What's A Paradigm; and, Why $hould You Care?

I graduated from Brigham Young University in 1973.  In my senior year I took a business class from a popular but not yet well known professor, Stephen Covey.  It wasn’t until 1989 that he’d publish the book that turned him into a business icon, The 7 Habits of Highly Effective People.

Covey starts his book with the concept of a Paradigm.  The word indicates we all have a “frame of reference” we use to interpret life’s events.  The problem is, as circumstances change, it is easy to be trapped in a mind-set and that makes it difficult to adapt.

Independent community pharmacy suffers from an old, out of date paradigm.  When we think of successful pharmacies too many of us think of a pharmacy that fills a lot of prescriptions.  We don’t typically envision a pharmacy that does other things that help to improve the lives of patients. 

Change is happening fast.  Some changes are terrible, but some are really exciting.  The successful pharmacy of tomorrow will provide a variety of healthcare services.  It may help if you see yourself as a healthcare provider with an expertise in medication. 

The good news is that the kinds of services you can provide are being done by pharmacy owners right now!  Just in the past few weeks I have spoken with a handful of owners who are providing non-dispensing services, and getting paid.  Some by insurance companies, some from grants and others by consumers.  Yes, people will pay cash. Not all, or most, or even many, but some.  Just think what would happen if 10% of your patients paid you for some other healthcare product or service you provide.  

One of the most destructive paradigms that has crept into pharmacy is that if insurance doesn’t cover the cost, people won’t pay.  I visited Flower Mound Pharmacy in Texas.  The owner charges people for nutritional supplement consultations.  People with chronic conditions book an appointment, pay a fee, get an evaluation, a formal written report, recommendations and a care plan.  Then, they go out front and buy the supplements recommended.  And to top it off, they get results, feel better, and suggest that their friends do the same. 

I recently did a podcast with a pharmacy owner in Washington state.  He tells how a technology company, AssureCare, is providing him with the tools he needs to provide a profitable patient care service.  The pharmacy provides a convenient and clinically appropriate place for patients to come, by appointment, for a series of 30-minute encounters. The one he mentions is hypertension but there are others. He, and his credentialed staff help patients understand the seriousness of their condition, teach them how to properly take their blood pressure at home, and set up a care plan that helps them improve their diet, exercise and life style.  Via the vendor’s web portal this is all documented, billed and paid for by a combination of insurance coverage and patient co-pays.  Just like if it was done in a physician’s office.

Good things are happening.  Patients, prescribers, and payers need what community pharmacies can provide.  Here’s hoping you are exploring, and willing to try some new things.  It is still possible to run a profitable pharmacy.  I know because I get to visit them all the time.