“Three Types" of Physicians
Dr. Septimus says that he sees physicians as falling into one of three “buckets": The first type, he explains, lacks knowledge about ABS best practices; the second is “insecure" and tends to over-treat; and the third is what he calls the “outlaw physician"— the doctor who doesn't want to be told by anyone how to practice.
The physicians who lack knowledge, Dr. Septimus says, tend to be relatively easy to work with. In his experience, the best way to win over these types is to provide them with the literature in a boiled-down format (like an executive summary), “so they don't have to read through a 30-page guideline." He also likes to assign mentors to the physicians “to help them get up to speed in terms of their knowledge until such time as they feel more comfortable."
The physicians he describes as being “insecure," Dr. Septimus explains, “[do] not want to miss anything and sometimes can't see the trees from the forest." The best approach for them, he says, is to “sort of hold their hand and give them the fact that, 'You know, there can be unintended consequences of over-treatment.'" Explain that it's necessary to find a balance between one's clinical judgment and the clinical evidence, he recommends. “That one's a little bit tricky, but manageable."
Finally, for the “outlaw physicians," Dr. Septimus suggests showing them “how they compare with their peers, because physicians tend to be very competitive." When they see that they're “behind" their clinical colleagues in ABS, they may decide to change their ways, he says. Another proven tactic involves inviting such physicians to step up and join the ABS committee themselves: “If you have someone who tends to be difficult but you can reason with them, sometimes if you get them on your committee, you can really bring them around."