1 “Come Taste the Special Sauce We will make you a Cook” “Come Taste the Special Sauce We will make you a Cook”

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““Come Taste the Special Come Taste the Special

SauceSauce

We will make you a Cook”We will make you a Cook”

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2© 2003 TMIT

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“Come Taste the Special Sauce We will Make You a Cook”

The Sniff Test:The Pitch Something There

The Taste Test: San DiegoTaste the sauce and I am sold!

The Magic Ingredient: Servant LeadershipThe Ingredients or the Recipe?

Build the Franchise: Recruit Servant Leaders Apply the 4 A’s: Awareness, Accountability, Ability, and Action

Create the Franchise: The Ingredients, Recipe, & Support systems.Assemble the story, the offering, and the CEMO

© 2000 HCC, Inc. CD000000-0000XX 4




The Sniff Test:The Pitch Something There





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The Sniff Test:The Pitch Positive Sniff Test




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Robert Greenleaf, author of Servant Leadership: A Journey into the Nature of Legitimate Power and Greatness:

Servant Leadership is a "practical philosophy” which supports people who choose to serve first, and then lead as a way of expanding service to individuals and institutions. Servant leaders may or may not hold formal leadership positions.

Servant leadership encourages collaboration, trust, foresight, listening and the ethical use of power and empowerment."

© 2000 HCC, Inc. CD000000-0000XX 15








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The StoryThe StoryHeroes:

Donor Families and Breakthrough Teams

Victims:Waiting Recipients

Villains:Status Quo

Crisis:Our National and your Local Performance Gap

Resolution: The Organ Breakthrough Collaborative is WINNING!

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The Value PropositionThe Value Proposition CEMOCEMO

Claim: Declarative Value Statement

Evidence:Facts based supporting claim

Message:“Act Now” Summary Statement

Offering: Who, when, how, and where to act.

© 2000 HCC, Inc. CD000000-0000XX 18



Good News – Bad NewsClaim:I bear a gift…or a problem depending on when you want to act on it.

Evidence:• A breakthrough group has raised the bar on organ donation. We

can join them now and share in their “win” saving lives.• Can we do it? Absolutely – I have run down the details.• What will it cost? It is margin neutral or positive.• Will it be worth it? Yes – it is a win win for everyone.• Donor conversion will become a quality issue in 2005. (JCAHO)

Message: Act now and we can be at the head of the parade…wait and we will

have a “quality problem”.

Offering:The who, what, where, when, and how. Define the solution.

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Create the Franchise: The Ingredients, Recipe, & Support systems.Put together the Package and the CEMO

Build the Franchise: Recruit Servant Leaders

Apply the 4 A’s: Awareness, Accountability, Ability, and Action

© 2004 Institute for Healthcare Improvement

Set-up-Target population -Adopter audiences -Successful sites -Key partners-Plan to attract adopters

A Framework for Spread

Social System-Key messengers -Communities -Technical support-Transition issues

Communication (awareness & technical)

Knowledge Management

Measurement and Feedback

Leadership-Topic is a key strategic initiative

-Goals and incentives aligned-Executive sponsor assigned

-Day-to-day managers identified

Better Ideas-Develop the case -Describe the ideas

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Turn Barriers into Turn Barriers into AcceleratorsAccelerators

AwarenessOf the national performance gap, then awareness of “our gap”.

AccountabilityPersonal accountability of leaders to closing “our” gap.

AbilityCapacity to act requires investment in staff education,

training, and change.

Action Explicit actions tied to direct measures.

22© 2004 TMIT

61,000Lives Impacted

(Family)

Eligible Donors

# of Donors

19,600Lives Saved

46%

3.14Transplants

46%

13500

6230

19,600

National Organ Donors

(Est. 2004) 46% Conversion

23© 2004 TMIT

Eligible Donors

# of Donors

31,950Lives Saved

100,000Lives Impacted

(Family)

3.14Transplants

46%

13500

6230

19,600

75%

3930

12,350

National ImpactWith Increased

Conversion to 75%

24© 2004 TMIT

Eligible Donors

# of Donors

38,150 Lives Saved

3.75Transplantt /Donor

Yield

46%

13,500

6230

19,600

75%

3930

12,350

6200

National Impact Increase Yield to 3.75

25© 2004 TMIT

National COMMUNITY IMPACT: TOTAL FAMILY LIVES

Eligible Donors # of

Donors

38,150Lives Saved

3.75Transplants

46%

13,500

6230

19,600

75% 3930

12,350

6200

120,000Recipient FamilyLives Impacted

150,000Total Family

Lives Impacted

> 30,000Donor Family

Lives Impacted

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26© 2003 TMIT

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1 “Come Taste the Special Sauce We will make you a Cook” “Come Taste the Special Sauce We will make you a Cook”