"It's my first vacation in seven years," he cried as he jumped into his car.
Except for this first job, all of my subsequent employers that year made a point to introduce me to their clientele. The scene often went like this:
My second year, I moved to California and worked full-time for a good mixed-animal practice. The doctor had been practicing for 10 years, and I was his first associate. The first day he called me into the exam room and introduced me to an important client, a kennel owner and dog breeder.
"What do you think this is?" he asked me, pointing to a swelling between the dog's toes.
"Looks like an interdigital cyst," I said.
"What do you think caused it?"
"I don't know," I replied. "Maybe a puncture or a foreign body?"
"There's a foxtail in there," he said.
"A foxtail? What's a foxtail?" I asked.
He shared a laugh with the client. "Guess they didn't teach you about foxtail awns in Colorado," he said.
After that, the client refused to see me, even on the practice owner's day off. You see, the practice owner had demonstrated to her that I was an ignorant rookie. He failed to instill respect and confidence.
During my third year out of school, I opened my own practice. Without exception, every associate I hired established a loyal client following within a year. How did I do it? I introduced each doctor to my clientele, showing respect for that young doctor:
It is simple to get an established clientele to accept new doctors but not if the senior doctor's ego disallows such tactics. In addition, some doctors don't want to show new doctors any respect because they fear that once new doctors are fully accepted by the clientele, they will open up practices of their own and steal clients.
That happened to us only once. A young associate we had praised and encouraged for several years opened a practice near us without warning. Some of our clients chose to go to this new practice, but so what! It did not hinder our practice. Clients can't be stolen anyway; they are free to go where they choose. We went right on introducing our young associates to our clientele in such a way as to generate respect for the young doctors. What's more, most of them had earned that respect.
Robert M. Miller, DVM, is an author and a cartoonist, speaker, and Veterinary Medicine Practitioner Advisory Board member from Thousand Oaks, Calif. His thoughts in "Mind Over Miller" are drawn from 32 years as a mixed-animal practitioner. Visit his Web site at www.robertmmiller.com.