 A recent New York Times article is putting a spotlight on the pharmacy profession, giving us an opportunity to articulate our value and make big changes to our industry.
The article outlines the dangers chain pharmacies are creating through the practice of hitting refill targets, understaffing, and placing the emphasis on volume-related metrics, like speed of transaction time. Of course, this was no news to pharmacists or pharmacy technicians, like this Reddit post from 2018 (which cunningly states CVS is an acronym for Company that Values Statistics) explains, we’ve known this was a population health issue for years. One pharmacist is quoted as saying, "I am a danger to the public working for CVS." Another says, "I had two misfills in three years with the previous staffing and now I make 10-12 per year (that are caught)." Pharmacists are concerned about patient care and patient health in these chain drug stores, but they are being set up to fail both themselves and their patients due to understaffing and a focus on metrics. We need to take our power back. We have the license, we took the Oath of a Pharmacist, we should be able to act in the patient’s best interest. It doesn't matter if you are a retail, hospital, academic, or any other specialty. Pharmacy needs to stand together in this spotlight. We can do more for our patients, but we need the media to hear a unified message coming from us, not from the corporations responsible for this perilous situation. Dangerous Health Risks One of the jolting realities from this article is the unnecessary health jeopardy created due to understaffing and pressures being placed on pharmacists to fill prescriptions quickly. When corporations began applying the “fast food” model to a pharmacy in order to boost profits, the patients and the pharmacists became the ones to pay the price. If you haven't read the article here’s a few examples of the scenarios we pharmacists are all too familiar with:
And that is just the patient risks. Nevermind the risk of burnout, substance abuse and the higher than normal suicide rate of the profession. Until recently, pharmacist services have traditionally been tied to a product. Like any other commodity, product prices are subject to market pressures. In order for Pharmacy to move forward, we must uncouple our profession from profitability related only to the dispensation of a commodity (medications) and instead build business models based around clinical services like medication therapy management. Pharmacists are highly trained in the management of chronic disease states, yet we are shackled to dispensing medications as our only revenue model because nationally, the Centers for Medicare and Medicaid (CMS) does not currently recognize a licensed pharmacist (a Doctorate level degree since 2000) as a healthcare provider. Even though individual states are beginning to recognize pharmacists as providers in 'medically underserved areas,' on a national level, pharmacist provider status has been blocked due to cited "increasing healthcare costs." Though, CMS, in a response to a letter from the American Academy of Family Physicians, responded they would allow for pharmacist services to be billed to CMSunder the "incident to" billing requirements (meaning under the direct, in-person supervision) of a physician. Unfortunately, there is also a law called the Stark Self-Referral Statute that was originally intended to prevent patient 'steering' and kickbacks between physicians and pharmacists. Because of this "Stark Law" many pharmacists have shied away from partnering with physicians, even though there is a Personal Services and Management Contracts safe harbor. What Can We Do? The national spotlight on Pharmacy should motivate us to articulate our value and change the pharmacy model from what it is today. Tom Menighan, CEO of the American Pharmacists Association writes in his CEO blog, "It's perverse that we pharmacists are begging for the opportunity to practice the kind of pharmacy we were extensively educated and trained to practice." I wholeheartedly agree. Pharmacists are extensively trained in the areas of pharmacotherapy, non-drug lifestyle modification, and patient education. Unfortunately, pharmacists have not been "extensively educated and trained" in the self-promotion of these skills. I recently made three predictions for what I hope the next 10 years will hold for the profession of pharmacy:
These three predictions support a new model that will create a higher emphasis on patient care and unchaining us from dispensing medications as fast as humanly possible. Instead of setting up pharmacists to fail, we should be relying on them to provide patients with continuous, quality care. One of the many pharmacist-led service opportunities extensively studied within the Pharmapreneur Academy is chronic care management services. The reason chronic care management (CCM) is such a great opportunity is because it provides continuous, quality care and CMS says it doesn’t have to be billed under 'incident to' billing requirements. That means it can be billed under general supervision requirements (off-site - as in a community pharmacy) as long as there is a ‘relevant financial relationship’ created between the billing physician and the pharmacist. Again, not as simple as having stand-alone provider status for pharmacists at a national level, but a move in the right direction none the less. With only 9% of Medicare beneficiaries currently receiving these services, the more exciting part about CCM is that CMS is begging physicians to offer it to patients. Like TCM, however, CCM "continue[s] to be underutilized." One industry blog shares, "CMS notes that CCM is 'increasing patient and practitioner satisfaction, saving costs and enabling solo practitioners to remain in independent practice.'" What is Chronic Care Management? Chronic care management (CCM) is the oversight of patients with ongoing conditions such as diabetes, depression, and high blood pressure. Within CCM, pharmacists provide the following care plan elements:
When pharmacists are woven into the care of these patients, they can provide high-quality management of chronic conditions. It has been proven that pharmacist involvement equals better patient adherence to medications and reduction of hospital readmissions. It has been proven that pharmacists save the healthcare system money. Why then, are we still treating pharmacists as incapable of anything other than filling prescriptions quickly and accurately? Let’s Speak Up The New York Times article paints an uncomfortable picture of the current reality for pharmacists in chain establishments, but it doesn’t have to be that way. Let’s speak up and make a change now. It’s time for pharmacists to not only be set up for success within their own careers but to provide significant benefits to patients in the ways in which they are truly capable. Here’s what you can do to help:
We have an opportunity to rebuild the pharmacy practice model, but we need clear, unified messaging across all specialties and practice settings. This is not a "retail" pharmacist problem, it is a Pharmacy problem. Let us provide a unified front that represents better opportunities for patients, providers, payers, and pharmacists. To learn more about these and other pharmacist-led clinical service models and understand the value of pharmacists, visit pharmapreneuracademy.com. About Blair Thielemier, PharmD Blair is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit in partnership with the NCPA Innovation Center, is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country
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“Pharmacists in primary care can see patients in a covisit or a stand alone model in primary care RIGHT NOW, without provider status under CMS.”  Did you choose pharmacy as a career path because it was considered to be “safe?” I’ve got news for you: thanks to the explosive growth of online availability and the gig economy, paradigm shifts are happening everywhere. NO market is truly “safe” if it insists on holding onto outdated modes of thinking and operating. I thought my job was "safe", that it until my position was eliminated... These days, I believe relying on a single income stream is a riskier investment than starting a business! The job market for community pharmacists has been shrinking. Walmart has seen a 3% reduction in pharmacy staff. Walgreens is closing stores nationwide. Freds, Kroger, Kmart-- all are decreasing their investments in retail pharmacy sectors. That’s not entirely bad news, but it does require a new way of viewing our profession if we want to continue to strengthen the profession. As automation continues to replace pharmacists and technicians in retail stores, consultants pharmacists can adapt and take advantage of these market changes and create new job opportunities. We have to let go of what we thought our career would look like and build new skills to help us not only survive, but flourish during these changing times. I call this a time of Career Climate Change. To better prepare for what lies ahead, I’ve put together three predictions for the next ten years of pharmacy. The key is to not get bogged down by fear or wait for these changes to happen TO you, but rather to use these predictions as incentive to become proactive CONSULTANT PHARMACISTS, prepared for entrepreneurship and the marketing of your skills. Prediction #1: Dispensing will become increasingly automated and there will be less demand for pharmacists in retail settings. With Amazon entering into pharmacy, we are seeing the beginnings of what is to come. Demand is steadily decreasing for a pharmacist in a brick and mortar store, when many consumers are choosing to have their prescriptions conveniently delivered at home. I also expect technology, like Artificial Intelligence and 3D Printing, to be integrated into the pharmacy dispensing process in the near future as well. Remember, though, Amazon first started with books, and the bookstore isn’t dead by any means, it just looks much different for consumers today who are choosing digital and audiobooks. Amazon itself adapted to be more than just a place to buy and sell books-- and so should pharmacy. Pharmacists are so much more than just bodies putting pills in a bottle. What we have to do is educate ourselves and others about the value a pharmacist can add. To be successful, we must change the PERCEPTION of pharmacists. Prediction #2: Pharmacists will dominate the preventative services niche. There’s a trend occurring right now in holistic and functional medicine. While many physicians don’t currently embrace alternative methodologies of therapy, patients are seeking out these treatment options nonetheless. Ask any pharmacist about a common symptom (take constipation for example), and you’ll likely hear five non-drug, lifestyle modification recommendations before they’ll actually suggest an OTC drug. The pharmacist, with their foundational knowledge of biochemistry, medicinal chemistry, pathophysiology, pharmacokinetics and pharmacology, can act as an interpreter for FDA-approved products with huge bodies of evidence, as well as for herbals, supplements and natural products where results must be inferred from much smaller studies. The pharmacist can be the bridge that embraces alternative options, and helps the patient and physician navigate these treatments. This keeps the door open for patients who are seeking a more holistic approach, but still need or want the supervision of a physician (and may keep some patients from completely abandoning Western medicine altogether). Again, to be successful, we must change the PERCEPTION of pharmacists. Prediction #3: A large part of pharmacy revenue and pharmacists salary will be based around clinical services, with medication therapy management being at the epicenter. It used to just be physicians only working in primary care. Today, you’re just as likely to see a physician’s assistant or nurse practitioner for a sick visit. The next addition to the primary care model should be the consultant pharmacist. In one evaluation of a family medicine practice, covisits generated an additional $4924.41 in 14 half-days or $158,291.04 over 1 year when compared with physician billing alone. Compared with separate visits, the covisit model increased estimated clinic revenue by $2757.89 over 14 half-days and $88,646.47 over 1 year. “Pharmacists in primary care can see patients in a covisit or a stand alone model in primary care RIGHT NOW, without provider status under CMS.” My vision in the next 10 years is to have pharmacists in primary care as commonplace as APNs or PAs. This business model, described in detail in the Pharmapreneur Academy e-Courses, is one we can show provides a solid ROI for payers and physicians. So what next? If you agree that this is the direction the profession is heading, you can't keep doing things the same way. To ensure future stability and success, you’ll need to shift from an “employee” mindset to one of being a Pharmapreneur. That means advancing your skillset in order to monetize untapped opportunities, either in your current role, your next position-- or by starting your own consulting practice. The #1 thing that holds pharmacists back from making this change is they aren’t sure where to start and how to position themselves. This is something I have been teaching pharmacists to do for the last 5 years through business coaching in the Pharmapreneur Academy Community. Hundreds of pharmacists have implemented these techniques and found ways to increase demand for their services, basically eliminating their fear around Career Climate Change because they now know how to talk about their value. Want to learn more about my predictions and how to prepare for the future as a Pharmapreneur? This replay of my most recent webinar is a good place to start. AuthorBlair Thielemier, PharmD is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit, is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country. Things are in full swing for the holidays and I hope 2019 has been a fantastic year for you!
I enjoy looking back and celebrating past accomplishments while also putting together my plans and goals for the following year. Here's a few highlights from 2019:
As a clinical pharmacist, you may be thinking about making the jump from your 9-5 to being an entrepreneur — especially with a new year (and new beginnings) around the corner. If you are, I have one piece of advice: don't jump in over your head. You can snuff out even the most promising budding business by taking too "healthy” a salary right away. I saw this question in one of my pharmacist groups today: "How do I transition out of retail pharmacy and still make a six-figure salary?" My answer: do the "un-fun" things first. Sacrifice time by building a side business in your area of interest. Whatever income you bring in during the first few years should be mostly reinvested into: 1) the business 2) your financial health Focusing solely on getting to "six figures" in business is a goal, but one that doesn't usually happen overnight. Stay in your role while building your side business, until you are ready financially, emotionally and mentally to transition out and into entrepreneurship. If you are ready to learn more about how to navigate that transition, join us on Jan. 5 for our LIVE webinar exploring the three predictions for pharmacy practice from 2020 to 2030: pharmapreneuracademy.com/live I truly appreciate your presence here and I'd love to take a minute today, to share a bit about what I have planned for you and this Community in 2020. For our Pharmapreneur Community followers, we have planned:
We also strive to get the best results possible for our Pharmapreneur Academy members, which means continuing to provide the best information on business and marketing on clinical services that is available. We've been committed to helping pharmacists to "think like entrepreneurs" since 2015. In 2020, we are continuing to focus in on business models for consultants pharmacists and helping improve our business skills. For our Exclusive Members-Only Trainings, we have scheduled:
Remember, this is all INCLUDED in your Pharmapreneur Academy membership. If you want to save BIG IN 2020 be sure to upgrade to the Annual Membership and save on your membership! Remember you have until December 31st to make tax deductible business expenses for 2019. AuthorBlair Thielemier, PharmD is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit, is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country.  If you've been following me for a while, you know my personal health journey really started up after the birth of my son. First a DTC genetic test, then pharmacogenomic testing, then nutrigenomic, epigenetic, blood testing and on and on. You know me, always the guinea pig! Anyways, I've always wanted to learn more about Functional Medicine, but the certifications out there were always...well cost prohibitive. I mean, I'm interested in Functional Medicine, but not $15,000 INTERESTED, right!? That's why I was so excited when my friend Melody Hartzler told me she was planning the Functional Medicine Continuing Education Virtual Symposium on November 9th, 2019. And even better than providing a great foundation for Functional Medicine principles is that its accredited for up to 7 hours of CE for pharmacists!  Also, since you are a part of the Pharmapreneur Academy Community, they are offering you a 10% discount using the Coupon Code: academy just for using my link. And finally, my favorite part, is I can watch from the comfort of my own home. The fun starts LIVE on Saturday, November 9th, but (in full disclosure) I upgraded so I could access the Video Recordings anytime because #momlife So if you're interested, check out the all the topics and speakers at FunctionalMedicineCE.com and use the coupon code: academy for 10% off. (This post contains some affiliate links and I earn a small commission if you choose to purchase a ticket through my link. You may contact me for more information about referral links, as always, I only recommend products that I actually use.) AuthorBlair Thielemier, PharmD is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit, is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country. Businessese.com (my go-to resource for all my legal contracts) is having a HUGE SALE that I thought you may be interested in! From now until November 4th, you can save 50% off of every single item in the Businessese store. All you need to do is use the code pharmd50 at checkout. This includes the Customizable DIY Legal Templates for Pharmacy Consultants that we put together at Businessese.com/pharmd
If you aren't sure which one you need, you can check out Danielle's Masterclass on "Scripts for Success: Legal Forms for Pharmapreneurs". Here are a few other items from the Businessese site that I personally use in my business:
It feels GOOD to have your legal needs sorted out, so stock up during the Businessese annual sale and use code pharmd50 at checkout to save 50% on any purchase you make. Remember, this code is only good through Monday, November 4, 2019. As always, if you have questions on what product might be the best fit for you, email Danielle and her team at questions@businessese.com (This email contains some affiliate links and I earn a small commission if you choose to purchase a legal form through my link. You may contact me for more information about referral links, as always, I only recommend products that I actually use.) AuthorBlair Thielemier, PharmD is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country.  Last week, we talked about guiding a conversation from polite interest to pitching your business on the Patient Pay Path. Today, we’re talking about the consultant pharmacist who is focusing in on the Physician’s Office Pathway in the Business Blueprint. Here is the scenario: ⇢ Consultant Pharmacist works closely with Physician A in the hospital. After treatment rounds, Physician A is thanking the pharmacist for input and a job well done, and the pharmacist casually mentions their new consulting business venture. ⇢ When Physician A seems interested and asks how the Consultant Pharmacist could help them in their private practice, they aren’t sure what to say. ⇢ In a panic, they begin running through 101 ways they could work with a patient. ⇢ As the pharmacist is talking, Physician A thinks, "That sounds great, but that would probably cost a lot of money." ⇢ Physician A asks no further questions and wishes the pharmacist the best of luck. ⇢ The pharmacist leaves wondering if they should go home and make a business card to hand Physician A next time they see them. What went wrong here? Without realizing in, the consultant pharmacist blew an opportunity for new business because he or she wasn’t prepared with a concise response. Has this happened to you? If it has, don’t worry! What you can do better next time: When the Physician A seems interested, the pharmacist should instead begins with a succinct Elevator Pitch that focuses on how they help private practice physicians be more profitable and productive. Physician A says, "Wow thats great, I'm a hospitalist, but my buddy owns his own practice and I think he'd be interested!" Physician A then offers to connect the consultant pharmacist with Physician B. The pharmacist uses the "follow-up script" from the Start the Conversation module in the Pharmapreneur's Business Blueprint and has a meeting with Physician B scheduled within a few weeks. The pharmacist is excited and confident in pitching their services to Physician B and finally feel ready for their first "Yes!" What can we learn? The second situation led to a referral because the Consultant Pharmacist had prepared their Elevator Pitch the right way. In a different situation, maybe Physician A is interested! The primary takeaway is that we should keep things short and to-the-point to allow for easy conversation that will lead to profitable opportunities! If you're finding yourself struggling with the sales conversation, the Pharmapreneur Academy is hosting a free live training on October 27th at 8pm. Register for the last call of the year here! AuthorBlair is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit in partnership with the NCPA Innovation Center, is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country. How to Guide Conversation from Polite Interest to Pitching Your Business on the Patient Pay Path10/10/2019 
"[The Business Blueprint] really did [help]! Have you ever experienced this scenario? You’re at a party and someone asks what you do for a living. After casually outlining your business, the person expresses interest in what you’re doing and asks to learn more. You feel like a deer in headlights. What do you say? I’ll tell you what usually happens with most new consultant pharmacists! They give the well-meaning person the most accurate description of every service they could possibly offer, followed by a recap of their career experience from graduation to present while the party goer stands glassy eyed and looking for the exits ... Obviously, this is exactly the WRONG way to approach the "Elevator Pitch.” Pharmacists ask me all the time how to confidently 'sell' their services without feeling pushy or salesly... Overhead by a Pharmapreneur Academy member, "[The Business Blueprint], it really did [help]! I would have looked like a total fool if I would have did a hard pitch to him. Also, it allowed for more of a conversation rather than a dynamic where it seemed as though I was just trying to sell him something." Here’s how I recommend guiding the conversation in the direction you want it to go! First know this: Your potential client isn't trying to vet your expertise at this point, they are trying to decide if they — or someone they know — can benefit from your services. Creating a succinct, Elevator Pitch helps to quickly articulate:
When you feel like you're getting off track or rambling about your services and you start to see a glazed look, you know you're off track. So, how do you get back on track after this faux-pas? Get things back where they should be by reminding yourself: "What this person is really wondering is what is in this for them." Then, if they seem interested in moving to the next "phase" of the relationship, provide a convenient option to follow up with them. Example: "Sounds like you'd likely benefit from this service, would you like to set up a call/email/etc. next week and continue our conversation?" HINT: At this point you should get their number/email/etc. and not leave it up to them to make the first move. Was this tip helpful? If it was, know that the Pharmapreneur's Business Blueprint gives you a step-by-step framework for creating an Elevator Pitch to help the potential client immediately identify if they are a good fit for your service, easy to use scripts for Pitching Your Services and strategies for Closing the Sale. You can also join the Pharmapreneur Academy's next live call Sunday, October 27th at 8pmCT at btpharmacyconsulting.com/webinars1! AuthorBlair is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit, is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country. We recently completed our second annual Female Pharmapreneur's Retreat and Mastermind at the fabulous Red Rock Resort in Las Vegas, Nevada! Masterminding is a concept made famous by Napoleon Hill's classic "How to Think and Grow Rich". Wikipedia describes Masterminding as... "A peer-to-peer mentoring concept used to help members solve their problems with input and advice from the other group members. The concept was coined in 1925 by author Napoleon Hill in his book The Law of Success, and described in more detail in his 1937 book, Think and Grow Rich. In his books, Hill discussed the idea of the Master Mind, which referred to two or more people coming together in harmony to solve problems." Recently, small business owners have taken this concept to a whole new level in the "facilitated Mastermind". A facilitated Mastermind is a formal meeting of entrepreneurs who come together to help each other with their businesses. The best facilitated Masterminds are between 6 & 8 people, diverse enough to support each others strengths and weaknesses and homogeneous enough so that the business owners are at similar points in their business journey. I, myself, have been involved in Masterminds throughout my business journey. In 2016, I participated in a 6 month Mastermind with other women with online businesses. In 2017, I participated in a 9 month Mastermind with other women with 6-figure businesses which were both online and brick and mortar. And this year in 2019, I've participated in a Mastermind that combines in-person and virtual retreats. Pharmacy's First Formal Mastermind Event The Female Pharmapreneur Mastermind & Retreat is pharmacy's first (to my knowledge) facilitated Mastermind ever. Represented by our group of 9 women were 7 states: Arkansas, Florida, Ohio, Nevada, Georgia, Pennsylvania and D.C. Also represented was various specialties, from diabetes education to health and fitness to pharmacogenomic testing to health systems. It was truly a very special group and something I hope to offer again in the near future. Upon completion of the Workshop, each attendee was presented with their own remind of how they are the Visionary of their business. Also, we committed to staying focused on actions that move us closer to those goals and give us permission to say "NO" to opportunities that don't align with those goals. As we nine women gathered together, we felt the power of diverse backgrounds, diverse ways of thinking and the collective power of the Master Mind. It was truly a magical experience and something I plan to offer again in 2020. If you're interested in our next event, let me know and I'll add you to our waiting list. To stay in contact with all the happenings in the Pharmapreneur Academy Community join our mailing list at BTPharmacyConsulting.com/Newsletter AuthorBlair Green Thielemier, PharmD is an independent consultant pharmacist living in Arkansas with her husband and two children. Her latest project is the host and producer of pharmacy’s first virtual conference, the Elevate Pharmacy Virtual Summit in partnership with the NCPA Innovation Center. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She is the author of How to Build a Pharmacy Consulting Business and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country. More information about Dr. Thielemier can be found on her website. Q: How can I be assertive, but not too pushy when providers seem skeptical about my services?7/22/2019 "When you learn to flip the conversation from 'you pitching' to one of 'you learning about the other person', it feels so much more natural. Yesterday, I asked on LinkedIn, "What questions do you have about Starting Conversations about the value of pharmacist-led clinical services?" I got several great questions about sample scripts and ROI for pharmacist services. One of the commenters, Lydia, asked a great question.... How can I be assertive, but not too pushy when providers seem skeptical about my services? I answered her question on the 37 minute mark on the video, but my short answer would be that people don't like being "sold at" and the fastest way to make someone to feel that way is to go in telling them exactly what you think they need. The other day someone I'd connected with on LinkedIn for all of about 5 minutes asked me for a phone call to "share an opportunity that would greatly benefit me". The reason it doesn't feel good to sell that way is because you really have no way of knowing if your 'opportunity' would actually be of interest. When you learn to flip the conversation from 'you pitching' to one of 'you learning about the other person', it feels so much more natural. In general, I don't even recommend you pitch until you have asked permission to and feel that you actually do have something of interest to offer. As an athlete growing up, I'd always heard the best offense is a great defense. In the approach I teach, you do not go in with a hard offense. You go in trying to ASSESS their needs and anticipate their challenges. In the Business Blueprint framework, we use the 4 A's to described a selling process that identifies the client's needs and then creates a custom program around those needs. The first A is Assess and we do that using an Assessment Questionnaire to help foster beginning those conversations. So really, there isn't a magical pitch or a 'convincing speech' to memorize, its about building personal relationships, having a solid understanding of what a pharmacist could offer the clinic and a step by step process for getting started. The Business Blueprint gives you the framework for creating programs that your clients WANT. Around the 60 minute mark I bring in Tara Snyder, a pharmacist currently working in a physician's office, to share about her experiences and how the Academy can help you get your programs in place faster. Here's the replay from last night's call! You'll see on the call, I made a Special Offer for Beta Members who join the Pharmapreneur Academy before Wednesday, July 24th. Join by midnight 7/24/19 and receive a free, physical copy of the Business Blueprint Workbook! 
ABOUT THE AUTHOR: Blair Green Thielemier, PharmD is an independent consultant pharmacist living in Arkansas with her husband and two children. Her latest project is the host and producer of pharmacy’s first virtual conference, the Elevate Pharmacy Virtual Summit in partnership with the NCPA Innovation Center. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She is the author of How to Build a Pharmacy Consulting Business and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country. More information about Dr. Thielemier can be found on her website.  "I just wanted to say thanks again for all your help. In the past year I've consulted for six pharmacies doing MTM work and have garnered over $25,000! It has been a great side gig for sure." Many pharmacists impacted by the recent Wal-Mart layoffs have been reaching out to me for advice. I know all too well what they’re going through having been laid off in 2014. I've freely shared about the year I lost my job and had to supplement my income by doing relief work. That year I took an unexpected $40,000 pay cut. The next year I was able to build a "side hustle" --- an MTM consulting business while also working 'prn' at various location. It was a slow build and something I wish I'd started BEFORE I actually needed it! The tough pill to swallow is that a pharmacy consulting business typically requires a time investment before it reaches maturity. You have to plant your seeds, lay the foundation, build a strategy, and get your first clients. That being said, my advice is the same for those who think they can’t wait and those feeling secure in a full-time job: PLANT YOUR SEEDS NOW. It’s worth it. Even if you’re looking for full-time employment, you can start that process now. My own consulting business took about six months to mature. If you secure a full-time job in that span, great! If you don’t, you’re building a sustainable income you can rely on. Don't just take it from me, hundreds of pharmacists have been able to build freelance consulting businesses on the side. Like Brad who said, "I just wanted to say thanks again for all your help. In the past year I've consulted for six pharmacies doing MTM work and have garnered over $25,000! It has been a great side gig for sure." Starting a freelance pharmacy consulting program has never been easier or taught in a more step-by-step way. Don't wait until you need a new income stream. Start building your side business now and give yourself some space to breathe. If you’re interested in hearing more, join me for my upcoming free webinar on July 21. I’ll share my outlook on our profession, which - thanks to my own business - is very optimistic. CLICK HERE TO REGISTER FOR THE WEBINAR AND RECEIVE A VERY SPECIAL OFFER! ABOUT THE AUTHOR: Blair Green Thielemier, PharmD is an independent consultant pharmacist living in Arkansas with her husband and two children. Her latest project is the host and producer of pharmacy’s first virtual conference, the Elevate Pharmacy Virtual Summit in partnership with the NCPA Innovation Center. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She is the author of How to Build a Pharmacy Consulting Business and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country. More information about Dr. Thielemier can be found on her website. |
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