Virtual Tough Training – Compensation & the Model – February ’23 – VIDEO

People behave the way they are paid. Compensation is the #1 cost in Hospice—and it influences how virtually EVERYTHING gets done. In this Tough Training, Andrew shows how an Accountability-based COMPENSATION SYSTEM creates FOCUS, improves Productivity and Documentation, brings people closer to revenue, and turns every paycheck into a report card. The goal is not simply to pay differently. It is to create owners—not renters—who have enough Confidence to bet on themselves and the organization.

Average Compensation methods produce average results. Andrew explains how to get past the Fear Barrier, establish clear Standards, use Individual Pay and Net Patient Revenue measures, pilot with a WINNER, and build a fair System that rewards Talent while smoking out complacency and low Confidence. Less People Paid Well is the Formula!

What the Training Covers

• Why Compensation Works
  Understanding Compensation as Motivation, a Teacher, and part of the larger System of Incentives that shapes human behavior.
• Accountability, Confidence, and Ownership
  Creating owners—not renters—while using Compensation to reveal Confidence, reinforce Responsibility, and reduce complacency.
• Standards, Productivity, and Documentation
  Connecting pay to clearly defined Standards so performance improves and every paycheck communicates whether the work was done correctly.
• Designing the Compensation System
  Using Individual Pay, organizational measures, Net Patient Revenue percentages, Accountability Contracts, and timely financial feedback.
• Implementation and the Fear Barrier
  Gaining leadership support, communicating the System, piloting with a WINNER, learning from early results, and expanding what works.