Aesthetic Medicine: Growing Your Practice (2009) Tác giả: Marie Czenko Kuechel Nhà xuất bản: Thieme Medical Publishers part2

S ctio III: Wh
Textin g a n d In sta n t Messa gin g
T xt m ss i h s b com popu , d m yus it i th s m m s
m i . You shou d ot, how v , s t xti s quiv t to m i . ev
if you p ti ts o thos you commu ic ti with cc pt t xt m ss -
i , k p m ss s s simp s possib , such s ppoi tm t mi d s,
d o y if th p so h s i dic t d th t this is pp op i t w y to b
ch d.
P rin t
D spit th imm di cy d m y oth dv t s of ct o ic commu i-
c tio , p i t d m t i s sti ss ti . a p i t d pi c c b t s-
f d ct o ic y, o h d to h d. a p i t d docum t m yb si to
vi wi tot . Mo ov , h dw itt ot , wh pp op i t , si c , d
ib , is sti th most cious w yto s y“th kyou.” Som commu ic -
tio s, such s co tu ti p ti t o xciti if v t o chi v -
m t, o xp ssi symp thy t oss, shou d o yb s t s w itt p -
so ot . Such cou t si s d civi iti s shou d ot b ost i th ush of
d i y commu ic tio s, d th p so touch wi h v d p m i fo
th cipi t. This is p t of bui di d m i t i i o oi tio -
ship with v u d p ti t.
U fo tu t y, too oft tod y, h dw itt ot s s m to b imit d to
pho m ss s d Post-its. Fo m tt s sti th st d d wh
si tu is qui d. ev ifyou o c is comp t yp p ss, do ’t ov -
ook th t som docum ts, such s p op tiv d postop tiv i st uc-
tio s, m dic tio i st uctio s, d i fo m d co s ts, shou d so com i
p i t d fo m t.
Com p u ter
Som p ctitio s us Pow Poi t, comput im tio p o ms, d
oth utom t d fu ctio s to duc t d commu ic t with p ti ts.
Th s m y suppo t o h c i t p so commu ic tio d duc -
tio , but th ydo ot p c it, o must th yb th p im ym s ofcom-
mu ic ti . You i p so s vic s i dust y; k p it p so .

Ch pt 1 : Co cti I sid You P ctic

1
Mu ltim ed ia
Wh th us d simi to comput m ss o to p y vid o m ss s of
i t st i you o c , do ’t owmu tim di to domi t th vi o m t
o p c th p so co ctio , o you wi simp y os you co ctio .
Disp la y
Ski c s mp s, t b top post s, v th sy i t y s tup o th x-
mi tio oom cou t disp ys th t commu ic t withi you of-
c to you p ti ts. If you c utt you o c with div s o u t d dis-
p ym ss s, you wi dist ct you p ti t’s tt tio . Ifyou c utt t b s
with ski c s mp s, you’ h v b di ou d fo o isms d th
pot ti fo s oppy m ss. l v d s o i st um ts o th cou t ,
d you’ i vit p ti t st ss.
M k c t i you disp ys i viti , i fo m tiv , d most of , co sis-
t t with you im d b d. Do ot us sp c i you o c to dv tis
comp y’s p oduct u ss th t disp y so p omot s you.
Climbed a mountain and I turned around
I saw my re ection in the snow-covered hills
till the landslide brought me down
— Fl eeTWOOD Ma C, “l a n DSl IDe”
EMOTIONS
You c co t o th p oc ss d v hic syou us fo co cti d commu-
ic ti i th o c to m k so id, du i co ctio s. Th o v i b
you h v v y itt co t o ov , how v , which c m k o b k you
co ctio , is motio . emotio s c t th b st of yo , p ti ts, st ,
o visito s, p ticu y wh motio s p mitt d to t out of co t o .
Th st o st of m d wom h v th i motio mom ts. Thos
who h v com to you to imp ov o h c th i pp c dy
i co d t o vu b st t , o p h ps som thi i b tw . Som

S ctio III: Wh
p op mb c th i ch s, succ d, d sudd y f th y h v f -
t d. Wh t v th so , th most co icti , i t s , d u xp ct d
motio s thos th t b i th p so you co cti with c shi
dow — ik ds id .
n o commu ic to i you o c must b so o t s to thi k h o sh
c m v y typ of motio with o cou s of ctio , o m s of
commu ic tio . ev fo ctiv , s so d commu ic to , th t st
v i b to d with is motio .
Excitement is positiv motio , s o s it is istic d do s ’t ov -
ookth ityofwh t is to com . a p ti t who is xt m y xcit d tic-
ip ti th outcom of p oc du must b m d w of th iti s of
th xp i c it wi t k to chi v th t outcom , d must cc pt th m
istic y, o ft p oc du th t xcit m t m y tu to ds id of
dis ppoi tm t.
Anxiety is most oft itt wo y th t c som tim s o h ywi . It is
tu motio i th cou s of t tm t. Wh t is most impo t t is to -
ow thos you commu ic ti with th oppo tu ity to sh th i xi-
ty. l ist , sk qu stio s, d th p ovid th d t , vid c , d com-
p ssio to y th i xi ty. If xi ty is so s v it st ds i th w y of
som o ’s t ust d comfo t, t k st p b ck d st t th duc tio
p oc ss i . M dic ti xi ty is sy, but miti ti it yi ds th most
p oductiv outcom fo you d th oth p ty.
Fear i mod tio h ps p op to cc pt ity d to co t o th i ow
b h vio , b c us th y f th outcom if th y do ot comp y. But wh
f tu s to p ic o to mist ust, you h v ch d disco ct. To co -
ct, id tifyth sou c ofth f , spo d to it si c y d o ic y, d
ow som tim d dist c t h d to p mit f to ith so v , b -
com m b , o b com so obvious it is isk to thos i vo v d.
Reluctance is ot th motio th t you must ch ; it is th co ditio th t
c us s uct c th t you must dd ss. l ik xi tyo f , th is so
fo uct c . S k th t, th us f cts d ity to m k th co ctio .

Ch pt 1 : Co cti I sid You P ctic


Curiosityis ood thi , but wh p op sktoo m yqu stio s, you must
t k co t o . I b i v i t sp cy d duc ti oth s fu y, but som -
tim s th thi s b tt ft u k ow o u spok . Fo x mp , you
do ’t d to t p ti t w tch his o h ow su ic p oc du . I st d,
o th oppo tu ity to w tch c i ic vid o o th subj ct, ft th f ct.
Melancholy c su t f om som thi s i si i c t s ch i th
w th , o it c b p v siv , d hid som f d p u h ppi ss.
Wh d i with som o whos motio s di cu t to d o who
s ms s d, t k th tim to iv this p so you suppo t, but k p it p o-
f ssio . T ki p so i t st i th s d ss of p ti t o y oth
p so i you o c c b misi t p t d s t ki i tim t i t st.
Do ot ow you s f to b vu b wh comp ssio t stu c
b misco st u d.
Demanding p op w t it . g iv it to th m d th y wi xp ct mo .
Do ’t iv it to th m d th y m y tu i st you. D m di p op
d bou d i s; th y d to b ow d co t o of th ms v s— ot of th
ti o c o situ tio . I m d m di p so —co t o v ythi but
m , d you’ m k co ctio .
Educated i dividu s c b ss t—o i bi ityifth yb i v th yk ow
mo th you, d c dict t to you. Th b st w y to d with ov du-
c t d o w o y duc t d i dividu s is to t th m h v th i s y, th to
c y st t you poi t of vi w d docum t with vid c d x mp s
why you th xp t.
Comparative p op ik to m su you, you o c , you comm d -
tio s, o you ctio s i st thos of oth s. If you spo d to such com-
p iso s, you wi d you s f oti ti , fo x mp , o p ic . C y
d m y d who you , s t th t to with you commu ic tio , d
if oth s must comp , ow th m to. Do ’t spo d with you t ms; -
spo d i you t ms.
Hostilei dividu s m yb t o istic fo th mom t, o it m yb p t of
th i tu . Th k y to u d st di wh th you c h v succ ssfu
tio ship with som o who is hosti o wh th you c m k suc-

S ctio III: Wh
c ssfu co ctio is to ss ss th sou c , th v idity, d both sid s of th
hosti ity. Hosti ity th t is focus d o o occu c o i cid t m y b -
so v d. Ov wh mi , co ti uous imosityo hosti ityth t is u fou d d
is t oub w iti to h pp . This is th o situ tio wh m ki po it
disco ct f om this p so is you v y b st st t y.

Most hum s i h t y d motio s w , but w som tim s simp y do
ot u d st d th m. Som h v ift fo i t p ti d d i with
motio s, d oth s do ’t. Fo this so , i t p so commu ic tio s
i you o c y o t m pp o ch—you must ot do it o . Discuss
you obs v tio s bout p ti ts’ motio spo s s ho st y with you
st to s k so utio s. Th books d t i i o how to h d co -
ict, di cu t p op , d how to t k co t o of situ tio s. Th s
h pfu , but m mb , you p ctic i h t y p s ts u iqu situ tio s
wh i dividu s s f-focus d fo s vic th y hop wi fu v y
p so d si . It’s ot co t ctu oti tio o po itic d b t with
which you i vo v d; you d i with hum b i with vu -
bi iti s d xp ct tio s.
RELATIVE WISDOM: Rem a in Calm
H v you v c d 11? O ofth st thi sth op to s ys is “ m i
c m.” But wh th is ccid t, , i t ud , so to c
11, m i i c m s ms most impossib . ev thos who o m y
tio c p ic i m cy situ tio d b h v i w ys th y wou d
ot u d oth ci cumst c s.
W w t th idi st b s dyto joy ov ysumm ft oo o
th t i s. It w s th typ of d y wh p ts b ou ht th i you chi d
fo po y id ou d th i . It w s such b utifu d y th t Iv , th
c zy st io , w s t out of his st d i to co to joy itt of this
b utifu d y. Th th b utifu d ytu d u y. a p ttyp i t d po yw s
qui t y b i w k d outsid th co s by uid with sm boy o top,
his mom vid ot pi his st id . Withi f w s co ds Iv th w hims f
ov th i s t th po y, th po y d, th boy f , d th xt i st t
th w s sc mi d b ood. My st i sti ct w s to t o my ho s d

Ch pt 1 : Co cti I sid You P ctic


t my husb d to c 11. My xt w s to tt d to th chi d d his
moth , who w s hyst ic .
W w d i with ot of motio s, d I cou d m mb is wh t
11 op to wi t you t v ytu : “ m i c m.” Th boyw s b d-
i f omhis mouth, c yf i ht d d c yi . His moth w s f fu fo
h so ; sh cou d ot stop sc mi . I wip d th b ood with mys v d
fou d th boy h d bit his ip. “r m i c m,” I to d h . “H o y bit his
ip.”
My th -y -o d w s cu ious, “Wh t h pp d? Why is h b di ?
Is h oi to di ? Did h b k his b ck? Is th ho s oi to t pu -
ish d?” r m i c m, I to d him.
Wh th st b m out, h d m d d, “Who d po y p st
Iv ?” r m i c m, I to d him. This is ot th tim fo f u t- di ; this is
th tim to c fo this chi d d k p oth s s f . Th st b h d -
iv d d w s hosti ; tti Iv out w s ot his p ob m. Th po y uid
w s uct t to st p fo w d d b com i vo v d i wh t h d h pp d.
Th oth moth who h d h chi d idi po i s d cid d to t i -
vo v d; sh k w th sw to v ythi , i sisti w sit th chi d up so
his ip wou d stop b di , o pick him up o th ou d d c y him to
th sh d . I sk d h , too, to m i c m; u ti w k w th xt t of this
chi d’s i ju y, o o but p of ssio w s oi to mov him. Th who
situ tio p ovok d m st omof motio s f om simp u xp ct d v t
th t w t w o .
n o m tt how o sm th motio , o th umb of motio s th t
m y b cu mi ti i y o iv mom t, c m is th so utio to b i
so utio . Th is othi w o with t i p ti ts to m i c m, to
ssu th m. Th is othi w o with t i st to b c m, wh th
du i p ti t m cy o disput . Th is o w o tim to su st
d sk fo c m; o y w o to s to t k d m thods fo d iv y. ev if
it is ot m cy, m mb wh t th y w ys s y wh you c fo
h p: “r m i c m.”
PATIENTS
Th p ti ts you s v th so fo v y co ctio you wi m k i
you p ctic , wh th th co ctio iswith thos p ti ts, you st , o y
oth sou c s o s vic s to you p ctic . You wi commu ic t with oth-
sfo th b t of you p ctic d you p ti tsfo i um b so s,

S ctio III: Wh
but th som v ysp ci c so sfo which you wi o yco ct with
you p ti ts. I sid you p ctic most of thos so s sp ci c to th
s vic you p ovid d t tm t th t is ith sou ht o c ss y.
P ti ts m y com to you fo c ss y t tm t: to t t i ss o t u-
m tic i ju y o to imp ov fu ctio , o fo ctiv so s: to imp ov p-
p c fo p so d si . r d ss ofth so p ti ts com to you,
th sp ci c ctio s you must t k :
Consult: r vi wth p ti t’s o so dsfo s ki you
s vic . a th subs qu t ctio s yt k p c i th
co su t tio vi o m t, wh th th s c i d out by
th p ovid o co commu ic to .
Examine: Th physici wi p fo m physic x mi tio
ofth p ti t d ss sshiso h co ditio , sw sh th
f cto sth t m yi u c th cou s oft tm t. Ifth phys-
ic x mi tio qui s st t of u d ss wh th th p -
ti t is m o f m , skifth p ti t wou d p f ch p-
o , o you m y ct to w ys h v ssist t i th
oom.
Diagnose: Th physici wi id tify th co ditio th p -
ti t h s. I ctiv c s s, it isi pp op i t to commu ic t
such thi s s “u s tisf cto y pp c ” s th di osis
to you p ti t. Ifyou must us such ph si , k p it i you
co d; th is o d to sh such d sc ipto s with th
p ti t.
Prescribe: Th physici wi d th cou s oft tm t,
wh th d u th py, t tm t with d vic , su y, o
combi tio of p oc du sto b st chi v th p ti t’s o s.
Discuss alternatives: Th physici wi o t tiv
cou s s of t tm t th t m y o m y ot chi v simi -
su ts, o o wh t wi ik yoccu if ot tm t is d d.
Inform: Th physici o co commu ic to wi i fo m
th p ti t of th sp ci cs of th p opos d p oc du , th
pot ti isks d outcom s, th cov y, d th p ti t’s
spo sibi iti s.

Ch pt 1 : Co cti I sid You P ctic


Take photographs: Th physici o co commu ic to
wi t k photo phs d s cu pp op i t co s ts fo
thos photo phs. Thisis v yvu b d i timid ti
tim fo som p ti ts, d it is ss ti to b disc t d
s sitiv to th t d p ovid p iv cy.
Measure: Th physici o co commu ic to m y t k
m su m ts t d to t tm t o oth vit tomici -
fo m tio .
Instruct: P t tm t, t tm t, d postt tm t i -
st uctio s must b d t i d by th physici o co com-
mu ic to d docum t d. It must b c th t th p ti t
u d st ds d cc pts th s s his o h ob i tio s.
Obtain consent: Co s t qui s s cu i si tu f om
th p ti t co mi th t h o sh cc pts cou s oft t-
m t d ck ow d s w ss of th pot ti isks d
outcom s. Thisisth u tim t co ctio toyou p ti t d
his o h choic fo t tm t. a s p ctitio d p op i-
to , you k ow d cc pt th impo t c of i fo m d co -
s t. It is ss ti to isk m m t. I fo m d co s t is
so v i d d comp h siv , b s d o th i dividu p oc -
du s d c i ic p f c s ofp ctitio s th t it must b
i dividu iz d. a s too , tho ou h i fo m d co s t
must co t i :
– a c i ic d itio of th p oc du
– a d itio of th co ditio fo which th p oc du is
b i p fo m d
– a t tiv s to th p oc du (wh th y xist)
– D d b ts o outcom s of th p oc du
– D itio s of isks ssoci t d with th p oc du
– D itio s of y possib u c t i ti s
– V i c tio of p ti t’s comp t c i vo u t i y cc pt-
i t tm t
– V i c tio ofp ti t’sst t of h th tiv to t tm t

S ctio III: Wh
a s vit m su d co t ibuto to th succ ss ofyou s-
th tic p ctic , i fo m d co s t must b mo th
too to d c i ic isk. It must b docum t th t v i s
byp ti t si tu th t h o sh wi i y cc ptst tm t
d u d st ds c i ic imp ic tio s d pot ti isk.
T ust b tw p ovid d p ti t, sp ci c yd i th t
p ti t:
– H s p so y chos this p ovid b s d o co d c
– Wi i d u w v i y w ts to u d o t tm t
– Is ot b i push d o i u c d by ythi o yo
oth th p so d si to u d o t tm t
– U d st ds d h sho st ycommu ic t d xp ct tio s
fo outcom s
– U d st ds d h sho st ycommu ic t d yqu stio
of th p oc ss s c ss y to chi v thos outcom s d
th ssoci t d isk
– Wi ctiv y d ccu t y fo ow p op tiv d
postop tiv i st uctio s
Treat: U ti you ch th poi t t which you pot ti p -
ti t ctu y co v ts, cc pti t tm t, you h v m d
cou t ssco ctio sfo mu tip so s, cu mi ti i
this o poi t: t tm t. Wh th th p oc ss t k s f w
mom ts, s v visits, s v w ks, o v mo thsofco -
sid tio d tim , thisisth poi t you st iv fo ; it iswh
you m k you iv ihood, p ovidi t tm t. a ofth b -
sics fo co cti i you p ctic — vi o m t, ti ,
fu ctio , dmi ist tio , d c osu —must b co v y d
with th s m c , d iv y, to , d m th ou hout
you p ti t’s xp i c . You o is ot to m k th co -
ctio fo this t tm t o ; you st ivi to fu y s t-
isfy th p ti t’s d si s d m k th ti xp i c
s tisf cto y, f om cc pti t tm t, to c ivi t tm t,
d b yo d.

Ch pt 1 : Co cti I sid You P ctic


Follow up: a ft t tm t, th thi s s m to h pp : (1)
p ti tsfo owp oc du sfo c ss yvisit such ssutu
mov , o ( ) th y tu wh som thi just is ’t i ht,
d ( ) som tim s th y visit th p ctic wh th y w t
dditio t tm t. Som p ctic s su st wh to fo ow
up; th ydo ’t i sist o it o sch du th ppoi tm t—th y
w it to h f om p ti ts d b i v th t o ws is ood
ws. I d t u y pp op i t d xc ptio c s s,
p o ctiv p ctic s wi us o of th m y commu ic tio
v hic s v i b to st y i co t ct with p ti ts d wi
ch out d fo ow up d y, w k, mo th, d v
y t . How v you m i t i co t ct, fo ow-up must ot
simp yb fu ctio ofpostt tm t c ssityo to dd ss
comp ic tio . Fo ow-up must b d i u u —it’s ot w it-
t u ; it is simp y m tt of ood p ctic .
S tisf ctio d oy ty ot th su t of si co ctio you m k ;
th y su t f omth um ous co ctio s you wi m k i sid you o c
to chi v s tis d d oy p ti t. S tisf ctio d oy ty c itic to
you succ ss; th y ot wh you co ct—th y why you co ct,
d why you i p ctic .
IN P RACTICE: Ju st P roced u re
It is som tim s di cu t to s thi s f om th i sid out. r o -p yi h s
t v u i owi p ctic to do this, d I cou p ctic s to do
this oft s i d imp ov m t x cis . a s outsid , I oft
h v p ovid t k m th ou h th p ti t p oc ss, som tim s without t-
ti th st k owth t w o -p yi . Poo i fo m d co s t p ctic ,
ot i isk-m m t s s but s op tio too d o of p ti t
s tisf ctio , is mo th most commo sc ios I id tify. It h pp s with
w p ctic s s w s with st b ish d p ctic s who hopi to im-
p ov d po ish th i m thods.
Continued

S ctio III: Wh
IN P RACTICE: Ju st P roced u re—con t’d
H is wh t h pp s: Th co su t tio o s w , cc pt c is commu-
ic t d, d i fo m d co s t b i s. Th p ctitio zips th ou h docu-
m ts, st ti wh t th y d th t th y w discuss d du i co su t -
tio , th sks hu i d y if th y qu stio s d h ds thi s o to
p ti t coo di to . Th coo di to i dic t s wh t d wh to si , shuf-
s docum ts, iv s th p ti t oos st ck of copi s of wh t is qui d,
sks i if th qu stio s, sch du s th t tm t, th co cts y
p ym t qui d t th t tim . This is u fo tu t . Hu yi th ou h i -
fo m d co s t isks two thi s:
Som thi wi b misu d stood.
You wi b p c iv d s som o who hu i s th ou h oth s
of th p ti t xp i c .
Shu d, oos , o p so iz d, diso iz d docum ts, ith i th p -
ti t o i th p ti t’s h ds, c t th fo owi isks:
Som thi wi b ost, misp c d, o misu d stood.
Th o i i of th docum t (you p ctic ) wi b u k ow .
You wi b p c iv d s diso iz d.
I fo m d co s t wi b p c iv d s m y dmi ist tiv
p otoco , ot s compo t of p ti t c d s tisf ctio .
Th m ss h is bout mo th just i fo m d co s t; it is bout v y
sp ct ofth c i t/p ti t xp i c . T k th tim to m k i fo m d co -
s t v u b without imp di p oductivity o v idity. Show th c i t/p -
ti t th t you t k c i v y d t i of th p oc ss b c us h o sh ds
th ssu c th t you co sist t with you tt tio to d t i i c i ic
c , op tio s, o dmi ist tio . B visib ; b co sist t. D mo st t to
ch p ti t th t th is othi to hid d othi to oss ov . M k c -
t i othi is p c iv d to b t ivi o mi im . Th ou h co sist t, i -
dividu iz d, qu ity xp i c , you d you p ti t b tt ssu d th t
cc pt c wi d to s tisf ctio .

Ch pt 1 : Co cti I sid You P ctic

1
RELATIVE WISDOM: Service Map p in g
Myd f i d M yl i d J w is th p ctic m fo D . M kJ w
i eu , O o . eu is ot bi city wh you wou d xp ct
ou d-b ki th o i s to b bo , but M y h s t k o of th b st
busi ss p i cip s d pp i d it to th p ctic of sth tic m dici .
Service mapping, so c d experience mapping, is bout th jou y
d d to t i dividu f om poi t A, som u k ow p c outsid you
p ctic , to poi t B, wh h o sh is withi you p ctic d is comp t y
fu d. It qui s t ki v y poi t o th t jou y, v y co t ct,
v y commu ic tio , v y v i b i which you p ctic co cts with
th i dividu d p ci th t poi t o th m p.
Pu you st to th o d y d s ct o p oc du —just o th t
you o d s vic m p it. Id tify v y pot ti poi t wh you m y
co ct, o f i to co ct, with i dividu you wish to s v d fu ys t-
isfy. Who is i vo v d, wh t is i vo v d? How much dup ic tio of o t is
th ? Is som thi missi ? a m ss s d im co sist t? Wh do
w most commo y f i to co ct o os som o ? Us this x cis to im-
p ov o you m s fo m ki co sist t d v id co ctio s.
STAF F
You c ot u you busi ss o . You h v st — t m, who to th
ct s you co cto s to oth s, i c udi th most visib d co sist t
commu ic to s with you p ti ts d p osp ctiv p ti ts, d who you
must co ct with i dividu y o so m y v s. I y situ tio i you
p ctic , you s t th to . If you st ss d, you wi st ss oth s. If you
s c tiv , you wi is suspicio . If you f i , co sist t, d po it ,
you st m mb s wi t ust you. If you commu ic tiv , th y wi com-
mu ic t with you. a s with y d i y co ctio , co cti with st -
qui s ti : f i d y “H o, M y” o “g ood mo i , Z ck,” c-
k ow d i th s p op by m who i t p t of you t m.
Do ’t sk “How you?” if you do ’t w t to h th sw . You com-
mu ic tio with st must h v fu ctio :
Patients: Discuss p ti ts i th most c did d p of s-
sio m . Fi st, you must y o st d th i ss ss-
m t of i dividu s b s d o th tim th y sp d commu-

S ctio III: Wh
ic ti . You imp ssio d st m mb ’s imp ssio
m y b ti y di t, o you both m y h v th s m
doubts bout o ss ssm t of p ticu p ti t. n xt, you
must b disc t d sp ctfu . It is i pp op i t to ossip
bout p ti ts d comm t bout m tt s th t do ot t
to th p ti t’s o s d o i you p ctic . Th s ctio s
co v yth t you f comfo t b ossipi bout yo , p -
h ps v you st .
Business: M tt s of busi ss t ust d to you st , but
so your m tt sof busi ss. Youh v th i ht d so
to skqu stio s, h v discussio s, iv di ctio s, d xp ct
c t i ctio s d i fo m tio i tu . But iz this p -
so is ot o y you co d t; h o sh is mp oy who
c com d o t wi , d wh th t i dividu o s, you
co d ti busi ss m tt s m yt v s w . B c fu , b
co d t, d bui d t ust ov tim . Most of , commu ic t
toyou st p cis ywh t you t ust th s i dividu swith,
d fo m iz this with job d sc iptio s, u t sks, p -
fo m c o s, d pp op i t p fo m c vi ws.
Other sta : I oups th t wo k, p y, o iv to th , co -
d c , c iqu s, p t ships, t mwo k, d co ict c
is . e osc c sh o co-wo k sc suppo t o oth .
Th d s, th t m m mb s, d th c b
w k i ks. If you must discuss st m mb with oth
mp oy , sp k b i y, p of ssio y, d co st uctiv y;
it must b bout how this cts you bi ity to p ctic d
do busi ss, ot bout ossip o t ivi disput s. It is b tt
ot to t i vo v d i o c i hti , d you must m k it
p f ct yc th t you do ot i t d to b th bit ofp tty
i v c s. T ki sid s is ot you o ; vid c , p fo m-
c , d ccou t bi ity th m su s by which you -
vi w d so v disput s, if d wh you must t i vo v d.
Personal matters: Wh you co sid th t fo m y wo k is
% o mo of o ’s d i y if , mp oy ’s p so if
c h v imp ct o hiso h p of ssio if . Wh p -
so m tt s c y cti st m mb ’s wo k, you
h v th i ht to c tt tio to this d sk fo you m-

Ch pt 1 : Co cti I sid You P ctic


p oy ’s tt tio . Wh p so m tt s ct oth ’ss f ty
o motio o physic h th, you h v th i ht to di ct
th t p so toth i ht p c to t h p. Thisshou d b do
disc t y d with comp ssio . I discou physici sf om
tti i vo v d i st m mb s’ p so m tt s, u ss
th y wi i to cc pt th co s qu c s ofthos p so
m tt s. n v d mo yto st m mb su ssyou k ow
th ywi b th to p yyou b ck, d u ss you c d it
to v yo . Do ’t t i vo v d i divo c s o disput s, d
do ’t o p so dvic u ss you w t to b th p op
you st c o . Wh it com s to st yi o o
oth , m k it po icyto k p p so m tt soutsid th
o c . a d wh t h pp soutsid th o c must st youtsid
th o c .
I w - u p ctic , you st m mb s p of ssio s whomyou t ust,
mpow , d y o . Th y ss ti p t of th succ ss of you
p ctic , d it is impo t t to ck ow d this. Whyyou co ct is s im-
po t t s how you co ct:
Individually: Co ct i dividu y d p iv t y wh m t-
t s i dividu d p iv t o p ti t to th st m m-
b o th p ctic . P is i pub ic, d p is i p iv t .
Co ctio s d co c s, c utio s d discip i must b
co duct d i p iv t . Wh m ss s m y b u comfo t-
b , co f o t tio , co icti , o u w com , w ys d -
iv you m ss i dividu y d p iv t y, d with
wit ss who is t ust d to th i tim t d t i s of th hum
sou c s fu ctio of you p ctic .
Teams/pairs: Wh th with you c i ic t m, dmi ist -
tiv t m, sth tics t m, o p i of st m mb s, m k
c t i m ss sth t must m i co d ti ot sh d
i t ms d thos m ss swhich c yi dic t d to b
p ss d o do t p ss d o . I co v s tio s with o o
mo st m mb s, m k y co t ct d ck ow d ch
i dividu i th co v s tio , v ifth co v s tio is -
tiv to o y o . n o o w ts to f i o d, v if th
m ss o th co ctio w s ot imm di t y di ct d t
th oth i dividu .

S ctio III: Wh
Asa group: You wi h v fo m m ti s, d i fo m m t-
i s, m i s, m ss s, m mos, d mo th t dd ss d
to th ti oup. If m ss is i t d d fo th oup,
but c ot b d iv d t o c to th oup, m k c t i
th is spo s m ch ismto su th t th m ss w s
d iv d d c iv d. a si -o o oup m mo, p y
c ipt o m i , wh t v po icy you st b ish, m k it
c th t you chi th oup fo so : you w t
ch m mb to co ct d to spo d.
St m mb s you xt h ds i c ti , suppo ti , d m i t i i
p ctic vi o m t of p so xc c , ci cy, d co sist cy.
n o ofyou o tsh sv u ifyou commu ic tio obj ctiv swith st
ot m t. Thos obj ctiv s qui st to suppo t you d op tio xc -
c , d must suppo t st xc c , both i dividu y d s impo t t
co t ibuto s to th succ ss ofth p ctic . Wh t is you c to ctio ? Wh t
motiv t s st to w t to m t th s obj ctiv s? Tod y’s mp oy s o
o motiv t d o y by mo y. Hum sou c s s ch shows th t
v st d i t st, mpow m t d p of ssio d v opm t, xibi ity,
d sp ct mo th most hi h y d d b ts th t i dividu s
ook fo i mp oym t. You c to ctio fo st shou d i c ud :
est b ishi syst ms th t comp s t st fo th i d votio
to d o ts tow d you succ ss
empow i st d imposi spo sibi ity so th t i di-
vidu s co iz d s ss ti co t ibuto s to th p c-
tic ’s succ ss
O i wo k vi o m t th t, withi uid i s, sp cts
d ccommod t s p so ds
Disp yi you sp ct d th v u you d iv f om thos
who wo k fo you
Ifyou xp ct st m mb s to mb c d suppo t you o s s p ovid
of sth tic m dic s vic d s p so s vic s p op i to , you c
to ctio must motiv t th m to w t to b p t of you succ ss.

Ch pt 1 : Co cti I sid You P ctic


Continued
FULLY STAFFED
Wou d you p ctic xist without st ff? I wo d wh ood, suppo tiv ,
d oy i dividu s s owto com d quickto v , is you t st i -
v stm t you st ff? Do s it m k mo s s to h v vo vi doo o
c os y h d t m? Must you ctiv y commu ic t with st to op t
p oductiv y, s f y, d succ ssfu y? Shou d you pu pos i commu ic -
tio mph siz wh t you xp ct of st d wh t th y c xp ct i tu
fo h pi you to succ d?
H som x mp s of m ss s th t m y p ctic s ov ook with
st :
An employeeor operationsmanual ( s qui d bym y cc dit-
i o iz tio s): a s much s this ds to succi ct y d po -
icy d p oc du , it shou d so d you im , b d, d
missio s w s how you xp ct you st to upho d it d how
you s p op i to pp y this i sp ct to th co t ibutio th
st m k s to you p ctic .
Aformal systemofreview: This is ot so much fo s yi c s s,
o v fo id tifyi s of imp ov m t, but mo ov to
d mo st t to you st th t you tt tiv to th i co t ibu-
tio s. r vi w d co iz , i dividu y d i d d cyc s,
th t st is fu i pot ti d m ximizi ski . Fu th , if you
m k commitm t to th m, th y wi m k o to you.
Continuingeducation: This is m ss th t c yst t s you b -
i v i you st , you w t th m to ow, d you w t th m to
ow with you. n u tu i , u tu t i i , d s t ood
x mp you s f. educ tio d ot w ys b fo m . I -hous
c i ic upd t s d t i i f om you h ds s ds th m ss
th t you do ot st d o o p ctic o . You d st to
u d st d wh t you do d how you do it, so th t th y m y p y
co ti ui v u b o i ssisti you.
Informal recognition: P is is imm s y pow fu commu-
ic tio too d is mo impo t t fo i fo ci b h vio p t-
t s th is co cti som o ’s poo p fo m c o o . O
shou d us p is to ck ow d th st ff’s co scious o ts to
h p you p ctic succ d.

S ctio III: Wh
Incentive: This is comp i commu ic tio too th t must b
c fu ythou ht out d dmi ist d. Whi tt chi s s o s
o commissio s to sth tic m dic s vic is i ti with th
bou ds of thics, tt chi i c tiv to m ti ov p ctic
o s, ot just i p oductivity o v u but so i s tisf ctio , is
ot. Th i c tiv d ot b c sh, but it shou d b som thi
you st ds of v u .
Integrated communication and cross-function: a of th st
withi you p ctic d to u d st d th xp ct tio s d th
co t ibutio s of oth s s w s th vit o th t ch st m m-
b p ys i th ov op tio of you p ctic . This ccom-
p ish s two thi s: th bi ity fo thos p fo mi di t fu c-
tio s to wo k to th coh siv y s w s d v opi th k ow -
d d c oss-t i i c ss y to fu th o of oth st
m mb du i p d o u p d bs c . a s busi ss
ow , it is comp i to you succ ss to h v st wo k coh -
siv y d to simp yb b to wo kwh o t mm mb is u -
b to p ticip t .
Collectiveinput: F wp ctic s d th tim to u ym t d
sh xp i c s b s d o ch oth s i t t d o s, ds d
d s. a t mi imum, physici d st shou d m t to th
o mo th y b sis to vi w i ov tio s, ch s, sp ci c c s s,
obs v tio s d oppo tu iti s fo th p ctic , fo p ti ts d
fo qu ity imp ov m t.
Th is pu pos to of th s commu ic tio s d co ctio s: you
t m h s v u , d c b i v u b to you if you s d th i ht m ss s.
FULLY STAFFED—con t’d

Ch pt 1 : Co cti I sid You P ctic


IN P RACTICE: I Am th e Boss
I w s visiti ci t, st o p ctic with oy p ti ts, but hi h
tu ov i mp oy s. Th physici w s w ik d byhis p ti ts. H w s
busy d succ ssfu ; h w s oft th cipi t of f s. But thou h h
cou d tt ct d k p his p ti ts, h cou d ot k p his st . Th p ysc s
w so b , th o c hou s d vi o m t w ov y. Th w s
st uctu i th job d sc iptio s d th mp oy m u , d th w
xc t p ks, i c udi f t tm ts fo st .
But it took itt tim fo m to iz just why th st wou d ot st y.
Th physici ’s b h vio w s c s of D . J ky d M . Hyd . I “D .
J ky ” mod , h w s w m d sp t qu ity tim with his p ti ts. H w s
comp ssio t ; h put p op t s . “M . Hyd ” b t d his st . H
b k d o d s, s pp d d th whis h ds i th i wh thi s did ’t o
his w y. H cu s d ou d his st , d oft t th m. Th most u b i v-
b ctio I wit ss d w s wh h c d his c ptio ist i to co su t -
tio d o d d h to mov h b ous d ow th p ti t to s d
f h b sts. I w s dumbfou d d.
Th t ft oo I b ou ht th p ctitio d th st to th fo
oup m ti . I w t ou d th oom d sk d ch m mb to t m
wh t th y ik d bout wh th y wo k d. Th v yo sh d wh t th y
did ot ik . Th sho t outcom ofthis x cis w s th t th physici f t h
w s ot o y tit d to ct th w y h did, h f t it w s c ss y to moti-
v t his st —h st t d th t th y ck d i iti tiv d v ct d u ss di-
ct d. Th st f t th y w b itt d; th y w f id to ct without di-
ctio b c us th docto ’s xp ct tio s v i d so t y. I v both th
physici d st hom wo k. H w s to f i f om cu si d b ti
st i f o t of p ti ts, d th y w to commu ic t mo , ot ss with
him. Th y w to t k i iti tiv d b p p d.
Two mo ths t , I visit d th p ctic . Thi s w imp ovi but ot
t. Ou xt st p w s to pu to th st missio th ycou d f to
d ct o i th i xp ct tio s of o oth . I sk d th physici to
d o s fo his st , d th st to d qu sts of him. W s t up
u st m ti s to discuss o c po icy, p o ss, d dv c m t.
P t of v y m ti w s d it m sp ci c to t m bui di .
Th sso h : Th ityis th t di t p so iti s wi h v di -
c s. Fi di ood p op , t i i th m, d k pi th m is s much
o t s it is di ood mp oy , i th op s, d owi i
o ’s o d spi tio s. n v ov ook th v u , f i s, d t ust you
h v i you st , d th sp ct d t ust th y shou d h v fo you.

S ctio III: Wh
REF ERRAL SOURCES
Withi you p ctic you wi cou t d co ct with th p op who
you sou c s fo f , thos who h p you to ow you p ctic . P -
ti ts who f oth s to you wi com b ck s p ti ts i , o wi c-
comp y f i ds. You m y s th m o soci occ sio s host d by you
p ctic , o you m y ch out to th m u y to show you titud ,
suppo t, d p so ck ow d m t of th m s impo t t sou c fo
you p ctic .
P of ssio s, wh th oth physici s, oth s vic p ovid s, o v
you di ct p s who m y f to you m y co ct with you o c to -
f , to co f , to , o to obs v . I vit th m i , k p th m co ct d,
d i tu th ywi co ti u to co ct oth sto you. n o m tt th sou c ,
th impo t t m s fo co cti d st yi co ct d i sid you
p ctic :
Remain personally connected: r mi d oth s th t th y
i you thou hts, th t th y w com , d th t you pp -
ci t th m s i dividu s, ot just f sou c s; th y
impo t t to you. Bi thd y ti s, u fo ow-up c s,
d/o p so ot y tim th t is pp op i t is w ys
w com d.
Remain clinically connected: K p you sou c s b st of
wh t is w i you p ctic d i you sp ci ty d wh t
is v t to th mo to th p ti ts th y f to you. r th
th simp yputti thisi w iti , i vit th mi fo u ch-
o , s mi , t tm t, o to obs v . K p th m du-
c t d, d th y wi k p oth s duc t d bout you.
Show gratitude: Th most commo so fo disco ct
with you sou c s, xt to o c , is f i u to show you
pp ci tio . Ifyou c ot s yth kyou, do ’t xp ct to t
th t f i i th futu .
Sou c s ow you p ctic f om th i sid out, so k p th m i sid i s
m y o i t usiv , p so , d pp op i t w ys th t you c .

Ch pt 1 : Co cti I sid You P ctic


RESOURCES
I sid you p ctic you wi d to co ct with s s, s vic , d p ti t
sou c s—thos whos o ts suppo t you p ctic o who w t you
suppo t i th i d vo s. r sou c s c b th most ov ook d co c-
tio s i sid th o c , simp y b c us th y mo oft vi w d s “s -
i ” th th “s vici .” Wh co cti with sou c s, you c -
t i y do ’t w t to t x you v u b tim , y t you do ’t w t to miss out
o ood oppo tu iti s:
Screen and team: Sc visits d fu ctio sfo sou c s
c fu y b fo y m ti ; m k c t i th tim is tim
w sp t fo both sid s. a ssi t m m mb to m
th tio ship, vi w wp oducts, d t , s ch, p oc -
du s, o s vic s d b i you th most p ti t i fo m -
tio so th t you c m k v id ov d cisio .
Payattention: Ifyou o yh v 1 mi ut s, iv th t sou c
you tt tio du i th t tim . If you ot wi i to iv
th t tim , h v t mm mb sc d po t b ckto you;
b su th t t m m mb fo ows up with th sou c , b -
c us you v k ow wh you mi ht d th o p so
you h v void d fo th p st y s.
Askfor data and analysis: r sou c soft com to you with
oppo tu ity. e xp ct d sk fo d t d ysis th t
show wh th th t oppo tu ity wou d b tt ctiv to you
p ctic . I doi so, you sou c h s th oppo tu ity d
th too s to co ct, d you h v th oppo tu ity d th
i fo m tio to m k v u jud m t.

(Trang không có chữ)

When
SECTION IV
13 When Do You Seek Opportunity?
14 When Do You Respond to Cycles?
15 When Do You Practice Privacy?

(Trang không có chữ)

When DoYouSeek
Opportunity?
No one gets an ironclad guarantee of success.
Certainly, factors like opportunity, luck and timing
are important. But the backbone of success is usually
found in old-fashioned, basic concepts like hard work,
determination, good planning, and perseverance.
— MIA HAMM,
AMer Ic AN GOl d Med Al Ol yMpIAN IN w OMeN’s sOc c er
CHAPTER 13
Timing i n’t v thing, but goo timing, o th a k of it, an tain
mak o b ak n a an nt i . No matt hat o in if , th a
goo tim an ba fo v n th mo t -int n a tion an -
thought-out an . A though ou an an to a hi v u , attainingit -
qui that ou ogniz an a t on o o tunit — h n th tim i ight.
In a g m a u , ou ont o ou u a a ovi of a th ti m i-
in . Timingi a iti a fa to in th u ofan thing ou o. Ho v ,
ou hav itt ont o ov timingun ou i ntif k fa to to n h o-
niz ou a ti o ation an th o o tuniti ntia to ou u .
Th k fa to that in u n -tim i ion in u th fo o ing:
O o tuniti to fu ati nt ’ a a an nhan m nt
i .

s tion IV: w h n
c o t n that u , an th of ou ati nt ’
x i n in ou a ti that ma b a ona , ini a , o
in ivi ua .
p iva i not aqu tion oftiming; it i an ab o ut . p iva i
vant to th a ou a ti v a , ith v ati nt.
A of th fa to in u n ou abi it to u , v n if ou hav a m
g a on th thing ou an ont o . No matt ho a fu ou a out
m a u that a ithin ou o , un ou o o h n oth a -
tiv to hat ou o , ou o t i not a hi v th i goa .
When opportunity knocks, open the door. However, the wait
for such an opportunity may be long—a never-ending phase.
True success lies in the hands of those who seek, create,
and seize opportunity realistically and passionately.
Wh ich Bu s Do I Get On ? An d Wh o Do I Let Rid e
With Me?
John E. Gross, MD, FACS
d on’t t th u uit of f tion o th o about not making th “ ight”
hoi g t in th a of ou u uit of x n an x an ing ou ho i-
zon . O o tuniti qui i ion-making, but on’t t th o of -
i ion-making g t in th a .
w a v o t at gi fo making i u t i ion o hoo inga ath.
w ba an th u i an o n i of v hoi . w ook at th i k-
b n t atio of out om fo ou ati nt , ou a ti , ou of ion, an
ou fami i . ev n ith th too an a fu a m nt, th “b t hoi ”
ti ma not b a .
A f a ago I h a a to to b c oa h K (Mik K z z ki) at a
d uk ba k tba am I a att n ing ith m on. H to a to ating
if ’ jou n to that of b ing a a ng on a bu o b ing th iv of th
bu , an th im o tan of “g tting on th ight bu .” F om that to I -

c ha t 1 : w h n d o you s k O o tunit ?


a iz th bu I a on: I no ong t u t th iv , an I ma th i-
ion to g t o .
r at om of th i ion ou mak to that of b ing on a bu . Th
ma b bu that a a ng on, o ma b th iv . w h n
thinking of g tting on a bu , on n to on i ho i th iv , an
h i thi bu h a ? w a ntia utting ou iv in th iv ’
a . d o t u t th iv to g t u to th tination af ? d o t u t hi
o h ju gm nt to mak a g at i ion in a of an m g n o a -
tou ? d o b i v that th iv i not ju t o about maintaining a
h u , but i b ab to ba an th n of th a ng ? A
omfo tab ith th out an tination? I it a utab bu om an
ith a t nam , o an unkno n that ma not hav goo bu in
a ti ? w h n king x n , of iona i m, an af t , o -
a ant to g t on that bu ? An on on th bu , i kno h n to g t
off? d o ti t u t th iv ith ou iv an iv ihoo ? d i th iv
hang th out o tination? d o th iv ti a about th a n-
g ’ int t?
w ho o ant on ou bu ? If invit om on a ong, i th g t
a ong ith oth on th bu ? A th int t in g tting to th am -
tination u ingth out ou an? Ifth i a tou , an th a t that? If
th a at ti , ou th it h in an h ? w i th b tfu of
oth on th t i ? w h n thinking of b inging on an a o iat o a n m-
o , on i o ou ant that on on ou bu ?
s n ib iv i ation i im o tant. emb a o o tuniti an b i -
ing to tak a i .
A though ou a a ki m i a of iona , ou mu t at an iz
o o tuniti to mak ou a ti vi ib an a hi v ou goa . you ma
hav im ab ntia , an a o iat imag , a - v o an, a
u i nt numb of int t i nt , an an tiv ta , but th i
not in th m v b ing u to ou oo . you mu t a h ontinuou
fo th o o tunit to xt n ou vi to tho ho hav a va i a-
on to on to ou. Thi in u th fo o ing:
Publicopportunities: w hat ou xt n out i ou a ti
to ou ta g t au i n , ati nt , an th ub i

s tion IV: w h n
Professional opportunities: w hat ou xt n of ou f an
of ou a ti to oth m i a of iona an m mb
of ou of iona ommunit
Private opportunities: w hat ou xt n of ou f to oth
in ivi ua
In a o in hi h on um man fo a th ti m i in i high an
th om tition among ovi i , ou i not u if ou fo u
ima i on a ita izingon that man . you mu t fo u on ati f ing on-
um man t, an th a ita tu n i fo o .
P UBLIC OP P ORTUNITY
som a tition o not f th n to ub i iz th i a ti . w h i
it im o tant? B au ub i o o tunit invo v b inging ou a ti to
th att ntion of th ub i th ough a v ti ing, m ia ation , an oth
hann . Ho v , to a ovi of om thinga intimat a a th ti m -
i in , th i a of ub i it an au t u i omfo t an h itation.
If ou igno o o tuniti to b ing ou a ti to th ub i ’ att ntion,
ho i ou g n at th int t an t a ou n to u tain ou a -
ti ? It i i u t to m t ou o u tivit goa b u uingo o tuniti
on among ou of iona a iation an xi ting ati nt .
Oth ovi h itat to ub i iz th i a ti b au th qu tion
h th th tu n of va u i ju tif th tim an x n . sti oth
o that ub i noti i o n th a ti to ub i utin . But if ou
hav ki fu ha an maintain a th m nt ou an ont o —
ibi it , imag , goa , an ommuni ation— h h itat to nt ou -
f to th ub i ? If ou ont o th va iab an hav ann a o-
iat , th tu n on u uing ub i o o tunit hou b ativ
i tab an th va u a to on m.
If ou a h itant to ub i iz ou a ti , ou a on a ik on of
th thing : (1) you a un a o hav fai to an, a oo ituation
fo an o i to ; (2) ou a un i ing to hav om on t to o hat

c ha t 1 : w h n d o you s k O o tunit ?


ou hav o k to at ; o ( ) ou a f a fu ou might o n ou f
u to om tition, utin , o i i u .
“I on’t n to” i not a ib a on. ev n if ou f ou on’t n
a v ti ingan ub i it fo ou a ti , ou un oubt ngag in ub-
i o o tunit in om a . w h not i ntif that o t an maximiz it
th ough ont o , anning, an timing?
A a h i ian, ou a t ain to a fo an thingan v thing. A a
o i to , ou kno that anningi ntia to tiv o ation an to
attaining ou goa . If ou a un a fo ub i o o tunit , th
ma b a akn in ou ont o of th va iab on hi h ou u
an u viva t. you i n to va uat a ofth va iab in ou on-
t o ithin ou a ti . d n th a in ivi ua om on nt a th -
at to ou goa ; th n va uat th va u th hav to ou a ti . p -
a an an, th n a ou tu n.
If ou a a of imitation o om tition, ha ou a not fu on -
nt of hat ou hav bui t. ph i ian ho hav v o a oun , th iv-
ing a ti an ith tan om tition an imitato . Imitation i not a
th at h n it annot im ov on a o i bui t o igina . If ou a on-
n that ub i it i v a th t of ou u , th n ou u -
i not o i foun ; it i not bui t on ou ki an a om i h-
m nt a a ovi an ou avv a a o i to .
If ou avoi ub i it fo f a of i i u o a a k of tu n on inv tm nt,
ou mon t at a a k of faith in ou m tho an ou a ti . so i
ntia i tan on th i o n. An a o iat ta g t imag , b an ,
an mi ion annot b gain ai . If ou a th nt of ou a ti
a oun hi h v thing vo v , an a th thing ou hav ont o ov
a manag , t th o kno about it.
Th i no t fo mu ato th u ofan a th ti m i in a ti .
It i on that maintain high tan a , int g it , a fu anning, an a -
o iat o u . p anning in u a v ti ing, out a h, an m ia
ation . Timing th o t tiv i a ntia to anning a i
ou bu g t.

s tion IV: w h n
IN P RACTICE: H id d en Treasu re
In th at 199 th m i a a on t a bo n. su h a fa i it n om-
a hat I on i th ight ombination of ona vi an tai .
Th m i a a on t tak vi that a not n a i a mini t
b a h i ian an o th min th omfo t an t anqui it ofa a tting.
Th a vantag i that th mino i omfo t o in onv ni n a o iat ith
th t atm nt i no ma att a tiv th ough th am ing, am niti , an
axation that a a atmo h ovi , inviting at vi an bui -
ing o a at on .
A ovi in am t o o itan a athat a on th u of innovation bui t
a b autifu a. H a no x n in th u oun ing o in th ta to
ovi a fu ang of a ona vi , f om kin a to ho i ti
h a th a an nut itiona oun ing, a a vi that ign
u fo ona in u g n . Hi th o : Hi u a at on ou
qui k b om vot a i nt , an o of mouth ou qui k g n-
at a itiona t a .
Ho v , month into hi n avo , t a a bui ing, but o .
Hi ati nt ba ontinu to b t ong, an a though h i v thing ight
int na to motivat ati nt to t th ona vi , th ai ati nt
t a of that on ovi a not nough to u tain a of th vi of-
f in hi n fa i it .
w h n m t, I a im b th tai an o u of hi o -
ation. Th h i ian a v ivat an oft ok n but v on nt,
an tain om on in ont o of a hi a ti va iab . Ho v , a -
though hi an m ti u ou , hi goa un a i ti . Hi o fo
g n atingth t a n a to u tain th n bu in xt n ion i not
a h b on tho a a in hi a ti . Th on tim o x-
o tom ag about hi n on t a h n th on th mi .
I a k him h no announ m nt ha b n ma to ub i iz hi n
a, x ting hi an ou b that h i not ant oth ovi in
hi ma k t to b gin om ting on thi v a . Hi an , ho v , a -
though v im iv , a u timat ho t ight . H i not ant hi
o a ati nt to f that th i t to a th ti juv nation an t anqui it
a ub i omain. H b i v that an ub i it ou imini h th va -
u iva an x u ivit of hi a ti .
But ho ou h u tain thi x an an x n iv nt i if on
hi xi ting ati nt , ho vi it on af tim a , a a ofth
vi avai ab ? c a , h ou not, but h f t th n to main fo-
u on hi xi ting ati nt ba . H a o thought that an att m t to o-
mot to th m ou imini h hi imag of i tion an ont o .

c ha t 1 : w h n d o you s k O o tunit ?

9
Thi a hat ha to o k ith to g t th a to ta t iving u to it
goa of a hingb on th a ti hi maintainingthi v ivat im-
ag among tho ho t u t an va u that imag .
c a fu anning a th k . Thi invo v maximizingth a ti ’ x-
i ting ataba info mation to ta g t ona iz m ag to i nt at -
go i of ati nt ba on mog a hi an io vi . K ing o
to th imag of iva an t i t ont o , both in vi an o ation ,
m ag iv th ough hann th ta ou i ntif that a-
ti nt omfo tab ith, u h a mai ing an ona a . som
ovi of ona vi in th a a ati nt i t ho
i nti a ik an i at fo th i vi an invit th m to om in
fo a vi it. Fo xam , ati nt ho ha viou book a ointm nt
ith th h i ian fo noninva iv fa ia t atm nt mo than month in
a van b au h a o in man ou no obtain th am vi on
mu h ho t noti at th han of om on ho n an t ain b th
h i ian. Th invitation am i t f omthat t u t , han - i k , -
ona t ain ta m mb .
Oth ati nt iv a ona tt f omth h i ian omm n -
ing that a an nhan m nt to hi vi , th mak an a ointm nt fo a
i vi no o b om on ho n an ona t ain b
him. sti oth ati nt ho oung an mo a v ntu ou in th i
ta t iv invitation to x i n om ofth n an t n vi
th a o , ith in ntiv a kag that om m nta in vi
an i . Hi mo t vot ati nt , an tho ho a hit th a o-
iat mog a hi fo hi a, a giv n a ivat tou of th fa i it
h n th a iv fo a ointm nt ith th ovi . Th tou a on of
th mo t t at gi of han -on m tho to mak hi ati nt a a of th
o ibi iti th a o .
d i thi o k? Ov tim , it i . Tim a a fa to in anning, not on
to g t th m ag out but a o h n to n it out. Th i i not on-
ta t a ati nt in th ataba at on tim . som tim ati nt kno on an-
oth , an ifth ha thi n it ou nu if th on t ofan in ivi -
ua iz ona m ag . To a oz n of ati nt at on an invit th m
in ou hav bo on t ma k ting. Ho v , a ati nt’ hi to an
att n ou b vi o an a oa h ou b ta g t i t to
th m. Thi qui anning th o t i t a oun o o tunit : fa-
vo ab i um tan that in thi a took a v ivat a ti an n-
ab it to a h out ub i , t in an in ivi ua iz mann to a o
to th a ti an th ovi ’ v ont o imag , b an , an mi ion.

1

s tion IV: w h n
SP IES AMONG US
w h n ou a v ti , ou kno ou om tition ma th a . w h n
ou a h out, ou kno th hav th o o tunit to a h in; h n ou
akout, ou kno th hav th o o tunit to i t n. w h n ou a
an int t au i n o o n th a ti ’ oo to th ub i fo a -
ia v nt, ou mu t b a a that th ta an f i n of om tito an
ha v n th om tito th m v ma b amongtho at hingan
i t ning.
Th i nothing ong ith a ingatt ntion to hat oth a ti a of-
f ingan a v ti ing, an th i nothing ong ith on ing, o ong
a ou k in min that i ho g t aught a g n a in t o in -
u . I ho ou a n ith . A n gativ on ha n gativ va u , o o
not nig at ou om tito ’ a ti . d oing o annot nhan th in-
t g it of ou imag , b an , an mi ion, b au nothing n gativ hou
b a o iat ith ou o ou a ti . A i t on , u h a o ing
ou i ingo atta kingth ntia ofanoth , i im b ggingto g t
into a batt .
pa att ntion to hat oth a a ing an oing im o ou an o it
b tt . d on’t b om anxiou h n oth a att ntion to ou; if ou a
ovi ing x nt a an o u ing ati f ing u t in ou a ti ,
no on an tak a a ou ati nt , ou imag , o ou u .
Tim in g P u b lic Op p ortu n ity
shou ou a t ub i h n o o tunit a i ? Too at . If ou ait fo
o o tunit an th n a t, ou i mi ou ma k ith a oo ann -
that annot o ib maximiz it ot ntia . A though ou an anti i at
o o tunit , th b t a oa h i to k it out.
Favo ab on ition fo ta g t ub i o t in a v ti ing, m ia a-
tion , o out a h a g n a :
Time sensitive: w h n innovation, hang , o a om i h-
m nt o u

c ha t 1 : w h n d o you s k O o tunit ?

11
Target sensitive: r a hing tho ou i ntif a ou in-
t n au i n
Theory sensitive: r on ing to a n th o , t atm nt o
oth innovation in a th ti m i in
c that a a ona , ini a , o in ivi ua a o nt ub i o o tu-
niti to a at o bui on th u of ou a ti ( c ha t 1 ).
Tim e-Sen sitive P u b lic Op p ortu n ity
Tim - n itiv ub i o o tunit qui a -tim a tion . Thi an b
ith ou a i t o o tunit to a fo , o ou mo t i u t. It i
a h n ou hav a van kno g of an im n ing o o tunit ; ou
an th n an ou on in tai o ou i b a to iz o -
o tunit h n it o u . Thi a ha va u a o a v ti ing, out-
a h, an m ia ation .
c on i an innovation in t atm nt; fo xam , inj tion th a of
fo ink u tion. Thi t atm nt a u o - ab fo a , an a -
ti v qui t about o ing inj tion o a not to o th boun
of gu ation o of iona thi . Th a that th Fd A ma it an-
noun m nt that it ha a ov inj tion th a fo u a an antiaging
t atm nt, h i ian amb to mak it kno n that th ovi thi
t atm nt. Th g ut of a v ti m nt an i t mai a a m ia ov-
ag agg b v a k , b au mo t a ti ait fo that a -
ova b fo th a t on th o o tunit . Ho v , Fd A a ova a
on nt anti i at , o an a ti might hav o a ou b hav-
ing th a , mai ing , an a a th mom nt a ova a
o ia .
Tim - n itiv hang in u th a ition ofan vi o ovi to
ou a ti , a hang in o ation o a iation, o v n th a ition ofn
fo m of out a h, u h a a b it . w h ait unti thi t an i to an-
noun it an fu ou g o th? w h not an th announ m nt b fo th
hang i in a an thu bui anti i ation of ou x an ion among
ou ta g t au i n ?

12

s tion IV: w h n
Th tim - n itiv o o tuniti ou an a t an fo a tho ink to
a om i hm nt, n o m nt, o a itation, b au ou annot v if
o announ th in a van . It i ab o ut un thi a to a v ti that ou
a boa igib , o that ou hav a ntia ou o not. Th a a ingof
a ntia annot b v i unti it a tua ha n , no ma it b om-
muni at unti it i a a it . Ho v , th too n a to mak thi
n a ub i o o tunit an b a in anti i ation of thi . r ognition
b a thi a t of ou vi , innovation , a h, o out a h i i -
u t to i t; ou a van noti ma ang f om a f k to no tim
at a . Ho v , if ou a a fo u h v ntua iti an hav an on-
going ation hi ith th out t ou n to a t on thi ub i o o tu-
nit , ou an mak th announ m nt om t .
Ta rget-Sen sitive P u b lic Op p ortu n ity
c tain a n g ou a favo ab ta g t fo ou o t . c on-
i th va u of an o o tunit to i t ibut a ti info mation an x-
t n an invitation fo qua it a to n hom o n of a o iat m-
og a hi in th a a. c on i th va u of nting a mina on b a t
u g to b a t an u vivo , o on bo ontou ing to tho in ini-
a ight- o og am . c on i th va u of a v ti ing in a ia i-
tion ofa o a magazin ith a n ito ia tan on “ iving oung,” o
in th fa hion gui of m ia that a h ou ta g t mog a hi . (If ou
o not b i v an int t in fa hion ha a i t o ation ith an int t
in a th ti m i in , ou a in th ong bu in .)
Ta g t- n itiv ub i o o tuniti aboun . To tak fu a vantag an
maximiz ou o t , ou mu t va uat u h o o tuniti a fu . d o
th mog a hi of that ta g t au i n at to ou a ti mo-
g a hi ? c an ou o o ou ant to v th int t of a n mo-
g a hi g ou ithout a i nating ou u nt i nt an ati nt g ou ?
Th mo t ik o o tuniti invo v a v ti ing an out a h. Att m t
at ub i it th ough th m ia i obab i itt tu n, b au
ou fo info mation on m ia ov ag that a ta g t n itiv i
obab b u u b th m ia th m v . Th x tion i ovi

c ha t 1 : w h n d o you s k O o tunit ?

1
ho hav tab i h th m v a t u t ou ith iab m iaout-
t . Thi qui v avv an a o iat manag m ia ation .
Ho v , v f ovi in a th ti m i in an o thi ithout th i
o t b ingatta h to a h o b ing ignat ok on . B -
a i ti in ou a m nt an t at gi in ou a oa h, an ta g t o -
o tunit i h to bui ou u .
Th eory-Sen sitive P u b lic Op p ortu n ity
Un ou a anot a h ith in titutiona o oth ba kingto u -
o t ou th o o innovation, ou o tion fo u ingth o - n itiv ub-
i o o tunit a imit to i utingunfoun th o i an un ub tan-
tiat a th ti m i a t atm nt . A ib a h ’ ub i o t
i b om hat t i t unti a h out om a fu a t an
a i in a ti . A a h ho a k ibi it i qui k fai in
m ia ation , b au an m ia o ganization to a i v if not on
ou ntia , but a o ou ibi it in th a h ou a on u t-
ing. A though ou an a v ti ongoing a h, it i on tiv to n-
o a ti i ant fo ou a h og am. F in ivi ua i i k th i
a a an to un ov n m tho ; th fo thi i not om thinga ib
in ivi ua a tition o a ti hou o.
If ou a not an a tiv a h , th on th o - n itiv ub i o o -
tunit avai ab to ou i in i utingth o , but thi qui aution an
t at g . Tak , fo xam , th g ut of o gani o th a uti b a t n-
han m nt that hav b n a v ti . U thi to ou a vantag ith m -
ia ation , out a h, o a v ti ing. A m that th u gi a m tho in
hi h ou a t ain an ki a th on ov n m an to nhan th
iz , ha , o a a an ofth b a t. But o not i ut anoth ’ aim .
If ou a oa h o o tunit b atta king om on ’ th o i an th i va-
i it i t , ou i k t o thing . Fi t, if th m tho i at ov n an
a t , ou hav ma k ou fa a i b i v . s on , an gativ a -
oa h i unn a to a o itiv u t . you imag , b an , an mi -
ion hou n v b a o iat ith om thing n gativ , no hou ou
m ag . In t a , fo u on o itiv , ov n m tho to a hi v ou goa .

1

s tion IV: w h n
P UBLIC TH EORY
som h i ian a m ting th i in on um man fo a th ti
t atm nt b b az n taking hat i ag n a a t t atm nt o o-
u , atta hing a at h nam to it, an touting thi to on um a
om thing innovativ , im ov , an x u iv to th m. you kno ho
th a . Th a tain not a o iat t ain o ntia a -
tition of a th ti m i a vi , o a th ?
su i ing , a u at a on um a to a , an ith ub i u a-
tion too o a i avai ab th ough m i a o i ti , boa , an th m -
ia, om on um ti fa to u h ta ti . B fo ou m o imi-
a ta ti , on i a fu h th th va u of u h a ub i o o tunit
i o th th amag that an b on to ou utation.
If ou ngag in a it a h to a van a th ough innovation in
t atm nt an o u , u fu out om i oun to ou b n t.
If ou ngag in a h im to vat ou ub i nam o ga n af
xt a o a i t f om th on um , ou th o i not on v ntua
i it ou but i a o i it a ou hav ann fo an bui t.
P ROF ESSIONAL OP P ORTUNITY
To u , ou mu t tak a vantag of favo ab of iona i um-
tan o ituation ; in fa t, ou hou a tiv k th m. you mu t not
on ngag of iona o o tunit ; ou mu t initiat it.
p of iona o o tunit ont ibut to ou u h n ou a h out to
oth m i a of iona an to m mb of ou of iona ommu-
nit a a ou , a ou , a a tn , an a . Out a h a oa h ma
b a na o a tab i hing ation hi ith f ing h i ian o a
b oa a a ti i atingin th of iona o i ti of ou ia t . p of -
iona o o tunit qui that ou k o o tuniti ath than ait fo
th m to n ou. you mu t a h fo o o tunit :
Out i ou ia t , ith oth m i a of iona
In i ou ia t , ith ou

c ha t 1 : w h n d o you s k O o tunit ?

1
w ith tho ho u o t ou ia t , th bu in that
a ou ou , ou of iona vi u o t, an
ou u i
Mu h ik ub i o o tunit , th a tim , ta g t, an th o on i a-
tion to of iona o o tunit . Mo t of iona o o tuniti fa into
i ta g t at go i n b ia t , b of iona o ona
ation hi , an b g og a hi oximit . Th an b in ivi ua ta g t
o g ou an an b n t ou a ti th ough f a , an ou
u o t, o u ation— ou o th i . Maximizing ou o t qui
ning ho ou ta g t a among m i a of iona an ngaging
th m in ivi ua o in ta g t g ou , a a t mining th timing
of ou a tion .
Fo ou of iona ation hi to nt favo ab on ition that i
b n t th g o th an u of ou a ti , oth mu t t un -
tan ou in i an gui inga tion , an ou mu t un tan an -
t th i . Thi i n a fo ation hi that g n at f a o that
ovi g n a of iona u o t. you annot bui amutua fu ing
ation hi if oth o not un tan ou in i of a ti .
Tim in g Ou tsid e You r Sp ecia lty
p of iona o o tunit out i ou ia t qui io anning to
maximiz it va u . To gain th ation hi that i b n t ou a ti
th ough of iona o o tuniti , ou mu t t a a foun ation.
If anoth ovi n to f a ati nt to ou qui k , i h o h
kno h an ho to a h ou? Kno h th ou a i ingo ab to
a u h a a ? w i h o h hav mat ia avai ab to u at that
f ati nt about ou a ti ?
p of iona o o tunit to nhan th g o th of ou a ti th ough
ini a vi i tim n itiv . If ou hav not tab i h ation hi
that invit of iona o o tunit f om out i ou ia t , of -
iona o o tunit annot xi t.

1

s tion IV: w h n
IN P RACTICE: ER (Em ergen cy Refu sed )
d it th va n of ambu ato u gi a fa i iti , it i ik that ou
a ti on ta at on ho ita at a t, an that ou ma b qui a a ta
m mb to b on otating a . F ovi ik to b on a , an man -
fu to tak it. B fo ou fu , b autiou of h n an ho ou o.
An tab i h ovi of a th ti m i in a a to th m g n
oom at on night b th att n ing h i ian. A hi a in n of im-
m iat att ntion an th moth a a amant that a ia i t b a . H
a k th att n ing about th a , an th n fu to tak th a . Th at-
t n ing n v ha th ati nt’ nam , no i th ia i t a k fo it.
Th n xt a , th ovi ’ a ti iv a a f om a ati nt ho
a h u to un go xt n iv a th ti t atm nt. Th t atm nt a
an . w h ? B au thi ati nt a th a amant moth f omth night
b fo , an h n thi ovi fai to t at h on h n a on b th
ho ita , h f t h ou not ngag him to t at h . H a fu iou that
th ho ita n v a th ati nt’ nam to him b au that ou
hav o v v thing—o ou it?
Th on i not th o t ati nt, but ath , ha th ia i t tak n th
tim to tab i h a ation hi ith th m g n a tm nt, hi x ta-
tion of th m an th info mation im o tant to him h n i ing to tak a
a might hav u t in a fa b tt out om .
OUT OF SIGH T, OUT OF. . .
Th i no g at im o tan in timingthan to mak tain ou a vi ib
among of iona ith hom tim - n itiv o o tunit xi t . you ma
not oft n hav th o a ion to n ount th m, but ou hou mak th f-
fo t to maintain onta t an k th i int t f h. Thi in u taking
th tim to ngag th m, f h an u at f a an ati nt u ation
mat ia , an v n to fo o u on a t a .
Maintaining ou o n vi ibi it an that of ou a ti in a th
ik ihoo that ou i b th ovi that om to min h n a o agu
ant to mak a f a . r main vi ib b inviting of iona to ou
a ti to a n mo —not to t a h th m ho to t at oth , but to a n
mo . pi k u th hon an fo o u ith a f ing h i ian on a a-
ti nt f om v a month a t.
If ou main vi ib , ou main m mo ab . If ou o out of ight, ou
i o out of min .

c ha t 1 : w h n d o you s k O o tunit ?

1
Tim in g In sid e You r Sp ecia lty
you annot x t th of iona g ou to hi h ou b ong to u o t
ou a a m mb if ou o not u o t th g ou in th o an a ti . In
a ition, ou annot x t that ifan h n ou o hav a a ti a th o
of m i in o th o in a ti to ha , oth i n thi an o o tu-
nit of va u , mu h a att ntion, un ou hav tab i h ation-
hi that a mutua fu ing.
s ia i t om tim qu tion th va u of bui ing ation hi ith th i
, b au th vi th m a om tito . But giv n th man fo
a th ti m i a vi th a , th b n t of u o t fa out-
igh th in u n of om tition. you om tito a obab o at
g og a hi a o to ou, hav a imi a a ti mo , an ta g t th
am mog a hi g ou ou a ti ta g t . c ombin th va iab ,
an ou om tition among ou i av na o g ou . d o of -
iona ithin ou ia t nt g at o o tunit a to ngag ,
o i ou b t o o tunit to vi th m a om tito to monito an
avoi ?
you an ou obab fa th am o imi a ini a an o a-
tiona i u . It i ik that ou hav imi a u ationa n to k ou
ki an kno g u nt. you a o hav imi a o i ta i u . so
h not a n f omon anoth ? w ho b tt to u o t ou, in th o , than
m mb of ou ia t ho fa th am i u ou o a a ovi
an o i to ?
shou ou ngag ou om tito ? d o of iona o o tunit xi t?
In , it o . Amongth man ot ntia ati nt ho k ou vi ,
th i no o ib a that ou an fu th n of v in ivi ua to
th b t of ou abi it an th b t of th i ati fa tion an omfo t. som
in ivi ua i om to ou a ti but ou i hoo not to xt n
vi to th m, fo ini a o ona a on , an th a om in ivi -
ua ho i not hoo ou. w hi h i th b tt na io: to kno ou
om tito an f to th m h n a o iat , thu maintaining
ith th t u t ofth in ivi ua ou annot v , o to im tu n that in i-
vi ua a a , v ing an nt o futu ink, an a o ing th m to av
ou a ti ith an unfu x i n ?

1

s tion IV: w h n
r maining a ont ibuting m mb of ou of iona o i t nt an
ongoingo o tunit to main n t o k an vi ib . Thi onn tion an
b a ba i a a ing ou o i t ’ n tt an a ting ou vot fo o-
i t o , xt n ing ou x ti in an in t u tiona ou o to a o-
i t ommitt , o v n maining o to ou om tito an .
Th i anoth on tant of iona o o tunit : ou i ation to ou
ia t an to u ho ing th thi an tan a it im o . you -
nt not ju t ou a ti , but ou ia t . If ou fa ho t of u ho ing
th imag of that ia t , ou not on ta ni h ou f, but a o th imag
of that ia t g ou . If ou think ou an u ithout ou n-
tia an ou of iona a iation , I a ou to t . If ou think ou an
b a u ithout u ho ing a of th thi a an ini a tan a of
ou of ion, giv u ou ntia . d o not ta ni h th o t of a
g ou th ough ou o n k a ogan . On ba a annot oi
th bu h , but it an mak th bu h unatt a tiv .
A LACK OF ATTENTION
p a tition om ain about th a kofatt ntion th iv f omth o-
f iona g ou ithin th i ia t . Th a gu that un ou a in a
a h-ba a ti o t aining og am, ou hav no o o tunit to
v in a hi . w ong. Th a gu that un ou a in a a h-
ba a ti o t aining og am, ou i not b a k to v a am ia
ok on. w ongagain. Th a gu that a ti i ation on ommitt i
ju t a a t of tim ; it ont ibut to a bu au a that favo th it (th
a h, t aining, an high-vi ibi it a ti ). w ong on mo tim .
wou ou of iona o i t xi t ithout th in ivi ua m mb ho
a in ivat a ti ? I th va u of a h-ba a ti an t aining
og am ntia in th g o th, innovation, an a van m nt of ou -
ia t ? d o ou a hav a ommon g oun ? Th n h not a ti i at ?
I hav n o i t a an i nt om f om ivat a ti . To
kno th m n an om n i to un tan th i a ion an votion not
ju t fo th i a ti , but fo th i ia t a . pa ion an votion
a on nt th o o tunit fo ou to u , o x i thi in a ou
o. you i a th a .

c ha t 1 : w h n d o you s k O o tunit ?

19
SUP P ORT AND P ROFESSIONAL OP P ORTUNITY:
Learn b y Teach in g
Mary P. Lupo, MD, FAAD
A a on - a mato og i nt at Tu an in 19 , I a k m o-
g am i to , d . l a Mi ikan, if I ou ta t a o m ti ini fo ou
i nt to “ a n b oing” bovin o ag n inj tion , h mi a , an
oth a . It a a to o thi b au a a ha a ini to -
fo m mab a ion an hai t an ant un th u vi ion of d . John
ya bo ough. I uit ati nt f omm o a h a th ub, b au th a
a a o ho i h to hav , but think th annot a o , o m ti o-
u . Th “ on , o on , t a h on ” motto of c ha it Ho ita a
n v o t u . B m a t a of i n , I a in t u ting m t- an
on - a i nt in th nuan of o m ti o u .
w h n I ft to b gin m a ti , I ontinu to ta that ini , an I o
o to thi a . In a ition to t ainingat Tu an , I om m a th ti
in mato og , a ti u g , an oth o ia ti into m o to
ha m t atm nt a an a ti m tho , fo m iv inj tion -
ion at AAd an Asd s m ting , an b gan Th c o m ti Boot c am in
2 ith d . K n B . To k th m ting at th high t v of a n-
ing, a o on boa - ti mato ogi t , a ti u g on , fa ia
a ti , o u o a ti , eNT, an o htha mo og Md to att n .
A a u t ofthi on tant int a tion ith m f o a th ti ia i t ,
I ontinu to hon m ki . M ati nt b n t, b au I hav foun ou
a n ju t a mu h a th on ou a t a hing. you thing th ough if-
f nt , an a ou x ain hi ou a oing, it a van th im int
on ou b ain of th ki ou a mon t ating. B t a hing m f o o
a th ti h i ian , I am a van ing an t ngth ning ou ia t . But at
th h a t of it a , I f that I am h ing ati nt b taking h i ian ho
hav th “ o ” t aining in a th ti f om th i i n t aining an h -
ing th m a h th i fu ot ntia to tiv an on ib mak th i
ati nt ook b tt .
l ik man of ou, I hav b n to in u t - on o mina h
nona th ti h i ian an non h i ian a ign u to jum on th o-
nomi ban agon of non u gi a juv nation. F ank , I hav foun man
of th qu tion a k at th mina a , to think ho itt om of
th in ivi ua un tan about oun h a ing, a h i , an th
ba i a th ti in i that kno f om ou i n t aining. It i -
tu b m to think that th a h i ian , t th hav a o onomi
Continued

2

s tion IV: w h n
u to om omi th ba i t n t of ou h i ian on ibi it : to
o ight b th ati nt.
ph i ian hou a a f to anoth h i ian ho ha th a van
t aining in th o u th ati nt n , ath than to fo m it th m-
v ju t fo th v nu . w h n on ’ banka ount i mo im o tant than
ati nt fa , ou a no ong a on ib h i ian. I no gu a
ati nt ho hav unto a om i ation a a u t of k n -t ain
non o h i ian ho hav gon b on th i t aining. Th Asd s ha
o um nt an a a ming in a in th t n of non h i ian a ti of
m i in an it om tim iou qu a . B h ing a h oth ithin
th o a th ti ia ti , an t ngth n ou o ition ith th ub i
an n u that main th x t fo ati nt a . That i u t in
both ou onomi u an th im ov af t an u ofth o -
m ti o u fo ati nt .
P RIVATE OP P ORTUNITY
p ivat o o tunit —th on -on-on ommuni ation b t n ou an an-
oth —i iti a to th u of ou a ti ; it i th mo t univ a t
a t vi ib fo m of o o tunit . It o u mo t ommon ithin ou
a ti a a out i . It i ink i t to ho ou a a a a ti-
tion an o i to . It i th ata t that b ing a i nt o ati nt to a -
t ou vi o not, ba on hat ou xt n of ou f a an in i-
vi ua an a of iona .
w hat o ou xt n of ou f to ou ati nt an tho
o to th m?
w hat o ou xt n of ou fto ou ta an to tho ho
u o t ou abi it to t at ati nt ?
w hat o ou xt n of ou f to ou an th o-
f iona ation hi that u o t o ovi ou abi it to
t at ati nt ?
SUP P ORT AND P ROFESSIONAL OP P ORTUNITY:
Learn b y Teach in g—con t’d

c ha t 1 : w h n d o you s k O o tunit ?

21
Th a a ou ivat o o tuniti : tho that a an in ivi ua to
mak a on nt i ion to hoo ou a a ovi an to b ati b
that hoi .
Th g at t o a ion of ivat o o tunit i in on u tation ith a o-
t ntia ati nt. Ho v , th on u tation i a th i ingfa to h n
a ot ntia ati nt a t t atm nt an b om ou ati nt. Thi on-
v ion i not ou u timat goa ; th goa i fo ming an n u ing ation-
hi bui t on t u t.
p ivat o o tunit i ta g t i t to th oth on in an n ount .
It a i th ik ihoo that th in ivi ua i ha hi o h ivat x-
i n ith ou ith oth ot ntia ati nt . ev n h n ou i ov
that on ition a not favo ab to ou u in thi in tan ( u h a
ith a ati nt ho i not a goo an i at ), ou ti mu t mak that n-
ount into a o itiv an a o iat tim x i n .
Tim in g P riva te Op p ortu n ity
pub i an of iona o o tuniti a ann fo an ought out. p i-
vat o o tunit i th ba i of ou a ti . you a i foun on i-
vat fu inganoth on’ i fo a a an nhan m nt. Ifthi
to ou i not inh nt ivat an t i t to th in ivi ua ho i n-
gaging ou, an if ou o not ou abi it to mak v ona n-
ount a ivat o o tunit , ou a in th ong bu in . ev -
ona n ount ou hav hou b on that:
A m ou a a a ing an ki ovi
A m ou an fu th i of th in ivi ua ou a
ngaging
A m ou an fu th x tation of om on ho f
a ati nt to ou
d mon t at ou om a ion, ki , an votion a a o-
vi ho not on an ovi t atm nt, but a o un -
tan th in ivi ua ’ i fo a th ti m i a t atm nt
d mon t at ou i ation to ou a ti an ati nt

22

s tion IV: w h n
Th timing of ivat o o tunit i not t at gi , ann , o ought. It
mu t in xi t at a tim . ev n on in tan h n ou o not fu
mb a a ivat o o tunit to nhan th u of ou a ti an
u t in imini hing ou va u a a ovi of a th ti m i in .
IN P RACTICE: Not Me
A oman h u a on u tation fo a o u that a u a th ti
in natu but ntia to h f- on n an h abi it to f fu a
a oman. sh nt th o ofan a th ti ovi , a anxiou , a -
om ani b h hu ban .
Th ati nt oo inato a th m an i h b t to a a th i
anxi t . sh tookth mto ait in a ivat oom, a fu vi a th -
m nt of th a , an th n th h i ian am in. Hi xit a a ab u t a
a that of th ati nt an h hu ban .
Ou ovi ou not m t thi oman’ x tation , an h o n
tat o f om th v b ginning. r ath than o k ith h to u at h
an h h un tan h h x tation ou b i u t to fu , h
t h go. Hi an , a though ivat to h , v ub i x aim ,
“Not m .”
Mo ov , h n th oman ft, h i not f that om on ha i -
t n , ho om a ion, an a th i u an i ; ath , h
f t a though om thing o im o tant to h a ith unim o tant
to thi ovi o im a o t au . w a h ang ? you b t. w a h
hu t? you kno it. Ho i h hu ban a t? H ft a ing th a ti-
tion nam , b au h thought that th ha foun om on ith om-
a ion ho ou fu h i . In t a th x i n v n mo
f u t ation an i a ointm nt than fo th on ition fo hi h th am .
w hat i th on h ? A though thi a not an o o tunit that ou
hav u t in imm iat ati nt ati fa tion an th ontinu ont ibu-
tion of u h ati fa tion to th u of thi a ti , it a ti a mi
ivat o o tunit . A though th ovi ou not a hi v hat th
oman ant , h ti hou hav tak n th tim to i t n an o hi x-
ti an a vi on hat a o ib . Thi oman ngag himfo a a-
on, an in th mo t iti a ha of th i ation hi — ivat o o tu-
nit —h o th oo , not ju t to h imm iat i , but to h an
an on onn t to h in an a . p ivat o o tunit i v nt. It
xi t to giv ati fa tion to th in ivi ua int t in ou vi an to
tho onn t to th m.

c ha t 1 : w h n d o you s k O o tunit ?

2
IN P RIVATE
Ho o ou at in ou timing an a tion of ivat o o tuniti , h
on ition a ivat an favo ab to bui on th u of ou a ti ?
c on i th fo o ing na io .
1. you a ngag to o t th oo out om of a io u g
that a fo m b om on . you:
A. A k ho th io ovi i , xamin an n hat i
ong, an ib ho ou i mak it ight.
B. A k ho th io ovi i , th n tat hat i ong an
hat ou ou hav on in th t o ation.
c . d i u ith th ati nt hat h o h n un ati fa to ,
xamin th ati nt, o ou omm n m , an
a k h th th ati nt i u io o o that ou
an vi a fu hi to of th a an on m o n ou
m .
2. you a ngag b a f ing h i ian to t at a ati nt hom
th h i ian ab a “ i u t.” you:
A. r fu th f a .
B. Tak th f a an ju g thi ati nt fo ou f.
c . A k fo a hi to on th ati nt an fo th an i in ight of
th f ing h i ian, vi thi , i h th to m t
ith th ati nt, mak ou o n ju gm nt, an ha thi ith
th f ing h i ian.
. you on u t ith a ati nt ho i a motivat b th i
ofanoth , not h o n i . That oth in ivi ua i nt in
th on u tation. you:
A. T th oth in ivi ua that hi i i not om thing ou
a i ing to im o on anoth on.
B. T both in ivi ua that th a tin fo an unha
out om .
c . A k th oth in ivi ua to t out o that ou ma ivat
xamin th ati nt, th n tak th o o tunit to an i i -
Continued

2

s tion IV: w h n
IN P RIVATE—con t’d
u h o n i an ha ou th o an mi ion on
fu ing th ona i of a a an nhan m nt.
. A ta m mb mak a mi tak , h th it b ogi ti a , ini a ,
o in mann . you:
A. d man an imm iat o tion of th o , an iman
th ta m mb .
B. c a att ntion to th o , o t it ou f, an o i-
man th ta m mb .
c . s ift an qui t o t th o , th n ivat ith th
ta m mb o amongag ou of ta m mb va uat hat
nt ong, h , an i u ho to v nt imi a o u -
n in th futu .
. A ot ntia ati nt i a om ani b a f i n o fami m mb
ho n mo t of th on u tation a king qu tion about h
o n on ition, not n ing u o t. you:
A. sugg t that on mak an a ointm nt on h o n.
B. A k that on to av th oom.
c . stat that fo th ati nt’ b t a vantag , ou i fo u on
on on a at a tim , an that ou ou b ha to i u
th oth in ivi ua ’ on n at atim i at to that -
on, ith at th n ofthi on u tation o on anoth a , an
ou i xt n that on u ation i to h on n .
. A ati nt om fo a on u tation anting im ov m nt but i
unab to i a n h x tation , a i ti o oth -
i . you:
A. sugg t hat ou think h hou on i im oving.
B. examin th ati nt, o ugg t im ov m nt , an a k
fo th ati nt’ in ut.
c . A k h to ook in a mi o an ib th f atu that h
ant to im ov . A k h to x ain h , an th n a k ho
h i h to h f. Th n o hat ou an o to fu
tho i h .

c ha t 1 : w h n d o you s k O o tunit ?

2
Th ommon inkto a ofth ituation , an an ivat n ount , i im-
to tu n it into o o tunit , v n ifo o tunit i not imm iat a a -
nt. r a th v thing an ivat n ount hou b an mak tain
v tim ou ngag om on in ivat , ou th n u t a on o a
of tho thing that a m o mon t at ho ou a a ovi . c a ,
th on that mo t a o iat an tiv x i ivat o o -
tunit in a h na io i C.
Kno ing h n an ho to iz o o tunit i on on fa to of timing
that ou mu t a fu va uat to a van th u of ou a ti .
you abi it to a t at th b t o ib mom nt to tak a vantag of o o -
tunit qui that ou i ntif h n it an xi t, a t u on it b fo it a t
u on ou, fu un tan ho it an ont ibut to ou u .
On th n an ou i ntif that ont ibut to timing ou a ti f-
fo t an ogniz th im o tan of h n to x i iva in ou o
a ovi an o i to .
IN P RACTICE: Blen d ed Op p ortu n ity
I a out to un h on a ith th ati nt oo inato f om a i nt’ a -
ti an i to o a itt ho ing. w h a to a -kno n -
a tm nt to an nt to th ing i tion. w noti that a oman a
b ing tt fo a o th i . Th ati nt oo inato nt about h ho -
ing, an I i to ta ithin a hot to hat I might a n.
Th oman a t ing not to b motiona , but h a a king
h an u o t f om th a k, ho ho om a ion an a n-
a ing, but unfo tunat m uninfo m . sh a omfo ting th
oman b t ingto ha h imit kno g of on t u tiv b a t u -
g . w h n th oman ft, I a oa h th a on an a k ho of-
t n th tt o th , an if th motion an on n of th i i nt
imi a to thi oman’ . y , th , h on , an h a I
a king?
Continued

2

s tion IV: w h n
d i man oth u tom on in th a o at th to about
th i fo oth kin of b a t u g ? A th tim , a th , an
h a I a king?
I u th ati nt oo inato fo a an to h that h mu t fo g
a ation hi ith thi oman. w hat u t f om thi ivat o o tunit
h I ha av o a a of iona o o tunit fo m i nt to
m t ith th a of iona in th to to giv th man info mativ an
i t u ation on b a t on t u tion an b a t u g in g n a . That
t an at to a ub i o o tunit fo m i nt to m t ith an u at
om n ho ha bought o th f om th to in a b a t on t u tion
mina on o b th to an h in th i ivat m ting oom.
It a o fo g an ongoing an t u t ation hi b t n m i nt an
th a tm nt to . H ovi to ta ith an u ation on b a t
u g , h ovi to manag m nt ith th o o tunit to b tt v
th i u tom th ough o t-f , ivat mina , an in tu n, hat i
h iv ? r f a , ot of f a fo b a t u g a a man oth
o u .
Th mo a ofthi to i that o o tunit i v h . w h n ou think
ou hav foun it, thinkabout th a o iat a to a t. w h th it i ub-
i , of iona , ivat , o a ombination of a of th thing , h n ou
a t ith int g it , om a ion, an anning, o o tunit an t an at to
va u .
IN P RACTICE: Blen d ed Op p ortu n ity—con t’d

When DoYouRespond
toCycles?
Here she comes
Beauty plays the clown
Here she comes
Surreal in her crown
— U a n d Br Ia n En O WITH LUc Ia n O Pava r OTTI,
“MISS Sa r a jEvO”
CHAPTER 14
Time p sses i y les: mi utes, hou s, ys, se so s, p ss ges i life. Who
we e who we be ome e ol es s we p ss th ough multiple y les i
time. This b i gs to mi “Miss S e o,” thesto yof 1 -ye -ol be uty
quee , p ss ge i life fo you gwom i w -to pe io i S e o,
Bos i -He zego i , u i gthelo gest siegei mo e histo y. It is theul-
tim te ex mple of how y les oi i e o olli e how e e the
sweetest su ess is sometimes o e looke byth t whi h is beyo ou o -
t ol. It exempli es how e e y sto y, e e y y le h s i e e t iew whe
see th ough the eyes of othe .
The p tte s of y les y o epe t o e the ou se of you ee
th oughout the li es of those you se e. Ofte these y les p ese t the op-
po tu ityfo you to t buil o you su ess byful lli gthe esi es of
othe s. Mo e ofte , you you p ti e te m m y f il to oti e these y-
les u tilsomeo e pp o hes you p ti eto ful ll esi e el te to su h

Se tio Iv : Whe
y le, su h s pe so l milesto e i life. Wh t e the most ommo y-
les wh t t ge o they o e to you su ess?
Seasonal cycles: r epe t egul ly o e e e pe io , ust
s the se so s o u th oughout the ye
Clinical cycles: r epe t o e the ou seoft e tme t, eithe to
m ximizeo e e esults, m i t i esults, o to ethe
t e tme t
Individual cycles: Spe i to o e’s ou se i life o i time
Social cycles: a e t ou ultu e; these m ybe e o omi , po-
liti l, o t gi
The t ge of y y le is th t whe you e e it, you espo
to it, thus e ti goppo tu ity e h i gthe e you p o i e the
p o u ti ity su ess of you p ti e.
SEASONAL CYCLES
a s e h ye begi s, we e exho te to est blish n ew Ye ’s esolutio s.
Typi lly, losi g weight is o the top of the list. Most ofte the top esolu-
tio si lu esomefo mofself-imp o eme t. a ppe ee h eme t
be o e of those w ys m y eso te fo you s p o i e . a s e h ew
ye begi s, the y li l mome t fo e hi g out to u ie e th t sub-
s ibes to philosophy of “ ew ye , ew you” p ese ts oppo tu ity to
e h e you su ess. How o you use this e u i g hum impulse to
you t ge?
I itio to usi gme i tools to e eyou u ie e’s i te ests, you
use these to e e y les. Se so l y li l oppo tu ities i lu e n ew
Ye ’s, with its mess ge of e ew l; v le ti e’s d y, whe the fo us is o
se su lity p ssio ; sp i g, timeof e u e tio ; summe , whe lie ts
p ep e fo b e limbs ope with su -expose omplexio s; the