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Kansas Achieves Licensing Law
Kansas Governor Sam Brownback signed House Bill 2615 into law on Friday, May 13, 2016. HB2615 includes provisions for the licensure of acupuncturists in the state of Kansas.
Increasing the Value of Spine Care: CMS Approves New Low Back Pain Registry
The Centers for Medicare and Medicaid Services has approved the Spine IQ Low Back Pain Registry as a qualified clinical data registry for the Physician Quality Reporting System (PQRS) in 2016.
Insuring Quality Control in Herb Importation: An Interview with Wilson Lau
Wilson Lau is the vice president of Nuherbs, a Chinese herb importation company based in San Leandro, California. Before joining Nuherbs, he trained as a lawyer specializing in FDA law.
Beating the Odds: Interview With Para-Powerlifter Adeline Dumapong-Ancheta
Since October 2015, the FICS Foundation, the charitable organization affiliated with the International Federation of Sports Chiropractic (FICS), has been supporting disabled athletes internationally.
Tai Chi Documentary Premier
First Run Features recently announced the world theatrical premiere of Barry Strugatz's documentary The Professor: Tai Chi's Journey West, which premiered last month at the Laemmle Music Hall in Los Angeles.
A Long-Overdue Win for Oregon Medicaid Patients - and the Implications for Other States
Beginning July 1, 2016, Oregon Medicaid patients with spinal pain (cervical, thoracic, lumbar, pelvic) who are determined to be low risk based on a biopsychosocial assessment tool (STarT Back – Keele University) can receive four chiropractic visits per episode.
AOM Hospital-Based Practice: A Future Reality?
The natural evolution of health care on the planet is integrative health. We may have some challenges ahead, but based on my research, all indicators are pointing in a positive direction. There seems to be an evolving consciousness among our patient population that is "getting it."
Sit or Stand? Analyzing a Mixed Message
I'm more than a bit confused. At my age, that seems to be a rather common occurrence. However, today more than ever, I'm getting a mixed message.
Acupuncture's Impact on the World
For several years, I have been hearing about the town of Rothenburg, Germany. It seemed just a dot on a map until I arrived. It is the home of the TCM Kongress which began in 1968. It has been held annually for 47 years and it has only missed one year.
Believe it or not, an estimated one-third of your patients have eaten some form of fast food within 24 hours of their appointment with you.
How to Stay Sane During the Elections: Understanding Through the Lens of Chinese Medicine
In Chinese Medicine philosophy, everything consists of Yin and Yang. The law of polar opposites – one cannot exist without its opposite.
Chronic Pain: Become Part of the Solution
I have lectured to more than 7,000 chiropractic physicians over the past five years regarding the chronic pain and opioid epidemic in this country.
Introducing the Acupuncture Today Digital Edition
In response to the changing habits of our readers, Acupuncture Today will introduce a digital edition of the publication (in addition to our print edition) beginning with the August 2016 issue.
Multivitamin Supplement May Reduce Breast Cancer Recurrence
There is a great deal of controversy regarding the value of multiple vitamin supplements in cancer prevention.
Acupuncture Muscle Trigger Point and Oriental Medicine Sports Therapy
It is difficult to ascertain the internal condition of professional basketball player Lebron James during game one of the 2014 NBA finals, in which he developed debilitating muscle cramps that led to his premature removal from the game.
The Pertinent Negative
We all have to perform evaluations on patients. Most of us don't like doing it – exams take time, and worse it takes even more time after the evaluation to put together a narrative summary of the findings. Sometimes, this process becomes downright tedious.
Adventures with the San Jiao
Those of us who have been in practice for several decades relish the way meridians and points reveal new diagnostic clues and new insights. I love to encourage my students to see this as an adventure that goes way beyond the textbooks.
Treating Hip & Groin Pain With Abdominal Release of Upper Lumbar Nerve Impingements
Have you encountered patients with groin and hip pain you can't seem to solve? You know it's not a worn-out hip; you suspect the pain is somehow connected to the spine. But somehow, you just can't help them break through.
Three Tips to Help You Analyze the Acupuncture Case Studies of the NCCAOM Exam
Confirm the answer quickly by the elimination method. Case study:
After two treatments for back pain, a patient presents for a third
session complaining of rapid breathing and wheezing that is made worse
during cold weather.
An MD Who Understands the Opioid Epidemic
Doctors of chiropractic have an important role to play in ending the opioid epidemic and dealing with chronic pain by conservative means (see our top story in this issue) – but who's to blame for opioid dependence and abuse in the first place?
What's New in Phytonutrition: Mangifera Indica, "The King of Fruits"
One hundred percent pure Indian green mango fruit (mangifera indica), harvested at a special degree of ripeness for efficacy and taste, can now be concentrated as a phytonutrient nutraceutical powder.
An Emerging Partnership Model
Maryland University of Integrative Health (MUIH) has educated integrative health and wellness practitioners for the last 40 years, originally as an acupuncture clinic and school. The institution's transformative, relationship-centered programs integrate traditional wisdom with contemporary science
December, 2015, Vol. 15, Issue 12
Building a People-Powered Business by Cultivating Relationships
By Marshall Dahneke and Lynda Solien-Wolfe, LMT
Order stacks of business cards, put on your sharpest outfit, and shake as many hands as possible. If this classic vision of networking fills you with dread, we have good news for you — you can skip it.Sure, traditional networking might bring short-term gains. But to build a successful, and fulfilling career, focus instead on cultivating relationships. Long-term, sincere connections propel your business forward and ultimately make life worth living. Harnessing the power of people in this way relies on authenticity; there's no single way to proceed. We'll explain how we've forged these connections in our own careers and outline some guiding principles. But in the end, "networking" only works if you honor your own style and strengths.
The Un-Networking Approach
We're not suggesting transforming every business associate into a best friend. Over time, a professional contact might cross into your personal sphere. However, this won't happen every time and isn't required. What we're emphasizing is this: People form the backbone of your life and your business. You need a support system to succeed in either. To begin building it, turn the tables on networking, focusing on what you can do for someone else rather than what they can do for you. This can be as simple as treating a client well without immediately expecting a big tip or referral, or as grand as making a cross-country trip for an event important to a collaborator.
As the great Stephen Covey said, "Empathy takes time, and efficiency is for things, not people." View each interaction with others through a long-term lens, recognizing it as a contribution into your bank of goodwill. The return on investment? A powerful community of people willing to help you because of all the support you've given them.
I'm a natural people person. In The Tipping Point, author Malcolm Gladwell describes three personality types: mavens, salesmen, and connectors. I'm often called a connector. I know a lot of people — and enjoy introducing them to others with complementary goals and interests. The entire foundation of my business rests on relationships I've built. When I meet someone, I almost automatically consider how I can help him or her. I genuinely, sincerely want to improve people's lives, whether by bringing them pain relief through massage or supporting their growing business.
When I was working as a business development consultant, a well-respected massage therapist and athletic trainer made a video and placed my client's product on his cover. I flew to the National Athletic Trainers' Association show in Kansas City to meet with him and even purchase some videos. In this way, I demonstrated that I didn't just want to take from him — I wanted to build a solid connection. Now, 20 years later, our relationship has flourished. If I needed something, I could pick up the phone and reach him, and vice versa.
In my massage therapy business, I incorporate small gestures to show clients I care. I make notes about their health issues, their families, and outside interests, and check in between appointments. I have one couple who have been clients for 20 years. I sent cards and gifts to their kids when they graduated high school and college. The clients didn't expect that, but they certainly appreciated it. I know they'd never hesitate to send a friend or family member to me. I call this getting "sticky" with your relationships. What you're building are "PECs" (personal-emotional connections) that really put the magic in your relationships and earn you the trust of others. This goodwill serves you especially well in intimate, wellness-focused massage therapy, but this helps in any field, and also carries over into the rest of your life.
Lynda may be people-focused, but my personality style leads me to emphasize the tasks and results necessary for good business. Throughout my career, I've found ways to turn these tasks into opportunities for establishing and deepening connections. I start by scheduling time on my calendar to be with people — walking the floors of the plant to talk to operators, eating lunch with employees, making visits to business connections when I travel. During these interactions, someone might give me an idea or share a thought that turns into a business strategy. Also, by listening closely, I learn about personal needs I can easily fill.
Take the time I discovered the challenging situation of a family I knew in Indiana. They wanted their sick mother to stay at home; I was working for a company that made hospital beds, and I delivered one personally. From then on, I was practically an extended member of their family. Or, the time during one of my regular rounds when an acquaintance jokingly mentioned needing help weeding a flowerbed. I showed up with a local teenager and spent three hours plucking dandelions from among daisies and marigolds. That certainly blew this person away and provided evidence of my investment; the work we did together afterward was enhanced because of it.
We don't think networking "tips and tricks" work without solid connections underneath them. So instead, we offer these guiding principles to relationship-building:
When you reflect on your career and your life, you won't remember the extra meeting you attended or project you completed. Instead, you'll recall what you did for someone else, the difference you made in their life and the difference other people made in yours. We strive to do well in our careers in order to do good in the world, and finding ways to integrate these two can add daily joy to the journey. Conduct all your interactions with this knowledge and intention, and you'll not only soar professionally, you'll look back years later with little regret and greater joy and satisfaction.
Marshall Dahneke, CEO, is responsible for global management of Performance Health's business, including people, talent and strategy development and execution to better serve customers and promote growth. He holds a Bachelor of Arts in Economics and a Master of Business Administration, both from Brigham Young University in Provo, Utah.
Lynda Solien-Wolfe is Vice President, Massage and Spa at Performance Health. She is a Licensed Massage Therapist and has been in private practice in Merritt Island, Florida for more than 20 years. Lynda graduated from Space Coast Health Institute in West Melbourne, FL.
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