Are We Doctors or Drug Dealers?

by Bob Pike CSP, CPAE-Speakers Hall of Fame

As training and perfrormance consultants we want to meet needs in our organizations. To do this we need to take the right approach. We must meet real needs through relating and responding to our clients -- not just by reacting and giving them what they want. Imagine a doctor who sat all day long and as patients came in they told the doctor what they wanted – and the doctor simply gave it to them. No questions asked. Just gave it to them.

“Doctor, I’m stressed. I need Valium.” “No problem, here’s your prescription.”

“Doctor, I have migraines. I need Imitrex.” “No problem. Here’s your prescription.”

And so it goes all day long. Never a question about where the pain is located – or what it causing it. No questions about other medications being taken that might interact negatively with the drug being prescribed. No questions about family history or personal history. The doctor merely gives the patients what they ask for.

Most of us wouldn’t call such a person a doctor at all, but rather a drug dealer. Perhaps that’s a bit harsh, but it’s not far from the truth.

What about the trainer who has a line manager who says, “My people are stressed, they need a stress management program.” And simply complies. Or a sales manager who says, “My people aren’t selling enough, they need sales training.” And simply provides the training.

A good doctor will tell you that the patient is responsible for providing information about their current state of health. The doctor then asks a series of questions to aid with diagnosis and prognosis. Based on all of this the doctor may order up a number of tests to further clarify and validate the current situation as the%