Engaging Physicians: Four Training Strategies

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Many physicians today are overwhelmed with a seemingly ever-increasing list of regulations, requirements, and responsibilities. As a trainer, this makes your job increasingly difficult. When you try to get physicians on board with a new project, they may be reluctant to participate in the training that is required to ensure success.

Many physicians today are overwhelmed with a seemingly ever-increasing list of regulations, requirements, and responsibilities. As a trainer, this makes your job increasingly difficult. When you try to get physicians on board with a new project, they may be reluctant to participate in the training that is required to ensure success.

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Here are four ways to gain physician buy-in next time you embark on a training project.

Here are four ways to gain physician buy-in next time you embark on a training project.

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1. Answer the “Why” Question

1. Answer the “Why” Question 

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Physicians are very protective of their time, simply because they don’t have any to waste. As soon as you pitch a new training initiative to them, they are going to start weighing whether it is worth their time. That means your first priority should be convincing them that the answer is YES.

Physicians are very protective of their time, simply because they don’t have any to waste. As soon as you pitch a new training initiative to them, they are going to start weighing whether it is worth their time. That means your first priority should be convincing them that the answer is YES.

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Think about what really matters to physicians, and then put the reasons for the training into that context. It’s likely that patient care, compensation, revenue, and patient satisfaction top their list of priorities, so start with that. For instance, if you need to train them on a new feature of your electronic health record (EHR) system, demonstrate how it will help them better document patient care.

Think about what really matters to physicians, and then put the reasons for the training into that context. It’s likely that patient care, compensation, revenue, and patient satisfaction top their list of priorities, so start with that. For instance, if you need to train them on a new feature of your electronic health record (EHR) system, demonstrate how it will help them better document patient care.

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Keep in mind that answering the “why” question may require you to touch on some of the consequences that could arise if physicians don’t receive the proper training. For instance, “If we don’t train you to encrypt your mobile phone, we could have a data breach that jeopardizes patient privacy, harms our reputation, and leads to a heavy fine.”

Keep in mind that answering the “why” question may require you to touch on some of the consequences that could arise if physicians don’t receive the proper training. For instance, “If we don’t train you to encrypt your mobile phone, we could have a data breach that jeopardizes patient privacy, harms our reputation, and leads to a heavy fine.”

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2. Don’t Require a One-Size-Fits-All Approach

2. Don’t Require a One-Size-Fits-All Approach 

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Though all physicians are intelligent, not all of them learn, or like to learn, in the same ways. When embarking on a new initiative, offer physicians a choice of different training options to ensure that the training program meets their individual needs. They will appreciate the freedom you are providing, and you will appreciate the higher engagement you see as a result.

Though all physicians are intelligent, not all of them learn, or like to learn, in the same ways. When embarking on a new initiative, offer physicians a choice of different training options to ensure that the training program meets their individual needs. They will appreciate the freedom you are providing, and you will appreciate the higher engagement you see as a result.

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Training options to consider offering include:

Training options to consider offering include:

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  an online training program that they can complete at their own convenience

  an online training program that they can complete at their own convenience

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  interactive in-person training sessions with their peers

  interactive in-person training sessions with their peers

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  training sessions offered outside your health system, such as one by your local medical association.

  training sessions offered outside your health system, such as one by your local medical association.

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If you don’t have the time or resources to offer as much variety in training sessions as you would like, ask physicians to share their preferences with you. That way you can create a training program that appeals to the majority of your physicians, and you may be able to work in a few elements that would appeal to the others. For instance, if the majority of your physicians prefer online training at their own pace, but a few prefer interactive discussions, find a time where those few can watch the online training program together and then discuss their thoughts afterwards.

If you don’t have the time or resources to offer as much variety in training sessions as you would like, ask physicians to share their preferences with you. That way you can create a training program that appeals to the majority of your physicians, and you may be able to work in a few elements that would appeal to the others. For instance, if the majority of your physicians prefer online training at their own pace, but a few prefer interactive discussions, find a time where those few can watch the online training program together and then discuss their thoughts afterwards.

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3. Follow Up and Reward

3. Follow Up and Reward

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Most physicians are competitive with themselves and with others. Use those personality traits as motivators during training exercises. At the outset, inform the physicians that you will be administering a test once the training is completed so that you can determine if more training is needed.

Most physicians are competitive with themselves and with others. Use those personality traits as motivators during training exercises. At the outset, inform the physicians that you will be administering a test once the training is completed so that you can determine if more training is needed.

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To get the competitive juices flowing, consider revealing to all the physicians which physicians achieved the highest scores on the test. For instance, if you are working through a patient satisfaction improvement initiative, reveal the names of the ten physicians who received the highest scores next time you initiate a patient satisfaction survey.

To get the competitive juices flowing, consider revealing to all the physicians which physicians achieved the highest scores on the test. For instance, if you are working through a patient satisfaction improvement initiative, reveal the names of the ten physicians who received the highest scores next time you initiate a patient satisfaction survey.

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If possible, also reward the physicians who stand out as key leaders throughout the training process. Consider providing a small monetary incentive, such as tickets to an upcoming baseball game in your area. A non-monetary incentive, such as an extra paid vacation day, is another great reward.

If possible, also reward the physicians who stand out as key leaders throughout the training process. Consider providing a small monetary incentive, such as tickets to an upcoming baseball game in your area. A non-monetary incentive, such as an extra paid vacation day, is another great reward.

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4. Ask for Input

4. Ask for Input

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Don’t operate in a vacuum. Ask for physician input throughout the training process so that you can better tailor your approach to meet their needs. Most critically, ask them to share their suggestions for improvement at the conclusion of every training session you have. That way you can apply those lessons to your next training initiative. The more you learn from your physicians regarding how to improve your training approach, the more they will be able to learn from you in the future.

Don’t operate in a vacuum. Ask for physician input throughout the training process so that you can better tailor your approach to meet their needs. Most critically, ask them to share their suggestions for improvement at the conclusion of every training session you have. That way you can apply those lessons to your next training initiative. The more you learn from your physicians regarding how to improve your training approach, the more they will be able to learn from you in the future.