PsyBlog’s author, Jeremy Dean, has written an interesting post on how different postures can affect your performance. Take a moment to check it out here and then consider how those postures can actually inform the business (not just the clinical) side of your work.
Impact Your Business By Choosing Your Posture
Jul14
2011
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How Mental Health Professionals Can Justify Their Clinical Fees
Jul5
2011
In the last week, I’ve spoken (or emailed) with four new professionals who are each struggling to ask for their desired fees. If you know what the Usual and Customary Fee is for mental health professionals and are still struggling to ask for that fee, then you need to get better at justifying (to yourself and others) why your services are worth that amount. Here are a few thoughts to help you do just that.
- According to the US Census Bureau, only 2.1 % of the population in the United States of America has earned a Master’s degree and 1.5 % of the population in the USA has earned a Doctorate. You are among the most educated in this country.
- How many years experience do you have in mental health (pre- and post-graduate)? The more experience you have, the higher fees you can command.
- Do you have post-graduate certifications in certain areas?
- How many hours of post-graduate continuing education have you accrued? The more training and certifications that you acquire, the more justified you will be in asking for a higher fee.
- Do you have areas of continuing education in which you have accrued 45 or more hours of training? If so, you can state that you “specialize” in these areas – again allowing you to ask for higher fees.
- Do you have success stories that you can share to help others see exactly how you were able to help them?
- Have you considered what it can cost your potential client by not spending $100 / hour? Think about divorce, DUI’s, poor parenting, and even low self-esteem. Now talk about those costs.
Take some time to answer these questions and practice dropping this information into your telephone scripts with potential clients – long before you get around to discussing fees. And, if you still have difficulty asking for what you are worth, consider working with a professional like me to help you resolve those nagging little money issues.
What I know and you need to know is that you deserve to make an honest living helping people change their lives for the better.
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What To Do When It’s Time To Raise Your Fees
May16
2011
Once you’ve worked hard to build your 
practice and you’ve been on your own for several years, at some point you are going to need to raise your fees. (Uh-oh . . . another area that didn’t get talked about in graduate school!)
It’s not a dilemma that you will face often but it is important to know how to handle it when the time comes. Here’s the steps that I take and the choices I make when it’s time to raise my fees.
Step 1
How much do I need to raise my fees?
I have raised my fees about 10% each time I have raised them. Whatever your increase, be prepared to justify the amount.
Step 2
Whose fees are going to be raised?
That’s right – you have choices. Barring any contractual constraints, you may choose to raise the fees only for new clients, for all of your clients, or for only certain hours or types of services (like groups or family therapy). I have chosen to keep my fees the same for current clients and increase fees just for my new clients. When a client terminates with me and then returns for services 12 months later, s/he is charged my new (and higher) fee.
Step 3
How should I inform my clients and how much notice should I give them?
Once I decide that I am going to raise my fees, I mention this to my clients at the end of counseling sessions. I let them know that they will be receiving letters from me that will formally notify them of my intent to raise my fees on a specific date.
It is important to provide ample notice to each of your clients. I typically give a full 90 days notice in writing. You may choose to give less notice but I would recommend always giving at least 30 days notice in order to allow your clients ample time to reassess their financial situation, make other financial arrangements, or find another therapist if needed.
Step 4
What’s the result of my change in fees?
After initially mentioning my intent to raise fees and again after mailing the written notice of my intent, I make a point to check in with each of my clients to make sure that they understand why, when, and how much fees will increase.
At the same time, I am also checking out how that fee increase is affecting my client . . . . Is it met with understanding or apprehension or resentment or something else? The truth is that all of us have lots of emotional baggage related to money. Therapists do. And, our clients do, too. Changes in money – plus or minus – typically bring up baggage.
Taking care of yourself – financially, physically, emotionally, spiritually – are what you are ethically required to do. That means that if you are successful in private practice for the long haul, you will need to raise your fees at some point. When it comes time to raise your fees, don’t let your money-related baggage get in the way.
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New Jersey Association Of Women Therapists
May5
2011
Tonight I stumbled across a website for the New Jersey Association of Women Therapists. This professional association describes itself as
organized to
provide women therapists with an opportunity to meet for fellowship, for the exchange of ideas with colleagues, and for continuing education and professional growth.”
The membership appears to be very active including multiple opportunities to socialize, network, and obtain professional development as well as an online therapist directory.
If you are in New Jersey, you may want to check this group out. And, if you are outside of New Jersey and feeling a bit isolated, you may want to visit the website to get some great ideas for forming your own local professional association.
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How To Manage The Administrative And Clinical Juggling Act
Apr25
2011
Licensed social worker, P. K. has been running her own practice in Nebraska for over a year. Like many new solo entrepreneurs, she is still trying to balance the demands of time related to the clinical and administrative tasks that come with being in business for yourself. Here’s how P. K. describes it . . . .
My difficulty is that I have
young kids at home that I really want to be with and so I want to avoid the 40-50 hour work week. Often I find myself doing paperwork at home or making calls on my commute… not the best. And I always feel behind.
I know this is somewhat of a subjective question as everyone works at a different pace, but is there any formula out there to expect X amount of hours of work for every client hour?
I am going to try to schedule this time in my week in versus fitting it in at the beginning or end of my day – or even hoping for a no show just to get some stuff done! Gross!”
Thanks, P.K., for bringing up what is actually two different topics that every mental health professional must learn to manage – one is obviously time management and the other is therapist self-care – both of which impact not only our quality of life but also impacts our client’s quality of care.
The answer Is YES! There is a formula or ratio for administrative to clinical time in the office! And, I think you are going to be shocked to learn that 1:1 is the typical experience for mental health professionals. By that I mean . . . for every clinical hour you spend in the office, you can expect to spend another full hour doing the many administrative things that we do . . . the phone calls, documentation, networking, correspondence, billing, scheduling, building / office maintenance, marketing, drafting of new documents / articles, purchasing / restocking of office supplies, maintenance / repairs on office equipment, housekeeping, consultations, formal and informal professional development, taxes, etc.
If you are seeing forty clients in a week, then YES, you should be exhausted! You are probably working an eighty hour work week if you are actually doing everything you are supposed to be doing! (And, by the way, a “full practice” is considered to be 16-20 clients per week.)
So P. K., here’s my suggestion to you . . . . Take a week or two to consider how many hours per week you really want and need to be working. Then, and only then, adjust your schedule accordingly.
And, if you have difficulty doing that, feel free to drop back in here to chat. You are welcome to contract with me to help you problem solve or develop a plan or simply help hold you accountable to doing what you plan on doing to take better care of you, better care of your family, and better care of you! I’m always happy to help!
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