To Change or Not

Have competitive bidding, changes in reimbursement and required accreditation had you thinking, “Can I handle any more changes?”

Good salespeople know all about change — change in sales call plans, change in referral sources, change in reimbursement, change in territory, etc. But with the many changes coming for HME, we could all use a refresher course on how to approach the changes we are about to experience.

We do have some options. We can be in constant rebellion — or we can actually do what all those policies and procedures say we must.

Let's begin with the premise that no one likes change. We all show some tendencies to resist change, even though it might just be what we need. We often want to do things the old way, the way that is most comfortable and familiar.

As the home care industry continues to evolve, changes will occur over which we have little or no control. New staff will join the company or there could be a new director in your department. And of course downsizing, mergers and reorganizations are all around us.

Consider these suggestions for dealing with change:

1. Stop talking about the good old days. If the good old days were so absolutely wonderful, we would be doing things the way we used to do them. Spend your time looking ahead rather than back. It is the forward-thinking professional who is working in real time and planning for the day after.

2. Understand that change is not easy for anyone. While you may find it easy to adapt to new policies and rules, you must understand that those around you may not find it easy. They may not be as flexible or as adaptable as you are.

3. Take a closer look at yourself. Spend some time thinking about how you adapt and what you do to prepare yourself for change. Have you attended special classes that would help you understand that new computer system? Have you offered to attend conferences that address the latest legislative issues affecting your customers?

4. Find a safe place to communicate your emotions and feelings. If you are upset with what is happening all around you, find someone you can speak with who values your opinion and will listen to your thoughts. While your advice and recommendations may not prove to be valuable, it is often best to “let them out,” tactfully speaking your mind and then graciously moving on.