Sell the Plan
Institutional commitment for the plan is obtained through regular and careful communication.
Share information with key leaders and stakeholders at each step of the process:
- Needs assessment. Create the awareness of a need for change by involving them and
sharing tools and data.
- Strategic plan. Communicate early and often about what you are proposing. Circulate a draft to
key people before it is formally presented. In planning a formal presentation, anticipate whose
support will be necessary to enable moving forward. Consider practicing your presentation beforehand.
- Implementation. Keep key people informed about progress.
- Evaluation and quality improvement.Evaluation and quality improvement. Let decision-makers
know what is being achieved relative to the needs assessment and strategic plan.
- Plans for revision and growth.Plans for revision and growth. Communicate when key decision
points are near and when the next phase of planning will occur.
Use different types of information. The needs assessment
will yield both quantitative and qualitative data. Use both. Compelling real patient care situations
communicate compelling need and what could be
accomplished if there were a palliative care program in place in ways that data and graphs cannot.
"We received no written information from the doctor."
"We learned about the disease through experience as we went along."
"We only received social services because I went looking and asked."
"I need help venting my angry feelings. Help dealing with the guilt of feeling this way."
Ref: Glajchen, M, Portenoy RK, Blank A.
Educating Caregivers about Pain Management: A Pilot Program for Caregivers of Patients with Sickle Cell Disease and Rheumatoid Arthritis.
Poster Presentation, the 17th Annual American Pain Society Meeting, 1998
Selling the plan requires:
- Champions
- Advocates
- Implementers-they may not be champions but are respected as folks who can get the job done
- A process for communicating effectively with important decision-makers
Determine what approval means. What will constitute acceptance? There may be parts of the
plan that can be implemented because no one opposed it.
Can a trial demonstration project be negotiated?
CAPC Resources:
Additional resources on "Preparing a Business Plan"
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CAPCManual Attribution:
von Gunten CF,
Ferris FD,
Portenoy RK,
Glajchen M, eds.
CAPCManual: How to Establish A Palliative Care Program.
New York, NY: Center to Advance Palliative Care, 2001.
©
Center for Palliative Studies, San Diego Hospice & Palliative Care, San Diego, CA
and
The Department of Pain Medicine and Palliative Care, Beth Israel Medical Center, New York, NY, 2001
Permission to reproduce for non-commercial educational purposes with display of
attribution and
copyright is granted.
Last updated: February 20, 2002
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Development
Select section:
Change, Groups, Phase 1,
2, 3, 4
•
Change
In Individuals
In Organizations
Stages of Change
Awareness
Adoption
Implementation
Institutionalization
•
Small Group Structure / Function
Leadership
Group Formation
Group Function
•
Phase 1: Prepare to Plan
Potential of Planning Process
How Much is Enough?
Ensuring Impact
Form Initial Workgroup
Elaborate Initial Idea
Stakeholders, Customers
Need, Purpose of Program
Planning Questions
Planning Steps, Timeline
Resources Needed to Plan
Use of Consultants
Use of Retreats
Write Planning Proposal
Selling, Getting Approval
•
Phase 2: Plan the Program
Form Planning Workgroup
Review, Revise Process
Strategic Planning
What is Strategic Planning?
Models
Steps
How Much is Enough?
Resources
Review Stakeholders, Customers
Conduct Needs Assessment
Company
Competition
Customers
Conduct SWOT Analysis
Case Study - United Hospital Fund
Define the Program
Purpose, Values
Mission, Vision
Mission
Vision
Service Delivery Model
Goals, Objectives
Strategies, Tactics
Strategic Decision Points
Business Planning
Case Examples:
Cleveland Clinic
University of Virginia
Organizational Structure, Leadership
Financial Plan
Implementation Plan
Human Resources
Physical Resources
Informational Resources
Community Resources
Operations
Evaluation
Marketing Plan
Targets, Timing
Write Proposal
Suggested Proposal Outline
Sell Plan
•
Phase 3: Implement the Program
Staff Recruitment
Staff Training
High Functioning Team
Standards of Practice, Policies, Procedures
Clinical Evaluation
•
Phase 4: Review Program, Revise Plan
Form Review Workgroup
Program Evaluation
Plan Evaluation
Continuous Quality Improvement
Utilization Review
Appropriateness of Hospitalization
Documentation
Pearls
Respond to Denials
Revise Plan, Further Development
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