How can pharmacists lead up, up and away? Part 2.

So, I led up.

I wrote a very simplistic business plan and went into my boss’s office to pitch the idea. It was a colossal failure. I mean, I walked into a buzzsaw that day. If you were to ask my wife, she would probably ask what I was wearing that day, because I am sure that was wrong as well!

I was told the state needed to change their regulations. I was told the stores could not effectively schedule patients. Reason after reason; excuse after excuse. I walked out of my boss’s office that day thinking, “That went well….”

But there was still frustration with the stores. There was still great opportunity to serve the public and build our business.

I am a firm believer that the people closest to any problem hold the best solution to that problem. In short, the people who see the issues know that a solution will or will not work. They understand the intricacies and the nuances. Perhaps, most importantly, they buy into a solution when they are a part of it.

So, I found myself back at the drawing board with the need to lead up. I wish I could tell you that I rewrote this business plan in a much more sophisticated way. I did not. I did, however, recruit a potential store to test this clinic concept and worked through the details and objections that were previously voiced. Then I went back to my boss.

I walked into his office this time and said, “Last time, you really didn’t seem to care for this idea. I have gone through the process again, and I have Angie lined up to help us test this idea. I am going to ask you take a look at this again.” 

To his credit, he did. The room was quite silent for a period of time. It may have only been 30 seconds. He flipped through the two or three pages that comprised this business plan. He set the document down. Then he said, “You know, this may just work.”  (Side note: I knew it would work.) We moved ahead with the clinic and a few weeks later we tested the concept and easily vaccinated 40 patients in four hours. 

One of the most important ways we lead is by leading up. This is key for a number of reasons. Perhaps most notably, it is because when we lead up, we make life easier for our boss. And in turn, our boss can make life easier for us. And if you are serving on a team with others who have the same boss, life can improve for all of you! 

Depending on whom you lead up to, you may have to adjust your style and tactics. I suggest that in the pharmacy, a case can be made that physicians could be considered above us. You and I can put together a long list of ways we have had to lead up to physicians over the years. Addressing drug availability issues, drug allergies and interactions, you'll find this list can become quite long. And we realize we must learn how to navigate these relationships. Managers treat everyone the same. But leaders understand that you must treat everyone differently. When it comes to leading up in the pharmacy, we have a number of different people we potentially have to lead up, so we need to develop this skill. 

The best advice I have ever been given regarding leading up is that you should honour in public and influence in private. Never try to show someone up in public, especially when you need to lead up. Simply honour those people in public, then when you have time and opportunity, connect with them privately to influence the decision. 

Take a moment to think about how you lead up. When have you been frustrated with some situation? How did you address this situation with whoever had authority? If you are anything like me, this is a skill that I still want (and need) to continue to develop.  But understand this: if you are going to develop this skill of leading up, you must recognize that you will find yourself in some frustrating situations. 

Next time we meet, we will look at the concept of leading down.

See you next week.

Until next time –

Jesse McCullough, PharmD

Connect with Jesse on LinkedIn