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Did this person need those pills?

No matter what business you are in you might ask yourself if whatever you just sold to your customer is what they really needed. If you are a doctor that question cuts deeper- did you really identify  that person's problem or did your prescription … [Read more]

What do they know about you?

Whenever someone new visits your shop, cafe or clinic for the first time they make a decision to give you a chance. It's worth asking what persuaded them to do that. What's their perspective on your business? Which of your previous patrons do they … [Read more]

What do you do that you could stop?

We often do things out of habit rather than for a good reason. As healthcare professionals that might be poor. Ordering tests because it's something we always do ' in these circumstances' might lead to  problems- specifically false positive and false … [Read more]

Are you credible as a lifestyle coach?

The commonest conditions doctors encounter are illnesses directly related to poor life style choices. Diseases that arise because we eat too much and don't take enough exercise. People who seek healthcare advice will be told more often than not … [Read more]

You are a prop too

In any theatre where people interact- including your office- you are also a prop. Anyone who enters that room will react to you as much as they might respond to anything else in there. Your look, smell and sound will draw a reaction. You may not be … [Read more]

Do you prepare to disappoint?

In any business there will be time when you don't see eye to eye with your customer.  In fact there will be times when you disagree with them because what they want is either impossible, illegal, unavailable or otherwise difficult for you to … [Read more]

Do you use aids to help you explain?

If your job involves explaining complicated ideas- and let’s face it nothing is simple in medicine- do you use models or aids of any kind? if not, why not? If you do what do you use and how do you know they work? How do you explain sciatica, heart … [Read more]

Who talks most in your office?

Who's voice is heard the most in your office? How do you know? Does it matter? How long before you interrupt the other person? What are you thinking while the other person speaks? The most striking finding of these studies, however, is not the type, … [Read more]

Are you sure you will focus on the right problem?

In any business where you are paid to solve problems you need to be clear that you are indeed solving the right problem. Doctors can frame the problem in many ways- if their patient has been brought in after a car accident then 'the problem' is  … [Read more]

Are you persuasive?

If your job involves advising- are you a credible source of advice? How do you know?  What can you do to make yourself a more influential? Apart from giving credible advice is there something you can do to make your advice more likely to … [Read more]