Practice management 1, 2 and seminar

Question 1

What are the 4 main objectives of veterinary business?

Answer 1

• clinical competencies
• client base
• motivated team
• financial capital

Question 2

What is client yield?

Answer 2

How much you will earn from your average client, typically £250-350/annum

Question 3

Define FTVE

Answer 3

Full Time Vet Equivalent (i.e. what one full time vet earns in a year)

Question 4

What do you want your distributed profit to be?

Question 5

How does £120 of income to a vet business get split?

Answer 5

• VAT £20
• overheads £20
• wages £45 (split half to vets, half to non-vets)
• cost of sales £25
• surplus £10

Question 6

Name 3 biggest veterinary wholesalers

Answer 6

• NVS
• Henry Schein
• Centaur

Question 7

List 5 types of consult

Answer 7

• primary consult
• recheck consult
• vaccination consult
• long-term medic consult
• euthanasia consult

Question 8

Name 2 aspects of trust

Answer 8

• character

- competence

Question 9

What is client satisfation?

Answer 9

right thing for a fair price

Question 10

What is the ‘iceberg’ of active listening during consults?

Answer 10

I  ideas/hypotheses
C concerns, PPPP (pain, prognosis, price, practical)
E expectations
B beliefs
E evidence
R rights
G goals
S strategies

Question 11

What is stress the product of?

Answer 11

uncertainty * urgency

Question 12

What is the PDS link?

Answer 12

Problems - Differentials - Strategies

Question 13

What is the max # of differentials you should give to a client?

Answer 13

2-3 (if there are more say there are others but don’t name them as they tend to feel overwhelmed)

Question 14

How often is a diagnosis made in practice (irrespective of species)?

Answer 14

about 20% of the time - thus you will often be working with uncertainty

Question 15

Define PPPPs / 4 Ps

Answer 15

• pain caused/relieved
• prognostic value
• price of options
• practicality of option
• vet and client will have their own PPPP interests

Question 16

What topics should be dealt with preventatively?

Answer 16

• PREVENT IT acronym:
• P - preventative healthcare programs
• R - reproductive management
• E - endoparasites
• V - vaccinations
• E - ectoparasites
• N - nutrition (and weight)
• ## T - teeth
• I - insurance/ ID
• T - training (socialisation and habituation)

Question 17

What are the 3 long term medic checks?

Answer 17

• Monitor
• Measure
• Medicate

Question 18

How do you ensure financial resolution in a consult?

Answer 18

• acronym EIEIO
• E - estimates given
• I - inform client if > £75
• E - escort client (to reception)
• I - inform reception
• O - obtain a claim form

Question 19

What is the colourful appraisal?

Answer 19

• table assessment:
• skills, knowledge, attitudes against clinical resolution, client satisfaction, financial resolution and harmony and happiness