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COMMON BUSINESS ETHICAL
ISSUES IN MASSAGE THERAPY
Prepared by:
MANNY P. DALEON
Trainer
Common Business Ethical IssuesCommon Business Ethical Issues
1. Scope of Practice
2. General Finances
3. Fee Structure
4. ...
Common Business Ethical IssuesCommon Business Ethical Issues
11.Referrals
12.Marketing Materials
13.Complying with Local, ...
Suze Orman, author of
The 9 Steps to Financial Freedom says--
“Before we can get control of our
finances, we must get cont...
Four MajorFour Major Fee-SettingFee-Setting StrategiesStrategies
1.High-end rate:
2.Industry standard rate:
3.Low-end rate...
Four MajorFour Major Fee-SettingFee-Setting StrategiesStrategies
High-end rate:
Set rate significantly higher than industr...
Potential EthicalPotential Ethical Issues with TipsIssues with Tips
1. Problems inherent with transference.
2. Clients not...
Work Smarter with BarterWork Smarter with Barter
Barter is a cashless exchange of goods and
services.
Barter income is t...
BarteringBartering TipsTips
1. Treat barter as cash.
2. Issue gift certificates or scrip to keep
track of trades.
3. Caref...
GiftGiftCertificateCertificate BenefitsBenefits
1.1. ServeServe asas aa marketingmarketing tooltool toto generategenerate
...
GiftGiftCertificateCertificate ConcernsConcerns
Expiration Dates
Non-redemption
Increase in Value if not
Redeemed Promp...
GiftGiftCertificatesCertificates
In the amount of:_________________________
To: ____________________________________
From:...
Remember:
• While gift certificate sales are
excellent tools for increasing
revenue, keep in mind that the true
profit is ...
GiftGiftCertificateCertificate RegisterRegister
Date
Sold
Amt
Paid
Purchased
by
Phone
Number
Issued
to
Phone
Number
Servic...
Unethical Tax PracticesUnethical Tax Practices
Concealing Income
–Cash Payments
–Barter
–Tips
Exaggerating Expenses
Not...
EthicalEthical ProductProductSalesSales
The major focus is to enhance your clients’ health
and well-being.
Keep in mind ...
Referral ConcernsReferral Concerns
The gesture can be misconstrued.
Possible conflict of interest.
“Kickbacks” are ofte...
UnethicalUnethical MarketingMarketing
 Exaggerated Claims
 Misleading Ploys
 Inappropriate Images
 Ignoring Business R...
LegalLegal IssuesIssues
 Comply with local, state and federal laws.
 Maintain appropriate and adequate insurance
coverag...
InsuranceInsurance CoverageCoverage
 Liability Insurance
 General Liability Insurance
 Small Business Insurance
 Malpr...
HighHigh RiskRisk ClientsClients
 the sexually provocative client.  
 the professional plaintiff client.
 the client wi...
FormalFormal Client ComplaintsClient Complaints
 Notification to State Licensing Board
 
Notification to Professional Or...
CivilCivilLawsuitLawsuit DiscoveryDiscovery ProcessProcess
Interrogatories
Depositions
Request for Production of Docume...
MalpracticeMalpractice ActionsActions
The elements that a client must prove by a 
preponderance of the evidence are:
1.A d...
AvoidAvoid aa MalpracticeMalpractice
LawsuitLawsuit Gather and complete an accurate medical history from 
each new client...
CopyrightCopyright GuidelinesGuidelines
1. Copying  works  for  client  education  violates 
copyright law.
2. If it looks...
Copyright Fair Use FactorsCopyright Fair Use Factors
1. The purpose and character of the use. This 
includes whether such ...
ContractContract ChecklistChecklist
Names and addresses of all parties involved
A short description and mission statemen...
ContractContract ChecklistChecklist (cont’d)(cont’d)
 The duration of the contract
  Payment method and schedule
  Frin...
ContractContract ChecklistChecklist (cont’d)(cont’d)
Conditions for termination of the agreement
 Guidelines for transfe...
DisputeDisputeResolutionResolution
The Seven Steps:
1) Adopt an attitude of resolution.
2) Listen carefully to each party’...
NegotiatingNegotiatingTipsTips
Logistics Count
 Prepare
 Negotiating Styles and Personality Dynamics
 Use Active Liste...
IndependentIndependentContractorContractor StatusStatus II
Primary Characteristics of an Employer
Employee Relationship:
...
IRS 20-PointIRS 20-Point ChecklistChecklist
An individual is likely to be considered an employee if he or she:
1. Is requi...
IRS 20-PointIRS 20-Point ChecklistChecklist
An individual is likely to be considered an employee if he or she:
10.Must per...
REFERENCE:
• Sohnen-Moe Associates, Inc.
• www.sohnen-moe.com
8/3/2012 36Prepared by: Manny P. Daleon-Trainer
NEXT TOPIC
• MASSAGE MARKETING
8/3/2012 Prepared by: Manny P. Daleon-Trainer 37
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Common business ethical issues in massage therapy

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Common business ethical issues in massage therapy

  1. 1. COMMON BUSINESS ETHICAL ISSUES IN MASSAGE THERAPY Prepared by: MANNY P. DALEON Trainer
  2. 2. Common Business Ethical IssuesCommon Business Ethical Issues 1. Scope of Practice 2. General Finances 3. Fee Structure 4. Barter 5. Gift Certificates 6. Tips 7. Taxes 8. Recordkeeping 9. Independent Contractor Status 10.Product Sales 8/3/2012 2Prepared by: Manny P. Daleon-Trainer
  3. 3. Common Business Ethical IssuesCommon Business Ethical Issues 11.Referrals 12.Marketing Materials 13.Complying with Local, State & Federal Laws 14.Slander & Libel 15.Copyright 16.Contracts 17.Insurance Billing 18.Dual Relationships 19.Confidentiality 20.Case Management 8/3/2012 3Prepared by: Manny P. Daleon-Trainer
  4. 4. Suze Orman, author of The 9 Steps to Financial Freedom says-- “Before we can get control of our finances, we must get control of our attitudes about money, feelings that were shaped by our earliest experiences with it. Opening ourselves to abundance—not only of the pocketbook but also of the heart—is what’s necessary for true balance and freedom.” 8/3/2012 4Prepared by: Manny P. Daleon-Trainer
  5. 5. Four MajorFour Major Fee-SettingFee-Setting StrategiesStrategies 1.High-end rate: 2.Industry standard rate: 3.Low-end rate: 4.Time-limited introductory rate: 8/3/2012 5Prepared by: Manny P. Daleon-Trainer
  6. 6. Four MajorFour Major Fee-SettingFee-Setting StrategiesStrategies High-end rate: Set rate significantly higher than industry standard rate to target a small percentage of the population. This usually only works if your service is innovative, in demand and has no competition. Industry standard rate: Determine the industry standard rate and align with it. Low-end rate: Set rate significantly lower than the industry standard rate to attract a larger market share. Time-limited introductory rate: Offer introductory rates for a limited time or package deals reflecting. 8/3/2012 6Prepared by: Manny P. Daleon-Trainer
  7. 7. Potential EthicalPotential Ethical Issues with TipsIssues with Tips 1. Problems inherent with transference. 2. Clients not certain when or how much to give. 3. Clients concerned that practitioner will expect the same amount (or more) each time. 4. Clients worry that they won’t receive the same level of service if they don’t give a tip. 8/3/2012 7Prepared by: Manny P. Daleon-Trainer
  8. 8. Work Smarter with BarterWork Smarter with Barter Barter is a cashless exchange of goods and services. Barter income is taxable, like any other income. Approximately 3,000,000 companies in North America belong to an organized barter exchange. Those businesses transact approximately $4 billion in sales annually. Barter affords you a simple, legal method to conserve cash outlays. Bartering is also an excellent method for expanding your client base. 8/3/2012 8Prepared by: Manny P. Daleon-Trainer
  9. 9. BarteringBartering TipsTips 1. Treat barter as cash. 2. Issue gift certificates or scrip to keep track of trades. 3. Carefully evaluate barter prices. 4. Realistically assess your barter commitments. 5. Set good boundaries. 6. Join a barter exchange. 8/3/2012 9Prepared by: Manny P. Daleon-Trainer
  10. 10. GiftGiftCertificateCertificate BenefitsBenefits 1.1. ServeServe asas aa marketingmarketing tooltool toto generategenerate newnew clients.clients. 2.2. ProvideProvide aa surgesurge ofof incomeincome intointo youryour practice.practice. 3.3. OfferOffer anan easyeasy wayway forfor clientsclients toto shareshare youryour services.services. 4.4. FacilitateFacilitate goodwillgoodwill promotionpromotion whenwhen givengiven asas presentspresents oror donateddonated toto charities.charities. 8/3/2012 10Prepared by: Manny P. Daleon-Trainer
  11. 11. GiftGiftCertificateCertificate ConcernsConcerns Expiration Dates Non-redemption Increase in Value if not Redeemed Promptly Aggressive Marketing 8/3/2012 11Prepared by: Manny P. Daleon-Trainer
  12. 12. GiftGiftCertificatesCertificates In the amount of:_________________________ To: ____________________________________ From:__________________________________ BlueBlue LagoonLagoon FloatingFloating MassageMassage Authorized Signature: __________________________ Certificate Number:____________________________ 8/3/2012 12Prepared by: Manny P. Daleon-Trainer
  13. 13. Remember: • While gift certificate sales are excellent tools for increasing revenue, keep in mind that the true profit is generated not from the sale of the certificate but from the subsequent sessions that the new client books. 8/3/2012 13Prepared by: Manny P. Daleon-Trainer
  14. 14. GiftGiftCertificateCertificate RegisterRegister Date Sold Amt Paid Purchased by Phone Number Issued to Phone Number Services Products Amount Date Redeemed 8/3/2012 14Prepared by: Manny P. Daleon-Trainer
  15. 15. Unethical Tax PracticesUnethical Tax Practices Concealing Income –Cash Payments –Barter –Tips Exaggerating Expenses Not Collecting/Remitting Sales Tax Not Filing Appropriate Tax Forms 8/3/2012 15Prepared by: Manny P. Daleon-Trainer
  16. 16. EthicalEthical ProductProductSalesSales The major focus is to enhance your clients’ health and well-being. Keep in mind the effect of the Power Differential. Educate clients on the product’s benefits and disadvantages. Be well-informed about any product you sell. Only sell products that you know are reliable. Only sell products that are suitable for use by your clients. Only sell products that are a natural extension of your business. Only sell products that are in your scope of practice. 8/3/2012 16Prepared by: Manny P. Daleon-Trainer
  17. 17. Referral ConcernsReferral Concerns The gesture can be misconstrued. Possible conflict of interest. “Kickbacks” are often illegal. 8/3/2012 17Prepared by: Manny P. Daleon-Trainer
  18. 18. UnethicalUnethical MarketingMarketing  Exaggerated Claims  Misleading Ploys  Inappropriate Images  Ignoring Business Regulations  Misrepresenting Credentials 8/3/2012 18Prepared by: Manny P. Daleon-Trainer
  19. 19. LegalLegal IssuesIssues  Comply with local, state and federal laws.  Maintain appropriate and adequate insurance coverage.  Avoid slander (verbal) and libel (written) defamation.  Respect copyright rules.  Create written contracts.  Avoid civil lawsuits.  Don’t designate someone as an independent contractor if s/he is really an employee.  Before hiring a practitioner, set clear agreements about the custody of client files if that practitioner leaves. 8/3/2012 19Prepared by: Manny P. Daleon-Trainer
  20. 20. InsuranceInsurance CoverageCoverage  Liability Insurance  General Liability Insurance  Small Business Insurance  Malpractice Liability Insurance  Product Liability  Automobile Insurance  Fire and Theft Insurance  Business Interruption Insurance  Personal Disability Insurance  Medical Health Insurance  Worker’s Compensation Insurance  Partnership Insurance 8/3/2012 20Prepared by: Manny P. Daleon-Trainer
  21. 21. HighHigh RiskRisk ClientsClients  the sexually provocative client.    the professional plaintiff client.  the client with unrealistic expectations.  the client who idolizes the practitioner. 8/3/2012 21Prepared by: Manny P. Daleon-Trainer
  22. 22. FormalFormal Client ComplaintsClient Complaints  Notification to State Licensing Board   Notification to Professional Organizations  Civil Lawsuit  Criminal Lawsuit 8/3/2012 22Prepared by: Manny P. Daleon-Trainer
  23. 23. CivilCivilLawsuitLawsuit DiscoveryDiscovery ProcessProcess Interrogatories Depositions Request for Production of Documents Request for Medical or Psychiatric Examinations 8/3/2012 23Prepared by: Manny P. Daleon-Trainer
  24. 24. MalpracticeMalpractice ActionsActions The elements that a client must prove by a  preponderance of the evidence are: 1.A duty of care owed by the practitioner to the  client.  2.A breach of that duty. 3.A causal relationship between the breach. 4.Damage to the client. Healthcare practitioners are “held to the standard of care and skill of the average member of the profession.” 8/3/2012 24Prepared by: Manny P. Daleon-Trainer
  25. 25. AvoidAvoid aa MalpracticeMalpractice LawsuitLawsuit Gather and complete an accurate medical history from  each new client.  Obtain as much information as possible from the other  members of the client’s healthcare team.  Have the client sign an Informed Consent sheet and  other HIPAA paperwork.   Use common language when talking with clients.   Be courteous and professional.   Document every interaction (including phone calls)  with a client.   If a problem occurs during a session, immediately  discuss it with the client (and family, if appropriate),  and do not have the client pay for further sessions. 8/3/2012 25Prepared by: Manny P. Daleon-Trainer
  26. 26. CopyrightCopyright GuidelinesGuidelines 1. Copying  works  for  client  education  violates  copyright law. 2. If it looks copyrighted, assume it is. 3. Copyright  protects  an  author’s  right  to  obtain  commercial benefit from valuable work. 4. Copyright preserves the author’s right to control  how a work is used. 5. Copyright law is mostly civil law. 6. Obtain  permission  to  use  the  work  from  the  copyright owner and always give proper credit. 8/3/2012 26Prepared by: Manny P. Daleon-Trainer
  27. 27. Copyright Fair Use FactorsCopyright Fair Use Factors 1. The purpose and character of the use. This  includes whether such use is of a commercial  nature or non- profit educational purposes. 2. The nature of the copyrighted work. 3. The amount and substantiality of the copied  portion in relation to the copyrighted work as  a whole. 4. The effect of the use upon the potential  market for, or value of, the copyrighted  work.8/3/2012 27Prepared by: Manny P. Daleon-Trainer
  28. 28. ContractContract ChecklistChecklist Names and addresses of all parties involved A short description and mission statements Summarization of contracted party’s desired  role A classification of the business relationship A description of what each party is to provide A timetable Location of where work is to be performed 8/3/2012 28Prepared by: Manny P. Daleon-Trainer
  29. 29. ContractContract ChecklistChecklist (cont’d)(cont’d)  The duration of the contract   Payment method and schedule   Fringe benefits   Opportunities for increases in financial  increases   Insurance coverage provided   Insurance coverage required   Guarantees   Financial obligations of the contracted party 8/3/2012 29Prepared by: Manny P. Daleon-Trainer
  30. 30. ContractContract ChecklistChecklist (cont’d)(cont’d) Conditions for termination of the agreement  Guidelines for transfer of the contract  Who retains custody of the client  Arbitration  Who is responsible for contract breach legal  fees  Contract communication contact information  Signature lines and date the contract is signed 8/3/2012 30Prepared by: Manny P. Daleon-Trainer
  31. 31. DisputeDisputeResolutionResolution The Seven Steps: 1) Adopt an attitude of resolution. 2) Listen carefully to each party’s stories. 3) Allow a preliminary vision to arise with all parties. 4) Allow people to express their disappointment and then bring everyone into the current moment. 5) Agree (at least in principle) to create a new vision. 6) Design the new agreement. 7) Acknowledge resolution. Adapted from the work of Stewart Levine, Getting to Resolution: Turning Conflict into Collaboration 8/3/2012 31Prepared by: Manny P. Daleon-Trainer
  32. 32. NegotiatingNegotiatingTipsTips Logistics Count  Prepare  Negotiating Styles and Personality Dynamics  Use Active Listening Skills  Walk Away for Awhile  Set Time Limits for Complex Negotiations  Pause and Reflect 8/3/2012 32Prepared by: Manny P. Daleon-Trainer
  33. 33. IndependentIndependentContractorContractor StatusStatus II Primary Characteristics of an Employer Employee Relationship: An employer has the right to discharge an employee.  An employer supplies the employee with tools and a place to work. 8/3/2012 33Prepared by: Manny P. Daleon-Trainer
  34. 34. IRS 20-PointIRS 20-Point ChecklistChecklist An individual is likely to be considered an employee if he or she: 1. Is required to comply with company instructions about when, where and how to work. 2. Has been trained by the company to perform services in a particular manner. 3. Has her services integrated into the company’s operations because the services are critical to the success of the business. 4. Must render services personally. 5. Utilizes assistants provided by the company. 6. Has an ongoing, continuing relationship with the company. 7. Has set work hours established by the employer. 8. Is required to work the equivalent of full time. 9. Works on the company’s designated premises. 8/3/2012 34Prepared by: Manny P. Daleon-Trainer
  35. 35. IRS 20-PointIRS 20-Point ChecklistChecklist An individual is likely to be considered an employee if he or she: 10.Must perform services in the order or sequence determined by the employer. 11.Must submit regular progress reports. 12.Is paid in regular intervals, such as by the hour, week or month. 13.Is reimbursed for all business and travel expenses. 14.Uses tools and materials furnished by the employer. 15.Has no significant investment in the facilities that are used. 16.Has no risk of loss. 17.Works for only one person or company. 18.Does not offer services to the general public. 19.Can be discharged by the company. 20.Can terminate the relationship without incurring liability.. 8/3/2012 35Prepared by: Manny P. Daleon-Trainer
  36. 36. REFERENCE: • Sohnen-Moe Associates, Inc. • www.sohnen-moe.com 8/3/2012 36Prepared by: Manny P. Daleon-Trainer
  37. 37. NEXT TOPIC • MASSAGE MARKETING 8/3/2012 Prepared by: Manny P. Daleon-Trainer 37

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