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Site Index Associate Know-how Associate blog: Doctor production gone wrong While the production model is supposed to encourage doctors to take on challenges and go beyond the call of duty, Dr. Andrew Rollo worries that greed and pettiness can ruin the working environment and harbor ill will. Tips for women on work-life balance You can't do it all. But a speaker at this year's AVMA conference has seven steps to help you do what's most important. AVMA coverage: State boards and standards of care A veterinary specialist asks tough questions and offers advice to practitioners on good habits to survive licensing board investigations. Case studies: 3 niche practice models Explore three niche practice models: mobile, relief, and shelter medicine Career: It's a matter of choice Veterinary students can choose many career paths upon graduation and with severe shortages in some areas, it might be worth taking a look at the road less traveled. How associates can ride out the recession You're an integral part of your practice's finances, whether you own the practice or not. Associate life: Welcome to the circus See how these four associates walk the work tightrope while juggling personal lives and kids. Associates: How to find your perfect practice Lots of practices are searching for associates. Use these tips to help them find you. How to make your associates hate you Watch how you treat your associates—you may be grooming them to resent you.  MORE ARTICLES Associate Management Dental disinterest of new associates Q. It seems like recent veterinary school graduates aren't interested in dentistry. Why this lack of interest among my associates, and how do I overcome it? Nailing down a noncompete What time frame is valid for a noncompete clause in an associate's contract? What distance from my practice do I use as a boundary? See associate veterinarian compensation ranges by practice type Clueless about compensation ranges? Check out this chart. Get a clue: Associate compensation Owners and associates want to know the truth, but often each side is mired in mystery. Calculate associate pay with this formula Compensation: Case closed. Solve the mystery with this sample calculation. Owners: Pique associates' interest Dr. Brent Cook, the co-owner of Kingsbrook Animal Hospital in Frederick, Md., learned firsthand that helping his associates become comfortable with a new equipment purchase is key. 7 strategies for finding and keeping great associates Good associates are rarer than hen's teeth, so how do you attract them to your cozy practice and keep them? Starting an associate on ProSal Q. My associate earns 22.5 percent of her total production. Of that, about 17 percent is wages and the remainder is fringe benefits. She also receives a bonus. How can I switch her to ProSal without giving away the farm? Get it in writing I'm an expert witness for a practice owner who is being sued by two former associate doctors. What caused this litigation? Poor communication and a contract written on a napkin.  MORE ARTICLES Book Store Pet lovers read on Veterinary Economics Editorial Advisory Board member Dr. Marty Becker and other authors of "Chicken Soup for the Pet Lover's Soul" and "Chicken Soup for the Cat and Dog Lover's Soul" will release two new books on Oct. 11: "Chicken Soup for the Dog Lover's Soul" and "Chicken Soup for the Cat Lover's Soul.".  MORE ARTICLES Building the Bond Video: 'You won't let my pet die, will you?' Tips on talking to clients when they ask a tough question before a procedure from Veterinary Economics Editorial Advisory Board member Dr. Jim Kramer, CVPM. Client relations secret from Marty Becker at CVC in Kansas City What you say in the first 10 seconds can make or break a client bond. An old dog's last stand Love for a feeble, weathered Labrador came quickly for this veterinarian. House of the dead I had just come in from a walk when my phone rang. As any veterinarian knows, getting a call this late at night could mean only one thing: a sick animal. Did Father know best? Probably not, but I learned better client care when my dad ignored my advice and picked a pet with his heart—not his head. A loyal pup who never forgot Mom This surprise visitor taught one girl—and future veterinarian—that sorrow and sympathy aren't just human emotions. Hanging tough You never know what you're going to see in practice—it can be a real mixed bag. Life, love, loss Saying goodbye is never easy. And you face this undeniable fact of life every day. The upside: You're in a position to ease your clients through the grieving process and help them celebrate the pets they love. Puppy parties bond patients to practice Dogs can't wait to get through the front door of Chanhassen Veterinary Clinic in Chanhassen, Minn. For 12 years, the clinic has been throwing free puppy parties in its reception area.  MORE ARTICLES Buying and Selling Financing a start-up mobile practice I'm a mobile practitioner hoping to start my own practice. How can I find a lender who will work with me? Get a loan without a hefty down payment The Small Business Administration makes it easier than ever for veterinarians to secure financing. Video: Dr. Ross Clark explains why now is the best time to build a hospital Hear why Veterinary Economics Practice Management editor Dr. Ross Clark says the next few months are the prime time to invest in veterinary medicine. Plan for your practice's future today Whether you're looking to sell your practice or reposition it for the long haul, you'll find the advice you need at Veterinary Economics' Progress in Practice seminars Nov. 4-5 at CVC San Diego. The best U.S. cities for business opportunities Whether you're starting out or starting over, consider relocating to these cities for business opportunities. The amorphous buy-in offer One of the more stressful times in a veterinarian's employment relationship is contract-signing or contract-renewal time. Write the great American loan proposal Every veterinarian wants to write it. Here's a guide to teach you what it takes to pen a brilliant loan proposal. Buying capital equipment (Sponsored by Intervet/Schering-Plough Animal Health) There are lots of reasons for buying equipment. But whenever you contemplate a significant purchase, you should always be thinking about the return on investment (ROI). Video: Economy causes buyers and sellers to struggle Tom McFerson, CPA, offers advice to veterinarians looking to buy or sell a practice during tough times.  MORE ARTICLES Case Study Case study: Investing in overnight care pays off "Clients like to know their pets will be taken care of by doctors they know and trust in an emergency, so having a doctor on staff 24 hours a day just makes sense to us," says Dr. Tom Nelson, co-owner of Animal Medical Center in Anniston, Ala. "Besides, the nearest emergency clinic is 60 miles away." Case study: Tours build the bond Hospital tours attract new clients and cement your bond with existing ones. "We like to take the mystery away," says Dr. Lisa Barlow of Centennial Valley Animal Hospital PC in Louisville, Colo. "We think hospital tours help clients feel better about leaving their pets here." Case study: Visiting specialist wins clients and revenue Dr. Brad Rosonke, owner of Hillside Animal Hospital in Scottsdale, Ariz., has little interest in dentistry. But he knows that offering dental services means better care. His solution: Hire a dental resident. Case study: Senior testing education enhances care and compliance Dr. Daniel Brod, co-owner of Deer Creek Animal Hospital in Littleton, Colo., says that in about one of every four senior dogs he tests, he identifies early disease processes, such as renal, liver, or thyroid disease?that's about 15 percent higher than in younger dogs at his practice. And he sees similar results in his feline patients. So the benefits of testing are clear. And his team took just a few steps that helped to increase compliance. Staff training program increases heartworm preventive compliance You know how important heartworm preventive is and likely prefer clients buy 12 months worth of preventive at once, so they don't delay when they need more and risk the pet's health. After sending a practice manager to an AAHA pilot program on compliance in 2003, Suburban Animal Clinic in Columbus, Ohio, implemented a few changes to increase 12-month heartworm preventive compliance. Case study: Boosting repeat visits and dental care Reminders and increased client education lead to improved care at this Florida practice. Case Study: Upscale Boarding Keeps Pets and Owners Happy "I didn't like boarding my dog in a little cage," says Dr. Henry Inglesby, owner of Suwanee Pet Suites and Animal Care Center in Suwanee, Ga. Assuming other vacationing dog owners also hated the thought of leaving their precious canines in tight quarters, he decided to replace the cramped cages. Case Study: Tap Retired Workers to Make Callbacks For 12 years, Dr. Steve Bishop and his crew at Animal Care Hospital in Phoenix have been tapping the retired population to make callbacks in the early evening. Doing so frees time for receptionists to work on other jobs, he says. "Plus, the hourly pay is less than for a receptionist, and the workers are more flexible with their time." Case Study: Hip Screenings may Help Improve Quality of Live During a continuing education meeting held by local orthopedic specialists, Dr. Mike McLaughlin, owner of Animal Medical Center of Cumming, in Cumming, Ga., was intrigued about a surgical procedure called TPO, or triple pelvic osteotomy. He heard the specialists say that some large-breed dogs with hip dysplasia can enjoy an improved quality of life, or at least a slowed disease progression, by undergoing TPO.  MORE ARTICLES Client Communication November is Pet Diabetes Month Do your clients know how to recognize the signs of pet diabetes? Teach clients to settle upset stomachs Pet motion sickness doesn't have to ruin your clients' travel plans. How to respond to client fears about feline diabetes Ward off client worries about feline diabetes in the first few minutes after diagnosis. Hand-write your reminders to bond with clients Clients will be impressed when you take the time to put pen to paper. Talking to clients about Cushing's Use these communication techniques to talk about a chronic but treatable disease like Cushing's. Video: 'You won't let my pet die, will you?' Tips on talking to clients when they ask a tough question before a procedure from Veterinary Economics Editorial Advisory Board member Dr. Jim Kramer, CVPM. Dr. Kevin Fitzgerald: What happens when you assume Dr. Kevin Fitzgerald reminds us not to make assumptions about clients. Top 10 human medical conditions that affect pets From allergies to acne, pets often suffer from the same conditions as their owners. A handout for healthy teeth This practice fills clients in on their pets' dental health. See how doctors boosted compliance—and how you can, too.  MORE ARTICLES Client Education November is Pet Diabetes Month Do your clients know how to recognize the signs of pet diabetes? Teach clients to settle upset stomachs Pet motion sickness doesn't have to ruin your clients' travel plans. How to respond to client fears about feline diabetes Ward off client worries about feline diabetes in the first few minutes after diagnosis. Talk up proactive parasite prevention Here are four tips to help if your flea, tick, and heartworm product sales and client compliance don't match up to these Well-Managed Practices. Client pet medication reminder handout Download and share this PDF handout to help clients remember to administer medications to pets at home. Feline diabetes client handout Download and share this handout as a PDF or customizable Word document to reassure worried clients that feline diabetes is a chronic but treatable condition. Health coverage goes to the dogs Cats represent only 10 percent of insured pets in America. Can my pet get H1N1? Answer clients' biggest flu question with confidence. National Breast Cancer Awareness Month is for pets too Spread the word to educate clients on the deadly disease.  MORE ARTICLES Client Relations November is Pet Diabetes Month Do your clients know how to recognize the signs of pet diabetes? Talking to clients about Cushing's Use these communication techniques to talk about a chronic but treatable disease like Cushing's. Teach clients to settle upset stomachs Pet motion sickness doesn't have to ruin your clients' travel plans. Hand-write your reminders to bond with clients Clients will be impressed when you take the time to put pen to paper. How to respond to client fears about feline diabetes Ward off client worries about feline diabetes in the first few minutes after diagnosis. The psychology of client waiting Most veterinary clients expect a brief wait. But keep them waiting too long and you risk losing their business. Arizona hospital puts clients first Ross Lirtzman, DVM, Dipl. ACVS, wanted to make a statement with his new specialty practice in Scottsdale, Ariz. Everything was taken into account to make clients and patients feel relaxed, much like in a modern human doctor's office or hospital. Talk up proactive parasite prevention Here are four tips to help if your flea, tick, and heartworm product sales and client compliance don't match up to these Well-Managed Practices. Case Study: How I bond clients to my practice I want my clients to be personally invested in my practice. Here's what I do to better communicate my practice mission.  MORE ARTICLES Client Service Hand-write your reminders to bond with clients Clients will be impressed when you take the time to put pen to paper. Case Study: How I bond clients to my practice I want my clients to be personally invested in my practice. Here's what I do to better communicate my practice mission. The psychology of client waiting Most veterinary clients expect a brief wait. But keep them waiting too long and you risk losing their business. Teach clients to settle upset stomachs Pet motion sickness doesn't have to ruin your clients' travel plans. Health coverage goes to the dogs Cats represent only 10 percent of insured pets in America. Can my pet get H1N1? Answer clients' biggest flu question with confidence. National Breast Cancer Awareness Month is for pets too Spread the word to educate clients on the deadly disease. Dr. Kevin Fitzgerald: What happens when you assume Dr. Kevin Fitzgerald reminds us not to make assumptions about clients. A handout for healthy teeth This practice fills clients in on their pets' dental health. See how doctors boosted compliance—and how you can, too.  MORE ARTICLES Doctor Communication Referral form Avoid miscommunication and use this referral form to help improve patient care. Extensive veterinary directory now online No more thumbing through the phone book. An online index puts veterinary contacts right at your fingertips. Delegation: Do it right Managers: You need to delegate more. Here's how to do it right. Dr. Kevin Fitzgerald: Be a better you In the veterinary world, integrity is everything. CVC Kansas City: Your chance to network Learn outside the classroom setting. The amorphous buy-in offer One of the more stressful times in a veterinarian's employment relationship is contract-signing or contract-renewal time. Commentary: Think twice before criticizing a colleague Badmouthing our colleagues in front of clients paints a bad picture. Dr. Oscar the grouch When doctors turn sour, be sweet. The next wave of veterinarians Learn what the new generation thinks of the challenges that await them.  MORE ARTICLES Equine Solutions Client handout: 5 tips to help you prepare for a new horse Horse ownership carries its share of responsibilities. Help clients give their horses the best care with this handout. Equine discounts: A real-life case study Sometimes discounts can do wonders for veterinary practices. Other times, they fail miserably. One equine practitioner has experienced both scenarios. Can discounts work for your equine practice? Do you discount your services or focus on other ways to keep clients coming back? Two equine practice experts weigh in. Make friends when you make referrals Good communication and no-poaching policies can turn competitors into fans. Make your equine practice eco-friendly Going green doesn't have to cost a lot. Here are 7 small—and 4 big—ways to go green without spending a lot of green. Digital radiography fee-setting spreadsheet Use this form to see how your current DR fees stack up. Stationary vs. ambulatory: Your place or mine, Doc? Consider two crucial factors when you're deciding between an ambulatory or stationary equine practice. Manage horse owners' misinformation What to do when a client shows up with a diagnosis from the Internet. How to give horse owners information Your clients look to you for medical knowledge—so give it to them.  MORE ARTICLES Ethics AVMA coverage: State boards and standards of care A veterinary specialist asks tough questions and offers advice to practitioners on good habits to survive licensing board investigations. The shelter dilemma Everyone can start to break the impasse between private practitioners and shelters by listening. Unsupervised ordering raises ethical questions I own a small animal practice, and I discovered that my hospital manager and associate have been ordering equine products through my clinic. I like that I can help them by getting products at wholesale, but I worry about my liability since I don't treat horses. Is this legal? Business ethics Solid business ethics can help you establish a profitable, successful practice. And your clients will see your good side, too. Here are seven principles of admirable business ethics: Addressing the responsibilities microchips raise We took in a boarder from a longtime, good client, who said the pet was a stray that he acquired from the local groomer. During our exam, we found a microchip and were able to locate and contact the original owner, who said the dog had been stolen about six weeks earlier. What are our rights and responsibilities in situations like this? Provide employees with places to go It's essential to tell team members who they can turn to--besides you--when they encounter a confusing ethical situation. Pet botox ban West Hollywood, Calif., is trying to ban cosmetic surgery on animals, including tail docking, de-fanging, ear cropping, and botox for noncurative reasons. Was it an error? The answer is often colored by preconceived notions, according to a study published in the American Journal of Nursing. When adverse events fall in the realm of nursing they're likely to be reported as errors. When they're associated with physicians, they're apt to be viewed as differences in "clinical judgement" or a "variation in practice." Ethical recommendations that work Think you're communicating--and selling--your services effectively? Here are some key points to consider to help you make powerful and persuasive recommendations to your clients  MORE ARTICLES Expenses 5 reasons you should use a payroll service In a time when cutbacks are necessary, don't skimp on this valuable commodity. BizQuiz: Where does the money go? Test your financial knowledge with this short quiz, and find out if you really know where the money goes. You've got to spend money to make money A Florida veterinarian is showing high returns on her "radical" ideas. Health-care reform: what it means to practice owners, associates Several new health-care reform bills are circulating and require individuals to carry insurance and businesses to offer it. A look at three of the leading ones and how they would impact veterinary practice owners and associates. Q&A: Make smart purchasing decisions How can we make sure we're buying high-quality equipment and medical supplies? Manufacturers' materials don't always tell the whole story. Minimum wage increase should have minimum impact Veterinary practice owners likely won't see much of an impact from the latest federal minimum wage increase. Now's the time to overcome your technophobia Rethink your strategy to using technology in your practice, and things might run more smoothly. Want to earn $50? Submit a Practice Tip You could earn $50 if we publish your tip in an upcoming issue of Veterinary Economics. Why technology is your friend This practice cut labor costs and improved efficiency by investing in practice software.  MORE ARTICLES Features Q&A: So ... you want to be a relief doctor? Answers to questions about what it takes to become a locum tenens veterinarian. Get a clue: Associate compensation Owners and associates want to know the truth, but often each side is mired in mystery. Are women tough enough? The gender earnings gap: It's difficult to talk about. But talking—with authority—is what female vets must do to earn more. Getting through to the boss I often get calls from managers who feel like owners don't respect or listen to them. Why clients leave "The waiting area smelled of urine and pet odors." "The surroundings were dirty and depressing." Don't let these comments be from your clients. The shelter dilemma Everyone can start to break the impasse between private practitioners and shelters by listening. Who's in control? A self-serving team member may be pulling the strings at your practice. Why are you letting it happen? The R word: Recession With a possible recession looming, a wave of financially struggling clients may be cresting at your door. Are you ready? Delving into clients' minds Studies show the number of visits pet owners make to their veterinarian is declining.  MORE ARTICLES Forms for managers Client pet medication reminder handout Download and share this PDF handout to help clients remember to administer medications to pets at home. Comparing your value-based fees Use this form to help you compare your value-based fees to Well-Managed Practices'. Client attrition report Download a customizable copy of a client attrition report form. Phased training program A handy, step-by-step guide on efficiently training receptionists. Slideshow: Show clients how to clean pets' teeth See a handout adapted from the one Dr. Scott Linick, FAVD, gives to clients to teach proper toothbrushing techniques.  MORE ARTICLES Growth Center Long-term drug monitoring made easy Get your patients taking long-term meds on a plan for rechecks. Fee-setting tool: Long-term analgesic testing Are your exam fees in line with high-performing hospitals? How to ease cat pain. Bonus: It pays. Help cat owners provide a pain-free existence for their feline friends. Look but also touch Seeing is believing for clients when it comes to pet dental health at Falmouth Veterinary Hospital in Falmouth, Maine. Video touchscreens in exam rooms show clients how quickly damaging plaque can build and harden. The screens also let clients type in their e-mail address and request that the information or Web site address for the video be sent to their home. After every dental cleaning, clients watch a video on brushing. Talking teeth with timid clients What you can do to get clients on board with your dental recommendations. Educating clients about parasites A list from the Veterinary Economics archives. Worm your way into wellness visits Biannual deworming protects patients and encourages regular wellness visits. Providing pet insurance It doesn't hurt Dr. Craig Prior's feelings when a client is hesitant to take out a pet insurance policy: "I tell them, 'Try it for a year. If you don't like it, cancel it. I won't mind.'" Using software for consistent care Dr. David McGrath is owner of seven practices, and at one time they used four software programs between them. Now they all use the same system. This has allowed them to try new ideas to boost compliance, which so far have resulted in gross revenue increases of up to 50 percent. Take Dr. McGrath's lessons into account as you evaluate your own practice software—and what it can do for you.  MORE ARTICLES Hiring and firing Q&A: Giving bad employee references Tips to keep you and your practice out of trouble when giving job references. BizQuiz: Do you know the right way to fire? You're the boss. Are you prepared to handle this situation? To find out, answer the following questions about the employee termination policy recommended by Mark Opperman, CVPM. New grads make more, study longer Student debt and starting salaries are up, but new DVMs are still opting to stay in the classroom longer. Sharpen up your team with employee upscaling How to replace underachieving team members with overachievers. 6 ways to find perfect "10" employees Trust me—you have "10" employees in your town, no matter how small it is. Sample: Computer usage policy Use this sample policy to define acceptable computer behavior and outline the consequences of putting the practice at risk. Hiring tip from CVC in Kansas City: Use scenarios to find great employees Asking about strengths and weaknesses will only reveal so much information. Dig deeper to find job candidates' true capabilities. How to offer veterinary team members the benefits they want Ask team members what they want, compare local wages, and consider offering more time off Veterinary practices offer these benefits to team members A list of veterinary team member benefits by percentage of practices  MORE ARTICLES Hospital Design Bring the outdoors inside to promote better living A new study proves that nature makes people more caring. Get one-on-one hospital design consultation at CVC San Diego New this year, we've got the tips and tricks you need to build the hospital of your dreams. Colors can influence work habits Use warm colors to help your employees focus and cool colors to inspire creativity. Inside the fishbowl An open facility is more than a building design; it's a way of life at California Veterinary Specialists in Carlsbad, Calif. The doctors at this practice share space and cases in a convenient, free-flowing facility. Wide open spaces An open floor plan helps this Ohio clinic function efficiently. Stocking your new hospital This checklist covers almost everything you'll need to make opening day a success. There's even a printable PDF! Outside the box By going equine-centric, Woodford Equine Hospital in Versailles, Ky., moves into the 21st century—and creates a first-rate facility. Animal Hospital of Humble This Texas hospital is anything but modest and can boast the client growth to prove it. From the ground up A visit to the eco-friendly dream hospital of a former relief doctor.  MORE ARTICLES I Survived! 9 strategies for disaster preparation Can your veterinary practice withstand the elements? Trial by fire: coping with disaster This veterinary practice survived a devastating blaze that killed 16 patients and destroyed the building. I survived an outbreak of virulent feline calicivirus I'll never know for sure which cat first brought the disease to my clinic. But I know where I saw it first. A million-dollar growth spurt It wasn't an easy transition—half of the team quit, but profits went up.  MORE ARTICLES Industry Issues Video: Is the veterinary industry recession-proof? Veterinary consultant Mark Opperman, CVPM, discusses the industry's outlook. Hairy women a sign of a tough economy The beauty industry—once considered recession proof like the veterinary industry— is taking a hard hit. One equine veterinarian's reaction to the equine slaughter ban With too many horses and not enough homes for them, Dr. Erica Lacher—like most equine practitioners—sees slaughter as necessary. Where veterinarians fall on the equine slaughter ban Equine doctors and the AVMA oppose the U.S. ban on horse slaughter. But small animal veterinarians are divided. General practitioners vs. emergency doctors Appreciate what makes general and emergency veterinarians different. From the Veterinary Economics archives: How successful are women veterinarians? This 1969 article reveals that one of the profession's hottest conversations has been going on for quite some time. Women: You're in business Dr. Robin Downing shares her secrets to being a successful female veterinarian. Hint: She considers herself a businessperson. Women. Communication. Money We've been talking a lot here about how women talk. Are women tough enough? The gender earnings gap: It's difficult to talk about. But talking—with authority—is what female vets must do to earn more.  MORE ARTICLES Law and ethics for managers BizQuiz: Is it sexual harassment? Test yourself to see if your policies are ready for potential sexual harassment problems before they reach the court. Female bosses are 137 percent more likely to be sexually harassed at work Study shows harassment is less about sex and more about domination. Veterinary advertising regulations: What not to advertise You may think of advertisements as only Yellow Pages ads, billboards, and event sponsorships. But at the session "The regulation of veterinary advertising and promotion," at CVC Kansas City, Douglas Jack LL.B. explained that even verbal statements to clients are considered advertising in the eyes of the law. AVMA coverage: State boards and standards of care A veterinary specialist asks tough questions and offers advice to practitioners on good habits to survive licensing board investigations.  MORE ARTICLES Leadership Strategies Veterinarian is one of the 50 best jobs in America See why Money magazine ranks animal doctors at 25. Kittens in the office You can't take them all home, but you sure do want to. Commentary: Why clients drive me crazy Dr. Hilary Petit loves her clients, but they drive her crazy sometimes. Safety protocols still necessary for computerized and digital radiography Some people believe that radiation from DR or CR is not as dangerous as that from regular radiographs and that safety precautions aren't as important. They're wrong. Q&A: Giving bad employee references Tips to keep you and your practice out of trouble when giving job references. Bargaining: It takes two to play Defining the word "bargain." When we bargain for goods, we use caution to avoid being cheated, so we should be careful not to cheat others in doing business as veterinarians. Financing a start-up mobile practice I'm a mobile practitioner hoping to start my own practice. How can I find a lender who will work with me? Business360 Podcast No. 1: Regrets and mistakes Three short tips on what NOT to do in client medical records, practice building, and Web site creation. Pampered pets: Owners aren't likely to switch brands to save money Market data shows consumer spending on pet products holds steady compared to other key categories.  MORE ARTICLES Legal Ease Medical records checklist Don't find yourself with inadequate patient medical records. Use this checklist to audit your records. How to gauge your rent payment What are the rules regarding veterinary practice rent? Make Crocs extinct Are the popular shoes safe for your employees to wear to work? Salary vs. hourly pay You might be entitled to overtime pay even if you hold a degree or have "supervisor" in your title. Nailing down a noncompete What time frame is valid for a noncompete clause in an associate's contract? What distance from my practice do I use as a boundary? Leftovers and lab samples A veterinary break room is no place for urine samples and chemicals. A look at the law on smoking at veterinary clinics How business owners must balance the rights of smokers with those of nonsmokers. Does a team member on mood medication need a doctor's note? Can I question my employee who's revealed a history of mental illness and prescribed medications to control it? Rethink respirators Should our pregnant associate use a respirator during surgeries to avoid inhaling anesthetic gases?  MORE ARTICLES Managing Smart NCVEI releases benchmarking tools for specialty and emergency practices Submit your practice data now to help populate the tools and compile valuable statistics. Employee involvement leads to workplace diversity Offering programs to increase efficiency can result in a varied culture at your practice. Medical records checklist Don't find yourself with inadequate patient medical records. Use this checklist to audit your records. Signs your employees are thinking of jumping ship Here are three behaviors to look out for. Hablamos Espanol aqui? What can I do to be sure my practice is accommodating the needs of the Hispanic population? Mark your calendars to utilize finance reports Feeling a little uninformed about your veterinary practice's finances? A regular peek at daily, monthly, and annual reports can change all that. All-in-one monthly financial report Put your monthly numbers on a single sheet with this Excel document. Live from CVC Central: Can't we all just get along? Understand the root of conflict between team members in order to put a stop to it. Give your team a cut Bonuses give team members a strong incentive to succeed.  MORE ARTICLES Marketing Arizona hospital puts clients first Ross Lirtzman, DVM, Dipl. ACVS, wanted to make a statement with his new specialty practice in Scottsdale, Ariz. Everything was taken into account to make clients and patients feel relaxed, much like in a modern human doctor's office or hospital. Marketing data and solutions (part 1) Analysis of veterinary market data shows the toughest competitive factors, the most popular marketing strategies, and the move to online marketing solutions. AAHA readies for consumer advertising push on Animal Planet in 2010 Denver -- The American Animal Hospital Association plans to kick off a $1 million, eight-month consumer advertising campaign on Animal Planet in January. Pampered pets: Owners aren't likely to switch brands to save money Market data shows consumer spending on pet products holds steady compared to other key categories. Business360 Podcast No. 1: Regrets and mistakes Three short tips on what NOT to do in client medical records, practice building, and Web site creation. Banfield chief sees slow recovery for animal-health market John Payne, president and CEO of Banfield, The Pet Hospital, thinks the worst is behind but doesn't foresee a dramatic or fast recovery for the animal-health market. He addressed about 100 leaders in the veterinary medical market at the 2009 Pet Health Care Industry Summit in Portland, Ore. Make Twitter work for your practice How to attract clients in 140 characters or less. Q&A: Help pet owners navigate the Web How can we teach clients to determine what Internet information is reliable? Veterinary advertising regulations: What not to advertise You may think of advertisements as only Yellow Pages ads, billboards, and event sponsorships. But at the session "The regulation of veterinary advertising and promotion," at CVC Kansas City, Douglas Jack LL.B. explained that even verbal statements to clients are considered advertising in the eyes of the law.  MORE ARTICLES Office Efficiency Connect team members with employee intranet Keep team members up to date with this handy online tool. 5 reasons you should use a payroll service In a time when cutbacks are necessary, don't skimp on this valuable commodity. Punch-outs identify problem patients Use this strategy instead of color-coding patient records. The veterinary practice manager's role increases during hard times Every practice, whatever its size, needs a strong, reliable manager to oversee associates and staff. Once trained, he or she should have a relatively free hand to deal with all management problems as they arise. Find a place for your pamphlets Use this handy storage solution to keep brochures in one place. Get client compliance back on track The recession may have derailed your compliance numbers, but you can take steps to stay on top of your game. The 5-to-7 ratio Violate the 5-to-7 ratio at your risk. That is the ratio between a veterinary practice's gross revenue and the cost of paraprofessional staff. Anything outside that ratio is bad for the practice. Your role with referrals What can team members do to help veterinarians as they refer more cases? Now's the time to overcome your technophobia Rethink your strategy to using technology in your practice, and things might run more smoothly.  MORE ARTICLES Ownership Issues Marketing data and solutions (part 1) Analysis of veterinary market data shows the toughest competitive factors, the most popular marketing strategies, and the move to online marketing solutions. BizQuiz: Is it sexual harassment? Test yourself to see if your policies are ready for potential sexual harassment problems before they reach the court. Employee involvement leads to workplace diversity Offering programs to increase efficiency can result in a varied culture at your practice. Signs your employees are thinking of jumping ship Here are three behaviors to look out for. Live from CVC West: Let your choices and philosophy guide your practice In her Progress in Practice seminar, consultant Denise Tumblin recommended that you step back from the day to day rush and think about how you want to practice and what type of client you most want to see. Make product sales a profitable piece of your practice Clients need the products you offer to provide the care their pets need. And when it all works right, product sales benefit your bottom line, too. Live from CVC Central: Can't we all just get along? Understand the root of conflict between team members in order to put a stop to it. Firstline Live highlight: Phased training and consistency of care Regular training and clinic-wide recommendations are practice owner?s responsibility. Simple tips for your 10 greatest management challenges Here are the top 10 toughest parts of your job, in order, with advice for solving them from our Editorial Advisory Board.  MORE ARTICLES Personal Finances New grads make more, study longer Student debt and starting salaries are up, but new DVMs are still opting to stay in the classroom longer. Recession talk: We're not out of the woods yet The economy is starting to recover, but challenges linger. Men are smarter savers, survey says Study shows women behind men when it comes to financial know-how. Veterinarians and veterinary clients are hurting in this economy As we all wonder when the recession will end, you and your clients say you're feeling the hit. Case study: I'm drowning in debt Our expert shows a young veterinarian how to spend smarter and chip away at her debt. Video: How to invest in a recession It's a scary time for veterinary practice owners, but that doesn't mean you should panic. Fritz Wood, CPA, CFP, offers advice for how to invest in a recession. Video: Economy causes buyers and sellers to struggle Tom McFerson, CPA, offers advice to veterinarians looking to buy or sell a practice during tough times. Analysis: Stimulus plan changes, the 2009 forecast, and what it all means for veterinary practices The downturn is still with us, but a solid grasp of how recent changes affect you will help your practice persevere—along with a great reminder system. Five last-minute tax tips Follow these suggestions to save time—and maybe even money.  MORE ARTICLES Personal Growth How to stay optimistic in 2009 Here are seven strategies for staying positive in the gloomy economy. Catching more zzzz's will help keep colds away If you don't get enough sleep, you're more likely to get sick. Are women tough enough? The gender earnings gap: It's difficult to talk about. But talking—with authority—is what female vets must do to earn more. Female veterinarian: "Clients could hear the insecurity in my voice" When I heard that one of my clients thought she could talk me out of anything, I knew I must have seen that pet owner during my first two years of practice. Martial arts give her kicks This veterinarian will be testing for a black belt soon. Effective communication strategies for women—and men Men use banter, joking, and playful put downs to establish authority. Women try to maintain an appearance of equality, downplaying their own authority while taking the other person's reactions into account. These rituals play out with both positive and negative outcomes for veterinarians. Taking stock of stocks I'm interested in investing. What stocks should I buy? Women: Refine your roar Differences in communication styles can mean women's messages don't carry the same weight. Here's how to give statements more oomph. From exam room to starting line in eight weeks With dedication, training, and planning you can run a 5K race.  MORE ARTICLES Personnel Management Video: How to give effective feedback Dr. Amanda Donnelly, MBA, shares three tips to making the most of feedback when delegating tasks. Q&A: Giving bad employee references Tips to keep you and your practice out of trouble when giving job references. Teach your team to reinforce your recommendations Our team members aren't salespeople. How can we teach them to reinforce our recommendations to clients? Connect team members with employee intranet Keep team members up to date with this handy online tool. What makes a team strong? Successful groups share certain traits. Find out what they are and how to develop them. Dr. Kevin Fitzgerald: Encouragement is the currency of success Encourage team members to promote an environment of confidence. Bring the outdoors inside to promote better living A new study proves that nature makes people more caring. Video: Tips from the trenches on training team members Dr. Nan Boss offers advice for communicating effectively with team members. BizQuiz: Do you know the right way to fire? You're the boss. Are you prepared to handle this situation? To find out, answer the following questions about the employee termination policy recommended by Mark Opperman, CVPM.  MORE ARTICLES Personnel Solutions Bring the outdoors inside to promote better living A new study proves that nature makes people more caring. Video: Tips from the trenches on training team members Dr. Nan Boss offers advice for communicating effectively with team members. Hiring tip from CVC in Kansas City: Use scenarios to find great employees Asking about strengths and weaknesses will only reveal so much information. Dig deeper to find job candidates' true capabilities. Video: How to make team members feel respected A common complaint among veterinary team members is lack of respect in the workplace. Mark Opperman, CVPM, offers advice on how to properly communicate staff appreciation. Employees reluctant to leave hostile environments An inhospitable workplace doesn't necessarily mean a new job search for many workers. Six ways to coach your talent Now more than ever, your employees should strive for improved practice efficiency. Teach them how. Live from CVC Central: Can't we all just get along? Understand the root of conflict between team members in order to put a stop to it. Three strikes you're out! No one likes to fire people. But if you don't get rid of that problem employee, you're putting the good ones at risk. Take this approach to make this necessary evil as painless as possible. Give your team a cut Bonuses give team members a strong incentive to succeed.  MORE ARTICLES Practice Finances 5 reasons you should use a payroll service In a time when cutbacks are necessary, don't skimp on this valuable commodity. 4 tips you can take to the bank Inspire yourself—and your team—by tackling a revenue-boosting tip from 100 Well-Managed Practices nationwide. Take the tough steps needed to work, live with less The watchword in this recession is less. Clients spend less, and our bottom line takes a nosedive. We clearly need to provide for ourselves and our staff by lowering expenses. Good fees, bad fees Avoid invoices that aggravate clients. Consider these modified service codes. Stop underserving your clients Compare your medical services to Well-Managed Practices' service percentage. Financing a start-up mobile practice I'm a mobile practitioner hoping to start my own practice. How can I find a lender who will work with me? Announcing the Practice Management Overhaul winners Two practices earned the chance to turn around their fortunes. BizQuiz: Where does the money go? Test your financial knowledge with this short quiz, and find out if you really know where the money goes. Market data: Helping clients pay in difficult times (part 1) Analysis of veterinary market data shows that pet owners need payment options  MORE ARTICLES Practice Management Q&A Q&A: Find the leaders in your practice Finding the leaders within your staff can benefit your practice's efficiency and profitability. Hablamos Espanol aqui? What can I do to be sure my practice is accommodating the needs of the Hispanic population? Q&A: Rolling over a 401(k) Handling investments after a job switch. Q&A: Questions on compensation How to deal with difficult salary issues. Q&A: Internet search and rescue My practice's Web site isn't showing up on Internet search engines. Why? Q&A: How two practices become one I'm considering a merger with another local practice. How do I go about it? Dental disinterest of new associates Q. It seems like recent veterinary school graduates aren't interested in dentistry. Why this lack of interest among my associates, and how do I overcome it? Figuring out fair ProSal compensation Q. I've been at my first job for just over a year. I earn a base salary plus production and benefits. What percentage of my revenue is fair compensation? How do I increase traffic to my practice Web site? One tip: Offer giveaways printed with your Web site's address  MORE ARTICLES Professional Growth Speak up—or forever fall behind A new study says outspoken people are judged as more competent—even if they're not. Sleep helps you remember complicated tasks Did you already forget what you learned in that CE session yesterday? Get some sleep! Associates: Use these 7 mantras to fit in at any hospital I will be efficient. I will get along with my staff. I will read and study these mantras. Valuable veterinary resources on the Web Surf the Web for valuable resources to help you do your job better. It's OK to give it away Publicly document all those freebies. Women. Communication. Money We've been talking a lot here about how women talk. Effective communication strategies for women—and men Men use banter, joking, and playful put downs to establish authority. Women try to maintain an appearance of equality, downplaying their own authority while taking the other person's reactions into account. These rituals play out with both positive and negative outcomes for veterinarians. The right way to quit A team member quit recently. She gave two weeks' notice but didn't fully complete it and was supposed to train someone to take over her job duties but didn't. After being a valued team member for so long, why did she choose to leave on a sour note? Write or wrong It's 10 a.m. on Monday morning. Mrs. Hodge rushes in with her 13-year-old miniature Schnauzer, which is lethargic and vomiting. The problems began yesterday, and all Mrs. Hodge can tell you is that she's been giving her dog some kind of pill for the past week.  MORE ARTICLES Progress in Practice Live from CVC West: Let your choices and philosophy guide your practice In her Progress in Practice seminar, consultant Denise Tumblin recommended that you step back from the day to day rush and think about how you want to practice and what type of client you most want to see. A generation apart Baby boomers enjoy a position of authority in many practices, strongly influencing workplace culture. Here's an inside look at how they shape practice. Could you be a stubborn old cuss? You know you can be a little backward. But it's time to get with the times ... 'cause they are a-changin'. Making major career leaps Facing a big change in your role? The resources can help! Buying in: Are you ready? Buying into a practice could bring great opportunities or heartache. The key: Know what you're getting into.  MORE ARTICLES Revenue Announcing the Practice Management Overhaul winners Two practices earned the chance to turn around their fortunes. Good fees, bad fees Avoid invoices that aggravate clients. Consider these modified service codes. Stop underserving your clients Compare your medical services to Well-Managed Practices' service percentage. 4 tips you can take to the bank Inspire yourself—and your team—by tackling a revenue-boosting tip from 100 Well-Managed Practices nationwide. Market data: Helping clients pay in difficult times (part 1) Analysis of veterinary market data shows that pet owners need payment options You've got to spend money to make money A Florida veterinarian is showing high returns on her "radical" ideas. As we emerge from the tunnel, fees climb only slightly Consumers are still cautious, but we could be approaching the end of the recession. Fee, fi, fo, fum: Smart pricing doesn't have to be a fairy tale Bring your veterinary practice's fee structure to the next level by using a value-based strategy. Unearth your veterinary practice's financial problems Buried beneath that pile of paperwork may lie a more profitable practice. Here's how to uncover it.  MORE ARTICLES Team Communication Video: How to give effective feedback Dr. Amanda Donnelly, MBA, shares three tips to making the most of feedback when delegating tasks. Teach your team to reinforce your recommendations Our team members aren't salespeople. How can we teach them to reinforce our recommendations to clients? Dr. Kevin Fitzgerald: Encouragement is the currency of success Encourage team members to promote an environment of confidence. Video: Tips from the trenches on training team members Dr. Nan Boss offers advice for communicating effectively with team members. Managers: Take action Here are three ways to help your team work together more cohesively. Women can keep secrets for just 47 hours Most women believe they are trustworthy, but many can?t resist the temptation of revealing secrets. What the nurse shortage could mean for the veterinary industry Recent graduates are leaving the nursing field after being met with overwhelming challenges. Could your team members do the same? Female bosses are 137 percent more likely to be sexually harassed at work Study shows harassment is less about sex and more about domination. How to confront co-workers without the drama Putting issues on the table and talking about them openly isn't easy, but if you want a healthy work environment, it's necessary. To get you started, Shawn McVey, MA, MSW, shares this example.  MORE ARTICLES Technology What goes into a good Web site How do I build an effective Web site for my practice? The benefits and challenges of paperless practice What to consider before going electronic. Tips for transferring written medical records to electronic files A how-to for moving paper records to your hard drive. Paperless practice at Banfield, The Pet Hospital Dr. Kerri Marshall, MBA, knew the moment she caught of a glimpse of it that she was a fan. Lights! Camera! Meet! Our 24-hour clinic has a main office, three satellite facilities, 14 veterinarians, and 80-plus team members, so staff communication is always a challenge. In addition to a weekly newsletter, we have monthly meetings for each department and a monthly staff meeting for everyone. The paperless plunge The only thing that anyone can count on for sure in the arena of paperless veterinary practice is that the experience is different for everyone. Solar panels save on energy costs Skyrocketing energy prices and concerns about global warming prompted the owner of Middlebury Animal Hospital in Middlebury, Conn., to invest in solar energy. Using software for consistent care Dr. David McGrath is owner of seven practices, and at one time they used four software programs between them. Now they all use the same system. This has allowed them to try new ideas to boost compliance, which so far have resulted in gross revenue increases of up to 50 percent. Take Dr. McGrath's lessons into account as you evaluate your own practice software—and what it can do for you. The worst-case scenario survival handbook: Veterinary edition Hurricanes. Embezzlers. Lawsuits. If you put the proper safeguards in place, you can stay out of trouble.  MORE ARTICLES Training and motivation Video: How to give effective feedback Dr. Amanda Donnelly, MBA, shares three tips to making the most of feedback when delegating tasks. Teach your team to reinforce your recommendations Our team members aren't salespeople. How can we teach them to reinforce our recommendations to clients? Connect team members with employee intranet Keep team members up to date with this handy online tool. What makes a team strong? Successful groups share certain traits. Find out what they are and how to develop them. Dr. Kevin Fitzgerald: Encouragement is the currency of success Encourage team members to promote an environment of confidence. Bring the outdoors inside to promote better living A new study proves that nature makes people more caring. Video: Tips from the trenches on training team members Dr. Nan Boss offers advice for communicating effectively with team members. Shawn McVey's powers to be on display at CVC San Diego Spend the day with this eerily insightful management consultant as he uncovers the issues impeding your success. What it takes to deflate your career expectations If Robert Frost had had a career counselor, perhaps he would have taken the road more travelled. At least, that's what recent research suggests. Two new studies show that only when faced with harsh realities do people begin to question their picturesque view of their abilities, and opt for a more beaten-down career path.  MORE ARTICLES Vetcetera No flukes? No problem Mechanical tail and physical therapy do wonders for a Florida aquarium's star marine attraction. Your team's take on you Chances are your team is pleased with your managerial style. Hairy women a sign of a tough economy The beauty industry—once considered recession proof like the veterinary industry— is taking a hard hit. Veterinarian trains puppies with the help of teens This veterinarian gathers teens to train puppies at the shelter. More than 80 percent of employees take mental health days Top five reasons for needing a breather from work. Poster shows health of lean-fed dogs Nestle Purina PetCare is sharing the results of a canine life span study on a poster you can get free of charge. Swiss law orders pet buddy system A new law in Switzerland taking effect Sept. 1 widens animal rights laws in revolutionary ways. Consider the law's fine print: AAEP promotes annual dental exams for horses The American Association of Equine Practitioners launched an equine dental awareness campaign in April to run throughout 2008. I wannabe a vet! There's a dog on a surgical table and another on an exam room table—just like at your hospital. The difference is the dogs aren't real and the doctors are kids.  MORE ARTICLES Veterinary Economics The case for Math Whiz Barbie Culture can influence a student's math abilitie. If you can't wash your hands right, don't do it at all Without soap, no amount of scrubbing will get rid of germs. Study shows birth order matters when it comes to finances The eldest sibling is more frugal than the youngest. Extensive veterinary directory now online No more thumbing through the phone book. An online index puts veterinary contacts right at your fingertips. Arkansas officials clarify sales tax rules for veterinarians Arkansas -- Following a request from the Arkansas Veterinary Medical Association, the state Department of Finance and Administrations has issued written guidelines on sales and other tax regulations for veterinary practices. Video: Dr. Ross Clark explains why now is the best time to build a hospital Hear why Veterinary Economics Practice Management editor Dr. Ross Clark says the next few months are the prime time to invest in veterinary medicine. You've got to spend money to make money A Florida veterinarian is showing high returns on her "radical" ideas. Come in your clinic's front door to see if you're impressing clients Is your practice's face screaming: "Do not enter!" to clients walking in? How would you know? Cry me a river and we'll be friends A new study shows that tears function as an evolution-based mechanism to bring people closer together. Analysis suggests that by blurring vision, tears lower defenses signaling submission, a cry for help, and a mutual display of attachment.  MORE ARTICLES Veterinary Market Data Marketing data and solutions (part 1) Analysis of veterinary market data shows the toughest competitive factors, the most popular marketing strategies, and the move to online marketing solutions. Pampered pets: Owners aren't likely to switch brands to save money Market data shows consumer spending on pet products holds steady compared to other key categories. Market data: Helping clients pay in difficult times (part 1) Analysis of veterinary market data shows that pet owners need payment options By the numbers: Getting to know the next generation of leaders A look at associates' debt, purchasing power, interest in ownership, and more. Connect to practice benchmarks and data on financial trends in veterinary practice A close look at such financial issues facing veterinary practices, including clients' perceptions about fees, changing expenses, and competition from online pharmacies. Check out this data to learn about veterinary practices' approach to personnel management These study results illuminate issues that help a veterinary practice run smoothly, with a strong focus on personnel solutions. Connect to data about veterinary clients' knowledge and preferences These charts show who handles client education in veterinary practices, how clients see behavior issues, and more. Your links to data about the big-picture issues of veterinary practice Data on incidence of malpractice claims, veterinarians' approach to giving back to the community, veterinary income and work hours compared to human health workers', and more.  MORE ARTICLES Video Video: Tips from the trenches on training team members Dr. Nan Boss offers advice for communicating effectively with team members. Video: Dr. Ross Clark explains why now is the best time to build a hospital Hear why Veterinary Economics Practice Management editor Dr. Ross Clark says the next few months are the prime time to invest in veterinary medicine. Video: Dr. Robin Downing on women in veterinary medicine One of the profession's most successful doctors comments on women's contributions. Projectile plays in Baltimore Check out this video from the concert. Don't let weak recommendations sabotage compliance In this video, Dr. Dennis Cloud shares the advice he gives his associates to help them get clients on board with recommendations for care.  MORE ARTICLES Web Daily November is Pet Diabetes Month Do your clients know how to recognize the signs of pet diabetes? The health benefits of a recession Surprising results from a study about health and the economy. Video: How to give effective feedback Dr. Amanda Donnelly, MBA, shares three tips to making the most of feedback when delegating tasks. Veterinarian is one of the 50 best jobs in America See why Money magazine ranks animal doctors at 25. The case for Math Whiz Barbie Culture can influence a student's math abilitie. Video: Spruce up your curb appeal on a budget Veterinary design expert Wendy Wheeler gives tips for improving your facility's exterior without breaking the bank. What makes a team strong? Successful groups share certain traits. Find out what they are and how to develop them. Karyn Gavzer and Christine Merle join a cast of business experts at CVC San Diego The topic of veterinary business is an important one at CVC San Diego. If you can't wash your hands right, don't do it at all Without soap, no amount of scrubbing will get rid of germs.  MORE ARTICLES Web Exclusives All about the calories: a client handout Print this multi-page PDF to educate clients about ideal pet weights, pets' caloric needs, and the caloric content of common treats Pampered pets: Owners aren't likely to switch brands to save money Market data shows consumer spending on pet products holds steady compared to other key categories. Plan for your practice's future today Whether you're looking to sell your practice or reposition it for the long haul, you'll find the advice you need at Veterinary Economics' Progress in Practice seminars Nov. 4-5 at CVC San Diego. Veterinary Economics brings home the hardware Veterinary business magazine picks up national and regional awards for editorial and design excellence. Want to earn $50? Submit a Practice Tip You could earn $50 if we publish your tip in an upcoming issue of Veterinary Economics. Feline-friendly Web resources Links to Web resources for more on feline medicine, practice tips, and news. Client attrition report Download a customizable copy of a client attrition report form. Companion Animal Parasite Council's guidelines on parasite protocols for veterinarians The CAPC provides its complete practice protocols on line free of charge. Get your 2008 stimulus check in 2009 Does Uncle Sam owe you a rebate? Read this to find out.  MORE ARTICLES Well-Managed Practice Studies Receptionist training guidelines Written training guidelines define the path your employees will take. Use these guidelines to develop yours. Receptionist position description Position descriptions help you maintain your focus during the search for employees, communicate the responsibilities of the position to potential candidates, structure the orientation and training process, and assist in employee evaluations. Team building 15 tools and tips to take your team from good to great. Compare your expenses to these benchmarks Use these benchmarks set by Well Managed Practices to see how your expenses measure up. Exploring Well-Managed Practices Matching associates and practices is an ongoing challenge. How do you find an associate? What can you do to make your job offer attractive? What steps can you take to nurture an associate along his or her career path? How can you retain a long-term associate or potential owner?  MORE ARTICLES Your First Job Do's and Don'ts of negotiating a contract Do request a letter of intent ... Don't enter an agreement based on a handshake ... Helping hands A local high school student who wants to be a veterinarian asked to volunteer in my clinic after school. I could use someone to straighten up the reception area, file, and run errands. But she wants to be a doctor, not a file clerk. If she's capable, should I train her to do simple clerical tasks? What a new grad wants It's not that different from what established practitioners want. We probed to learn what type of practice future veterinarians want to join, what they see as their greatest strengths, weaknesses, and fears. Issues that drive associates bananas Owners and associates, you can see eye to eye. Just get the monkeys off your back. Some models of pay don't pay As graduation approaches, my mind is a whirlwind of questions, concerns, and hopes. I'm ready to practice?mostly. Yet there's one topic that leaves me wary: salary. While production-based compensation and traditional salary historically have been the only two options, they each have room for improvement. But there's a third choice: the ProSal formula, developed by Hospital Management Editor Mark Opperman, CVPM. To understand why I think ProSal is right for me and other new associates, consider these pros and cons. Cultivating clientele Q I'm a recent graduate, and I find that the clients I see have no preference for which doctor examines their pet. How can I develop my own clientele?  MORE ARTICLES

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