Boil it down to its basics. From the basics create a SIMPLE, EASY

FIX THAT WORKS! Easily duplicated. Works all the time. Anybody can do it. There is no mystery, no rocket science.

What is an Organization/Business?

It is people! It is NOT the inanimate objects of the

organization: the equipment, furniture, computers, etc.

People animate the business equipment.

Business equipment does not produce without people!

Simply stated a business is nothing but PEOPLE!

What is the Problem Area of My Practice?

Is it people? NO!

It is my LACK of UNDERSTANDING PEOPLE. I was just unaware!

What is the Solution to My Problem?

Take a good look at people! Get to the basics of what people

really are.

Sample Business

“Transport USA” Mission Statement:

To transport goods safe, fast, at a low cost

Business Owner

Employee #1 The Good Worker

Employee #2Not helping. Not hurting. He’s Enjoying the Ride!

Employee #3Not Consistent –Up and Down

Down and Up

Employee #5Trouble Maker

Trouble Maker

Nobody Sees it

Nobody Knows What Hit Them

Fake – False Front

The Team?

“They’re gaining on us!”

“Look out! They are speeding on by!

Who are They?

Human Frailty

All people are subject to Human Frailty.

When hiring we must assess a candidate’s human frailty.

We must identify a candidate’s core frailty and make a decision to hire.

Two Personality Types

Constructive Personality Destructive Personality

What is the Cost of a Destructive Personality in an Organization?

Lost Revenue Lost efficiency – higher operating costs

– lower profit Increased “work” – busy work

producing no income Lost Future Business Turned Away Business Loss of Your BEST Employees! Loss of Your Practice Enjoyment and

Happiness – STRESS!

The Three Classes of Personnel

The Wholly Shiftless The Defiant Negative The Willing

The Wholly Shiftless

The Defiant Negative

The Willing

The Scale of Motivation

Money Personal Gain Personal Conviction Duty

Money

Personal Gain

Personal Conviction

Duty

What is Personality?

The Social Personality The Core Emotional Personality Will the real personality please stand

up?

The Human Evaluation Scale

4.0 Enthusiastic 3.5 Cheerful 3.0 Conservative 2.5 Boredom 2.0 Antagonism 1.5 Anger 1.1 Covert Antagonism 1.0 Fear 0.05 Apathy

4.0 Enthusiasm

3.5 Cheerful

3.0 Conservative

2.5 Boredom

2.0 Antagonism

1.5 Anger

1.1 Covert Antagonism

1.0 Fear

0.05 Apathy

The Defiant Negative

The Willing

Recruiting

Two Concepts to Never Forget There definitely are people out there

that are EXCELLENT to recruit. If you are not finding good people to hire

there is SOMETHING WRONG!

Two Reasons Why Personnel Recruiters Cannot Find Good Staff

It is ABSOLUTELY IMPOSSIBLE for recruits to get to your business.

Somebody is ACTIVELY TURNING PEOPLE AWAY!

The Hiring Process

“My Way” IS NOT 100% FULL PROOF! What “My Way” does.

Reduces your hiring risk. Makes your best “guesstimate.”

Create the Hiring CampaignWhom are you attracting?

The Aptitude Test

Your Ultimate Screening Tool What Do the Scores Predict?

Sample Test

The Personnel Skills Test

200 Question Test Areas Tested

Stable – Unstable Goal Attainment – Discontented Composed – Scattered Confident – Not Confident Active – Inactive Aggressive – Inhibited Responsible – Irresponsible Correct Estimation – Critical Appreciative – Lack of Accord Communication Level – Withdrawn

Graphed ResultsWhat do the Results Predict?

Sample Graph

The Application

Just Another Formality Intermission Entertainment

The Interview

“I am a people Person.” The Two Minute Interview

The 1 Week Review

What is this 90 day thing all about? Performance – Actions Speak Talk is Cheap. Actions Tell All. Remain Firm – yet fair

Say What?Who are They?!?

Get Out!

Others will “crack.”

The Stellar Staff!