Showing posts with label Occupational Outlook Handbook. Show all posts
Showing posts with label Occupational Outlook Handbook. Show all posts

Tuesday, April 8, 2014

A Day in the Life of a Dentist

By Rick Fromme

English: A Dentist and her Dental assistant
 A Dentist and her Dental Assistant (Photo credit: Wikipedia)
Here’s something you can sink your teeth into: Some of you may recall one of my recent blogs, “Health Care Job Outlook is Jammin’” wherein I listed the Bureau of Labor Statistics’ assessment of various medical/health care professions that are expected to grow between now and 2022.  Despite the fact the new Affordable Care Act only provides insurance coverage for children’s dental needs, heading up the BLS’ list were dentists.

Today, most dentists work in some type private practice environment. While every private practitioner has her/his own way of doing things, several of my dentist colleagues say they begin every day with a preparatory staff meeting at 7:45 each morning.

The entire staff is included: front desk staff, hygienists, and dental assistants. During this 45-minute meeting, they discuss the patients they’re going to see that day to review the procedures they’re doing on each one. This allows the staff to review any questions about a patient’s condition, medical history, discuss any challenges they may encounter during today's procedures ... even review billing issues. Additionally, each patient's overall treatment needs are discussed, as in scheduling necessary follow up appointments, or just routine cleaning and maintenance. The remainder of the early hours are for room/equipment prep and set up prior to seeing patients starting about 8:30 a.m.

On average, a typical workload is about 20 patients per day. While each private practice dentist may have her/his own way of scheduling procedures (reserving one or two days per week for more involved procedures), many prefer to mix up their days, thus providing variation for both the dentist and his/her staff. These procedures can run the gamut:
teeth
X-ray of teeth (Photo credit: jfraser)


  • Examining X-rays
  • Cleaning
  • Removing Decay
  • Filling Cavities
  • Tooth Extraction
  • Full Mouth Restoration (root canals, crowns and bridge work, veneer work)
  • Minor Surgical Procedures
  • Realigning Tempo Mandibular Joint (TMJ)
  • Treating Gum Disease
  • Performing Surgery (to correct facial and dental deformities caused by accidents or birth defects)
  • Cosmetic Work (brightening and straightening teeth)
  • Making Models & Taking Measurements for Dentures (and other procedures) 
  • Procedural Follow Up
  • Patient Education


During a typical day, a general dentist may do one to two crowns, 10-20 fillings, extract a few teeth, perhaps do a basic root canal, and also check and examine about 15 patients that had their teeth cleaned with the hygienists.

Dentists also administer various anaesthetics (see below) and prescribe antibiotics and other medications. Since restorative dental procedures and cosmetic dentistry have become more popular over the years, a typical may include doing some of those procedures as well.

Depending upon a dentist's staff, most dental offices schedule three to four patients within the same time period. This way, two patients are seen by dental hygienists having their teeth cleaned -- usually followed by a brief evaluation by the dentist -- while the other two patients are in rooms with dental assistants followed by dental treatments with the dentist.

Some patients choose to have a comprehensive exam to establish an ongoing treatment plan. A full set of X-rays are taken, the patient's gingivitis and tongue are examined, the bone structures are evaluated, and even the function of their TMJ (Tempo Mandibular Joint) is assessed. The dentist will derive a plan and outline any procedures necessary on how to create a fully functioning, healthy mouth and furthermore, how to keep it healthy.  Likewise, if there are needs to be addressed such as broken, decayed or missing teeth, cosmetic options, etc., those can be discussed and planned as well.

Laughing Gas (novel)
Laughing Gas (novel) (Photo credit: Wikipedia)
Dentists and their staff, not unlike some other medical practices, need to be aware of their patients’ general health industry. They also need to be prepared to treat patients’ possible stress and anxiety before having a procedure. This is not only to protect the patient’s overall health, but also provide peace of mind and comfort. The diminution and/or prevention of pain is an integral part of many dental procedures today including a variety of topical anaesthetics, laser drills, electronically delivered anaesthesia, nitrous oxide (laughing gas), intravenous sedation, oral sedation, and even general anaesthesia (typically not done in a dentist’s office).

Like general practice physicians and many other doctors/health care specialists, dentists treat and interact with wide diversity of the population regarding sex, age, ethnicity, background, state of health, etc. Each patient’s mouth is different, which means the dentist has to provide specific treatments for each individual. This, in turn, makes workdays varied and interesting, even while looking into people’s oral cavities all day. A typical day usually ends with writing and reviewing the charts of each patient seen that day.

Dentists periodically meet with supply representatives, talk on the phone with lab technicians, perform accounting and bookkeeping tasks, and oversee/manage their staff. They may also teach at local or regional dental schools or sit on health-related committees/boards. Essentially, a dental practice is similar to a small business that must run efficiently to fulfil its goal of treating patients.

In addition to a steady income and the nice lifestyle, dentistry offers flexibility, which is something many other doctorate-level practices don’t. Private practitioner dentists have the option of working either full- or part-time.  Similarly, they can choose their own hours and structure their lives based on their personal proclivities and professional needs. Many choose to work four or four-and-a-half days per week. In their off hours, some dentists pursue other profitable activities outside of their practice.  For example, the founder of the international animatronics and dark rides firm, Sally Corporation, which is headquartered in downtown Jacksonville, Florida, was founded by a local dentist/inventor. He'd first built a "female" talking robot head, which he called "Sally," to instruct his patients about the importance of in-home brushing and flossing. One thing lead to another and now Sally Corporation is known the world over.

In this article, I discussed a typical work day/week of a private practice dentist. I outlined the various procedures a dentist (and his/her staff) does, discussed anaesthetic options most widely used prior to various procedures, and gave an overview of the advantages a private dental practice provides regarding lifestyle and practice options.  If you found this article useful, please leave a relevant comment below and feel free to share and repost it.

Rick Fromme combines entrepreneurial enthusiasm with an insider's knowledge of the medical industry to co-found MedMasters.com. Both his drive and perspective helps provide health care professionals with a superior mechanism with which to communicate, network and market their strengths. Prior to founding MedMasters.com, Rick operated a highly successful medical device distributorship. Other milestones in his 12-year career in the medical industry include a key position at a medical device start-up company that was later sold to the Ethicon Endo division of Johnson & Johnson. You may reach Rick by connecting with him on Facebook, Twitter, Google+, LinkedIn and YouTube. 



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Monday, February 17, 2014

Breaking in to Medical Sales

By Rick Fromme

Medical sales representatives have long enjoyed a reputation of having careers that provide them with satisfying remuneration; flexible time schedules; perks, bonuses, and allowances, and the prestige of working with doctors and other VIPs in the medical profession. When someone says they work for one of the top medical supply firms such as Medtronic, Pfizer, Amgen and Cardinal Health, most of us sit up and take notice.

Good news: The number of medical sales jobs posted online is currently increasing. There was a 16% increase in the number of medical sales jobs posted online over the number posted in January 2013. In fact, though the numbers fluctuated somewhat during the sequential months of the year, each quarter averaged a higher job count than the previous one. Pharmaceutical topped the list last year, followed by biotech jobs. Medical device sales did take a small hit due to the rollout of the medical device excise tax, but the number of open medical device sales and marketing jobs actually remained fairly steady throughout 2013. As I stated in a previous blog, “Health Care Jobs Outlook is Jammin’!” health care is still — and will remain for the next decade — the fastest growing industry in the US. The medical device, biotech, and pharmaceutical sectors are doing well. This is all favorable news for medical sales professionals and especially for those hoping to find a new opportunity in the industry. While there may be fluctuations in certain sub-sectors, the outlook for the industry overall appears robust. 

English: Modern Heart-Lung Machine עברית: מכונ...
English: Modern Heart-Lung Machine עברית: מכונת לב-ריאה מודרנית (Photo credit: Wikipedia)
Many medical sales representatives, like health care workers, have science or allied health degrees and/or may have had a background in the medical field before they transitioned into sales. For some companies, 
previous training in a medical specialty is a prerequisite. In fact, depending upon the type of product you’re representing, you’ll be required to go into the O.R. to help train and/or work with doctors and other key medical personnel to teach them about or assist with your products. In this case, you may even by on call. Your success as a medical sales representative will often depend upon your ability to adapt to the demands of the firm and type of product(s) you’re selling.

Outside In

That being said, sometimes it isn’t necessary to have an academic degree or previous sales experience in the medical or health care industries. Some medical companies will look at B2B reps that have proven themselves selling business office equipment such as copiers (i.e. Xerox, Danka). Also, many companies will look for entry level salespersons that have sold consumable goods for a Fortune 500 company (i.e., Nestlé, General Electric, Apple, Caterpillar, etc.). These representatives get good training experience by starting out their sales careers in these non-medical arenas.  Another good way to break into medical sales is to take an associate sales position within a company.  While the remuneration isn’t the same as a full-fledged representatives, this an excellent way to get your foot in the door and prove yourself, especially if you don’t have any previous medical sales experience.  Another approach to obtaining a job in medical sales is to work for a smaller medical distributor. This way, you can gain valuable experience and build relationships with doctors and clinicians before taking a direct sales job with a bigger firm.

Inside Out

If you hope to build a career in medical sales, there are a couple of questions you should ask yourself:  What is/are the type of medical sales I’d like to pursue? What type of sustained effort am I prepared to make to enter and — and ideally be successful — in this, venerated, growing albeit highly competitive field?
 
There are several different types of medical sales. Some industry professionals refer to them as “capital” and “non-capital” sales, while others use the terms “consumable” and “non-consumable” sales.  Take a moment to think about of anything a doctor’s office, medical laboratory, clinic/doc-in-the-box or hospital may need to purchase:

  • Durable Equipment — surgical tools, imaging machines, hospital beds, laboratory equipment, robotic surgery equipment, etc.
  • Implantable Devices — valves, sutures, screws, tubes and anything else that may be inserted into a patient’s body (permanently or temporarily)
  • Consumables — laboratory reagents, wound care products, medical disposables, sharps, etc.
  • IT Equipment — hardware, software and peripherals
  • Ongoing Services — equipment maintenance, personnel recruitment, payroll assistance, employee health insurance

Initially lured by the prospect of bringing in a lucrative paycheck, your first instinct might be to go after those jobs that offer the highest commissions.  However, the competition for these positions is ostensibly keen.  Before you consider going after that medical equipment or software sales job, you should consider which type of medical sales job is best suited to your personality. (Incidentally, MedMasters offers several personality assessments for its members.) Just as in non-medical sales, the handsome sales commissions usually require you to be concomitantly more competitive. Conversely, pharmaceutical or consumable sales representatives usually cultivate skills that focus more on relationship building and education, rather than driving hard towards the close. Distributor sales or device sales may be for you if your personality is somewhere in the middle. Competent selling techniques and relationship building skills are necessary as they require sales reps to demonstrate how to use certain products and obtain refill orders.

While national firms such as Boston Scientific or Merck may be the first to come to mind when you think of medical sales employment options, there are thousands of medical companies that require motivated, hard-working salespeople to get their products into the hands of the medical community. 

Generally speaking, there are two principle sub-categories of medical companies. Manufacturers (such as Stryker and Medtronic) research, develop, produce, and sell their own products. Distributors (such as PSS and Medline) sell products on behalf of manufacturers. Distributors may have a broad catalogue of products or focus on particular markets, such as spinal implants or cardio-thoracic equipment.

Actionable Interactions

Once you identify the type of medical sales you would like to pursue, you should research companies that offer these products or services. Visit their corporate websites; they may even have job openings posted online to which you can apply. Research the company on MedMasters to see if you know anyone (or know someone else who may know someone) who works for them. MedMasters makes it easier to contact corporate recruiters because of its proprietary MedMatch software and MedMail feature. You can also research medical sales staffing agencies online. Many medical agency recruiters have public profiles on MedMasters and most are amenable to queries from potential applicants who’ve done their homework and are intent on getting into the medical sales industry.

Additional Activities

English: Description: Social Networking Source...
English: Description: Social Networking Source: own work Author: koreshky Date: 12/10/2007 (Photo credit: Wikipedia)
Spend a day in the life with a sales representative ... or even more time if her/his schedule is highly varied (i.e., sales appointments one day, working with medical personnel in the O.R./ surgical training lab another). Ask questions and take good notes. Inquire how to be successful and competitive in their field. Make contacts with the facilities or doctors who are their client base.

Work with your professional network. Set up a profile on MedMasters if haven’t yet done so. Consider joining sales groups such as Sales Café to increase contacts and gain sales knowledge.

Diversify and expand your networking efforts. According to “Forbes,” up to 80% of all new hires are made without the job they apply for ever being formally posted to the public. Changing and expanding your networking efforts is critical. 

Learn about and improve your sales skills. Read books, search online, attend seminars and take courses (in person, online). Carefully observe a good salesperson with whom you may be interacting.

Learn how to ace telephone interviews (see my previous blog, “Topmost Tips for Terrific Telephony”). Many initial (or follow-up, post email) contacts with recruiters and hiring managers are over the phone, so making a strong first impression in a phone conversation/interview is important.

Picture taken during the GLAM-WIKI UK conferen...
Picture taken during the GLAM-WIKI UK conference, November 2010, British Museum. The conference attendees at a tea break. (Photo credit: Wikipedia)
Attend a conference. Participating in a local, regional or national conference in your field of choice will greatly facilitate your ability to speak professionals, increase your network, and possibly provide you with inside information about potential openings.

Despite some uncertainties — increasing pressure and stress in medical sales jobs, new policies and regulations, managed care challenges, and access to health care — will continue to affect medical sales. However, as with other health care professions, the overall outlook for medical sales jobs remains positive. 


Rick Fromme combines entrepreneurial enthusiasm with an insider's knowledge of the medical industry to co-found MedMasters.com. Both his drive and perspective helps provide health care professionals with a superior mechanism with which to communicate, network and market their strengths. Prior to founding MedMasters.com, Rick operated a highly successful medical device distributorship. Other milestones in his 12-year career in the medical industry include a key position at a medical device start-up company that was later sold to the Ethicon Endo division of Johnson & Johnson. You may also reach Rick by connecting with him on Facebook, Twitter, Google+, LinkedIn and YouTube. 


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Tuesday, February 11, 2014

Health Care Jobs Outlook is Jammin’!

By Rick Fromme


For those seeking jobs in the health care industry, I’ve great news: the future prognosis is excellent. With just a few exceptions, health care industry jobs dominated the overall list of those careers with the most promising hiring outlook, period.
Happy Smiley Face from Urine Samples
Happy Smiley Face from Urine Samples (Photo credit: epSos.de)


While various sectors of the workforce employment projections remain sluggish (manufacturing; federal government; agriculture, forestry, fishing and hunting; information; and utilities), those who currently work in or are considering a career in health care and social services can exclaim a hearty “Huzzah!”

A report released in mid- December 2013 by the U.S. Bureau of Labor Statics (BLS) cited, “Occupations and industries related to health care are projected to add the most new jobs between 2012 and 2022.”  Furthermore, it estimated the total employment in our industry is projected to increase by an annual rate of 2.6%, adding 5 million jobs between 2012 and 2022. 

Not only does the health care industry need to retain workers currently employed in their respective fields, but a sizeable number of new positions will be needed, with the most occupation growth projected among health care support jobs, such as Diagnostic Medical Sonographers and Veterinary Technicians. That should set your tails wagging.

With kind permission given to BLS’ statisticians, I’ve detailed what it deems are its Top 20 highest ranking health care occupations.  I have also listed the other jobs, which, according to the number of new hires the BLS feels a particular field or Specialty, are going to be demand from now until 2022.

Dentist

English: A Dentist and her Dental assistant
English: A Dentist and her Dental assistant (Photo credit: Wikipedia)
Something to sink one’s teeth into, certainly: Being a dentist was the third best overall career opportunity, cited just behind Software Developer, #1; and Computer Systems Analyst, #2. This profession is expected to add 23,300 new jobs by 2022. Dentists, also known as a “dental surgeon,” specialize in the diagnosis, prevention, and treatment of diseases and conditions of the oral cavity. Most work in private practice and the most entrepreneurial among them can do very well financially. 

Nurse Practitioner

Coming in as the second place as the most in-demand health care specialty and fourth best job outlook overall, is Nurse Practitioner. It’s the practitioner’s myriad capabilities that make this profession so employable.  And, when considering NPs who have a Drug Devise Furnishing certificate (NFP) can prescribe medication and medical devices, this has become an attractive career choice in our nation’s ever-changing health care delivery model.

Pharmacist
 
pills
pills (Photo credit: robotson)
Along with Dentists’, Doctors’ and Nurse Practitioners’ ability license to prescribe drugs, and hence increasing the ability of the general public to obtain prescriptions, it’s not surprising Pharmacists rolled in as the third most in-demand health care job, just behind Nurse Practitioners, and fifth best job overall. Each day, more than 281,560 pharmacists dispense medicine and advise patients at hospitals and retail chains. The profession is expected to grow 14.5% percent by 2022.  Keep in mind that concomitant with the rise in Pharmacists, while not stated specifically in the BLS reports, will be the increased need for Pharmaceutical Sales Representatives.

Registered Nurse 

All of us know nursing is an indispensable health care profession; the field is in demand of good practitioners. That’s why Registered Nurse was listed just behind Pharmacist as the sixth best overall profession. While some areas of the country have more satiated markets than others, generally speaking, there is always the need for qualified RNs. The BLS anticipates 19.4% employment growth in this field between 2012 and 2022.

Physical Therapist 

A Physical Therapist’s job description includes helping a paralytic regain mobility or a cancer survivor renew his or her strength. They also deal with patients with severe burns and other diseases/conditions affecting one’s mobility. While the actual number of positions opening in the future isn’t as large as Registered Nurse, the BLS projects the profession is still expected to grow by 36% by 2022 — more than double that of RNs.

Physician  

Doctor
Doctor (Photo credit: edenpictures)
Physicians and Surgeons have long commanded the front–and-center position in the health care field, diagnosing and treating patients and helping with prevention in a wide spectrum of specialties. Like other jobs in this industry, Physicians and Surgeons will see robust job growth. The BLS forecasts 123,300 new job openings from 2012 to 2022; that’s in addition to replacing those who retire from practice.

Dental Hygienist 

Coming in at 10th place in best overall job outlook, just behind Web Developer, is Dental Hygienist. In addition to cleaning teeth, dental hygienists educate patients on proper oral hygiene. While average yearly salaries can reach about $70,700, most Dental Hygienists choose to work part time. Expect a 33.3 % employment growth in this field from 2012 to 2022.

Physician Assistant

Just after Information Security Analysts at 11th place, and Database Engineers at 12th place, are Physician Assistants. Working under the supervision of doctors, PAs interpret X-rays and blood tests, chart patients’ progress, conduct routine exams and treat a wide range of ailments. Like Nurse Practitioners, they can prescribe certain classes of drugs when authorized to do so by a supervising Physician. When you couple PAs’ growth projections for 33,300 new jobs with a micro-thin 1.2 % unemployment rate — one of the lowest on the BLS’ best jobs list — their job outlook is highly advantageous.

Occupational Therapist 

A close runner-up to PAs, Occupational Therapists help patients who have physical, mental or developmental disabilities to take better care of themselves and how to effectively assimilate into society. No surprise, it’s especially on the rise, with 29% employment growth expected between 2012 and 2022.


Phlebotomist 

Let Us Help You Save Lives
Let Us Help You Save Lives (Photo: Gulf Coast Regional Blood Center)
Coming in at 16th place, just after Market Research Analysts, are those who deal daily with human fluids, especially blood, urine and sometimes feces. If you choose this field, you need to be comfortable with people being uncomfortable… Who likes getting pricked by needles or delivering a test cup of urine?  Empathetic people skills and attention to detail are a must for this job. The BLS forecasts growth of 27,100 new positions between 2012 and 2022.

Physical Therapist Assistant 

Physical Therapist Assistants fell slightly from ninth to eleventh place this year, but this occupation is still growing rapidly with a 41% growth projection between 2012 and 2022.  The difference between PTAs and PTs is there is a lower education prerequisite to enter this occupation than to become a PT (which can be academically rigorous). PTAs usually do many similar tasks as PAs, but don’t have as many responsibilities.


Veterinarian
English: A veterinarian stitching a dog, after...
English: A veterinarian stitching a dog, after surgery. (Photo Wikipedia)

Doggedly holding up at 20th place are Veterinarians. Not just limited to first-tier animal care, they also protect the public’s food supply by inspecting livestock, promote public health by fighting animal-borne diseases, and help educate people on how to have a healthy relationship with animals. Given the field’s ongoing advancement and the popularity of personal pets, expect a 12% employment jump between 2012 and 2022.


The Rest of the Best

Health care career choices that also topped the BLS’ list for strong employment, in order of their projected growth rate:

Johnson & Johnson Medical
Johnson & Johnson Medical (Photo credit: Job Meeting)
Occupational Therapy Assistant
Clinical Laboratory Assistant
Dieticians & Nutritionists
Diagnostic Medical Sonographer
Massage Therapist
Veterinary Technologist and Technician
Esthetician
Respiratory Therapist  

Epidemiologist
Speech-Language Pathologist
Substance Abuse Counselor
Licensed Practical and Licensed Vocational Nurse
Medical Assistant
Medical Equipment Repair
Reservist Medical Officer at Camp Bastion Hosp...
Reservist Medical Officer at Camp Bastion Hospital in Afghanistan (Photo credit: Defence Images)
Clinical Social Worker
Medical Secretary
Radiologic Technologist
Optician
Dental Assistant
Home Health Aide
Personal Care Aide

Marriage & Family Counselors
Surgical Technologist
Nursing Aide
Pharmacy Technician
Paramedic
Mental Health Counselor

Rick Fromme combines entrepreneurial enthusiasm with an insider's knowledge of the medical industry to co-found MedMasters.com. Both his drive and perspective helps provide health care professionals with a superior mechanism with which to communicate, network and market their strengths. Prior to founding MedMasters.com, Rick operated a highly successful medical device distributorship. Other milestones in his 12-year career in the medical industry include a key position at a medical device start-up company that was later sold to the Ethicon Endo division of Johnson & Johnson. You may also reach Rick by connecting with him on Facebook, Twitter, Google+, LinkedIn and YouTube.

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