1. SHOPS is funded by the U.S. Agency for International Development. Abt Associates leads the project in collaboration with Banyan Global Jhpiego Marie Stopes International Monitor Group O’Hanlon Health Consulting Business for Health Business Skills for Private Medical Practices Module 1: Define Your Health Practice As a Business

2. A Quick Start Welcome! While you are waiting for the class to begin, please take the Pre-Test and make sure your name is on it before you hand it to the facilitator. While you are waiting for the class to begin, please take the Pre-Test and make sure your name is on it before you hand it to the facilitator. Thank you!. 2 Business Skills for Private Medical Practices Module 1

3. Agenda Welcome Is a Health Practice a Business? Business versus Medical Imperatives The Stages of Business Development Summary and Evaluation Close Business Skills for Private Medical Practices3

4. Learning Objectives During this session, you will: 1.define what it means to be in business; 2.discuss the potential conflict between business needs and medical ethics; 3.plan how to manage this potential conflict; Business Skills for Private Medical Practices Module 14

5. Learning Objectives 4.describe the key concerns of business at different stages of development; 5.determine the current and desired stage of your business 6.discuss the next step; and 7.state your key take-away from this session. Business Skills for Private Medical Practices5

6. Introduction You will have 1 minute to introduce yourself: 1.Your name 2.Your position 3.Your business 4. How long you have been in business Business Skills for Private Medical Practices6

7. Is a Health Practice a Business? Business Skills for Private Medical Practices 7

8. Discussion Statements Business Skills for Private Medical Practices8 Statement A: My health practice should be treated as a business Statement B: My health practice should NOT be treated as a business

9. What is Your Health Practice? Business Skills for Private Medical Practices9 SectorPurposeOperational Profit or Benefit Rationale Government Organization Provide necessary public services and regulatory oversight Social Private Business Organization Provide products or services to customers Financial NGO (Non- Government Organization) Provide services to people in need, work for social transformation Welfare

10. Business versus Medical Imperatives Business Skills for Private Medical Practices 10

11. What is Your Position? Business Skills for Private Medical Practices11 Business Imperative Position: I can only treat the people who can pay for my services vs. Medical Imperative Position: I have to treat anyone who needs my services, regardless of their ability to pay

12. What Could You Do If Someone in Need Can’t Pay for Services? Business Skills for Private Medical Practices12

13. My Plan If Someone in Need Cannot Pay for Services Business Skills for Private Medical Practices13

14. The Stages of Business Development Business Skills for Private Medical Practices 14

15. The Three Stages of Business Development 1.A craft organization 2.A promotional organization 3.An administrative organization Business Skills for Private Medical Practices15

16. Which Stage of Business Development? Case A: Dr. (Mrs.) Sarah Chukwuma Her clinic is a _____________ organization Business Skills for Private Medical Practices16

17. Which Stage of Business Development? Case A: Dr. (Mrs.) Sarah Chukwuma Her clinic is a PROMOTIONAL organization Business Skills for Private Medical Practices17

18. The Promotional Organization  Owner: Limited time to provide direct services because of continual marketing and public relations activities  Structure: Simple, with everyone reporting to the leader, at least in part  Innovativeness: Exploits innovation  Growth: Rapid early growth Business Skills for Private Medical Practices18

19. Which Stage of Business Development? Case B: Dr. Donald Tunex His practice is a _____________ organization Business Skills for Private Medical Practices19

20. Which Stage of Business Development? Case B: Dr. Donald Tunex His practice is an ADMINISTRATIVE organization Business Skills for Private Medical Practices20

21. The Administrative Organization  Owner: Far removed from providing direct services to clients because busy leading the business  Structure: Departments and levels of the organization are identified.  Innovativeness: Develop products or services rather than major innovation  Growth: Grow over time Business Skills for Private Medical Practices21

22. Which Stage of Business Development? Case C: Dr. Abdullah Taore His hospital is a _________________ organization Business Skills for Private Medical Practices22

23. Which Stage of Business Development? Case C: Dr. Abdullah Taore His hospital is a CRAFT organization Business Skills for Private Medical Practices23

24. The Craft Organization  Owner: Provides direct services to clients  Structure: Levels of power: (1) official family, (2) trusted employee group, and (3) transient group  Innovativeness: Very little  Growth: Stable Business Skills for Private Medical Practices24

25. Where Does Your Business Fit- and Is That Enough? Where Does Your Business Fit- and Is That Enough? 1.My business is currently a _________ organization. 2.I __ am ___ am not satisfied with being at this stage of business development. 3.[If not satisfied] I would like to see my business grow into a ______________ organization. Business Skills for Private Medical Practices25

26. Summary and Evaluation Business Skills for Private Medical Practices 26

27. The Next Step Ask your employees: 1.How do you think we should handle people in need who cannot pay for our services? 2.How well do you feel that the current structure of the business is working? 3.Any constructive suggestions regarding what we can do to improve our efficiency and effectiveness? Business Skills for Private Medical Practices27

28. Let’s See How Much You’ve Learned Please take the Post-Test. We will compare it to your Pre-Test to see how much you’ve learned in this session. Thank you. Business Skills for Private Medical Practices28

29. My Key Take-Away Business Skills for Private Medical Practices29

30. Evaluation Sheet Business Skills for Private Medical Practices30