Second Fiddle

I recently read an article entitled “Second Fiddle.” It referred to a comment by Leonard Bernstein, conductor of the NY Philharmonic. Maestro Bernstein said: “Everyone wants to play first chair. Nobody wants to play second fiddle.”

Utilizing your employees is a topic that I often write about. So here is my view on getting the best from each member of your team, the second fiddles.

I have always preached that your employees all provide a link in the chain that leads to success. When I ran my company, I had coffee every Monday morning with my key personnel. This was where we discussed the coming week, planned activities and reviewed the previous work completed.

It became very clear to me that my team knew more about each of their spheres of responsibility than I did. That is a major plus for any company. I was able to reward them for their participation with well-earned salary increases and bonuses.

My operations manager (the No. 2 man) and I held a monthly meeting with all of our staff. We allowed them free rein to express any opinions and ideas, and they did. A good manager will be able to develop a rapport that will invariably help create a more efficient operation.

We rewarded our employees who gave us excellent suggestions with a gift certificate or dinner for two at a popular local establishment. I can only report that this turned into a friendly competition and fostered an esprit de corps that really worked.

So please, never look down at the “second fiddles” on your team, because they are all-important in your operations. Recognize just how valuable every employee is, including the drivers and the person who sweeps up every night.

Every member of your staff contributes to your success. They are not the second fiddlers, they are the orchestra.

Recognizing Opportunity

I received a call recently from one of HomeCare magazine’s readers. He commented that I always write about opportunities and he asked me: “How do I know when I find something that is an opportunity?”

What an excellent question! I was at a loss for words to answer, but as I mulled over his query, I realized the answer was in his question. One does not “find” opportunities; one makes opportunities. As entrepreneurs, home care providers all appear to be able to develop these.

We discussed the various disciplines his company offers its clients: respiratory therapy, diabetics, rentals and many other services. As he told me what his company does and I asked how they do it, I wrote his answers.

When I read those answers back to him, he said, “You know, Shelly, each of these services I offer present many opportunities.”

Frances Bacon said, “A wise man will make more opportunities than he finds.”

When you hold a staff meeting as mentioned above, listen very carefully to each of your employees because they will describe new opportunities for you.

Problems Create Opportunities

Today our industry faces some serious problems, in particular the competitive bid situation.

Carefully study how much volume every facet of your business produces, and how many profit dollars each leaves with you. In this fashion, you will locate the most productive areas of your business, and then you can study how to expand these segments — or decide how you are going to replace them, if you must.

Remember there is always a great opportunity in developing retail sales. Keep in mind that the average senior citizens, who are rapidly becoming a major part of the population, have discretionary dollars in their pocket. They look for comfort items, and when they want something, they will purchase it.

Look for new business. Become the community expert in explaining the Americans with Disability requirements. Seek out information about home telehealth.

Ralph Waldo Emerson said that “no great man ever complains of want of opportunity.”

Sheldon “Shelly” Prial is based in Melbourne, Fla., with Prial Consulting and also serves as the director of government relations for Atlanta-based Graham-Field Health Products. In 1987, he founded the Homecare Providers Co-Op, now part of The VGM Group. He can be reached by e-mail at [email protected] or by phone at 877/553-5127.