9 ways to project professionalism.

It seems timely to revisit the concept of professionalism--what it is and what it means.

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In search work, we are constantly exposed to differing levels of professionalism. There are professional MDs and there are less professional MDs. High levels of professionalism are strong contributors to career success, as it is the major determinant of how those around a person perceive and work with the person.

Unfortunately, it is not something that can be conferred on an individual when they earn advanced degrees, including doctoral rank. Some people have it naturally, or have learned it elsewhere, and others continue to have development challenges. So there is merit occasionally in reviewing the essence of professionalism and what it means.

While this is oriented towards the physician executive, the principles indeed apply to every walk of professional life, as patients and health care personnel are highly appreciative of high professionalism, too.

Professionalism is:

1. Doing what you say you are going to do. This holds true for responding to an inquiry, keeping an appointment, getting places on time and prepared, and living up to contractual agreements. The highest level of professionalism is when your word is as good as a signature on a contract. It shows respect for those around you, their time and the integrity of the human interaction.

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2. Knowing how important appearances are. You do need to be neat and well-groomed, and have a firm and hearty handshake. Good eye contact and a confident tone in the voice are two straightforward things that help more than many realize. Good active listening is always powerful--and not common enough.

3. Giving up playing the "doctor" card. When a physician takes that first step outside the clinical sphere, suddenly clinical capabilities take a back seat to other aspects of performance. If the "doctor" card has to be played for a person to get attention, or to increase levels of importance, it will work in the short run, not in the long run. Non-physicians resent it and over time this will take its toll. This is one of those times when what you don't say screams louder than what you do. And you can earn endless gratitude from those around you, as they are aware that you could play the "doctor" card and choose not to. They all know physicians who do. You know that you are doing it right when you begin to collect comments like "You're not like other doctors (or surgeons, etc.)."

4. Supporting the leadership of your organization, whether you are a group of two physicians or a huge integrated delivery system. The issue here is not who is right or wrong; it is about loyalty. Recognize that if you take an action that can be construed as non-loyal, every person around you will know, whether they think about it consciously or not. And you have made a statement about your value system. Not a favorable development.

5. Using professional methods of communication. If you are going to be interacting with other professionals and receiving confidential information through a home e-mail or on a home voice mail, it is not the best time to have your two-year-old make the message, and it is the time to not use "hotmail" or some other connector which sounds lightweight.

6. Confidentiality. Where to start. There are so many times when confidentiality is key, not just in search processes, where we feel it the most. It is in the integrity of a confidence and holding your counsel in countless ways that have a major impact on your professional reputation. Deliberations of boards and strategic planning groups, business discussions, performance evaluations and a myriad of other forums all include information which must be held in strictest confidence. Once you break a confidence, you can't go back--and people do find out.

7. Speaking well of others. When you speak well of others, you are acknowledging the reality that people really do try to do the right thing. Pretty much always. And when you speak well of others, those around you register that you do and have a certain comfort that you will speak well of them. And vice versa.

8. Taking responsibility when you have made a mistake and you are wrong. One way to earn the eternal gratitude of those around you is by being willing to take blame. When you can do this, you will virtually never have to take all of the blame, because no one will ever let you. Apologies are always accepted and graciousness counts for a lot.

9. Understanding the inherent possibilities in interacting with other professionals. The business world is filled with possibilities for those who understand key business partnerships and the potential. Knowing how to interface with business professionals can greatly expand your network of contacts and your access to critical career information.

Consultants roam the country and can be sources of important intelligence. When you treat potential business partners as vendors, that is all they will ever be, and you've shortchanged yourself as a result.

When we start a search, we ask many questions to find out as much as we can about the issues facing an organization. We also ask questions to develop a candidate profile.

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Lately, the single most important attribute we hear about over and over is trustworthiness. And the only way to be trustworthy is to be trustworthy, every day and in every interaction.

And that means being all of the things above and being professional, because those are the things that are going to make you a delight as a colleague and a fellow professional. Naivete is not an excuse.

Looking at the list, it seems too much to remember. If you really want to be professional and perceived as such, there is an easy way to keep track of what to do. Whatever would make you feel the best if you were at the other end of the interaction, do that. In other words, "Do unto others as you would have them do unto you."

Mary Frances Lyons, MD, is a senior consultant at Witt/Kieffer in St. Louis. She can be reached by phone at 314-862-1370, or by e-mail at [e-mail].

By Mary Frances Lyons, MD