Getting your practice in shape
DENTAL BUSINESS SOLUTIONS
SET A GOAL
What does success look like by the end of the year? Take
note of where you currently are to ensure you’re creating
a realistic expectation for yourself. Be as specific as possible,
include a timeframe, and make sure you have a meaning ful
reason behind the goal. To reach any goal, you must make
changes that may push you out of your comfort zone. If
your goal isn’t worth being uncomfortable, you may not
Here’s an example: I want to grow my monthly practice
production from $60,000 to $70,000 by the end of the year so
I can put money away for retirement. When the discomfort
of change starts creeping in, think about the reason you
set the goal in the first place.
MAKE A PLAN
What actions will lead to accomplishing your goal? Break
the actions down into small, doable tasks that you can
start today. Here are things you can do now in your practice
that will impact your monthly numbers and ultimately
help you reach your goal:
• Know how many patients your team is asking for refer-
rals. Most patients don’t realize you’d like to have more
patients unless you remind them.
• How many patients added to their scheduled treatment
today? If patients are already scheduled for treatment,
any additional work they choose to do adds to your
production at a lower overhead.
• Record how many hygiene patients leave with a scheduled hygiene appointment.
• Record how many patients leave without scheduling
treatment for the dental procedures you diagnosed.
Case acceptance may seem high, but if patients don’t
schedule the dentistry, it wasn’t really accepted.
• Figure out how many missing hygiene patients you
These should be things you have control over that directly impact your goal. When trying to lose weight, the
most important things to focus on are what to eat and how
to exercise. The scale is simply a way to measure the effectiveness of these actions.
MONITOR YOUR RESULTS
What reports should you look at to determine if you are on
track to reach your goals? You may only want to look at
monthly production, collections, and numbers of new patients. If you’re more analytical, you can pull detailed reports
from your practice management software weekly or daily.
Keep in mind that while these reports are important, they
provide only a view of the past and don’t help you reach
your goal when used on their own. The measurements
should be used to evaluate and change your action plan. If
you don’t like the number on the scale, you must change
your actions over the course of the coming week and evaluate the results again.
Use your practice management software to track the
actions that will lead to accomplishing your goal. Talk to
your team and make sure everyone has their own set of goals
and actions to track. Hold regular meetings to review progress
and celebrate successes, and come up with a new action
plan if the numbers aren’t progressing as they should. With
the right plan in place, anything is possible.
Author’s note: For help reaching your practice goals,
request information on practice care planning from a
Henry Schein consultant. Henry Schein can help you
develop an action plan and track your progress to
increase both patient and practice health.
During his 10 years with
Henry Schein, KEVIN
BURNISTON has met
with more than 1,000
dentists. They have
unique hopes, dreams,
and concerns about their
practices and families. his
goal is to help each
dentist realize those
dreams. Contact him at
(800) 372-4346 or kevin.
com. Learn more at
HAVE YOU EVER FALLEN SHORT of a weight-loss goal despite consistently
checking your weight on a scale? Unfortunately, it takes more than just tracking
progress to reach a goal. If someone really wants to lose 20 pounds, they can’t just
look at the scale every day and expect much to change. Similarly, if someone wants
to grow his or her dental practice, the person can’t just look at monthly production
and collection numbers and expect those numbers to change. Having a goal and a
scale are nothing without an impactful action plan to accompany them.