Without measurement, there is no accountability – and no performance To improve performance we train, coach and mentor. Question: Do you have a robust training, coaching and mentoring programme for all of your team, whether employed or self-employed? Remember that business author Harry Beckwith tells us: "There is no performance without accountability, and no accountability without measurement." A Business Plan establishes performance criteria. To improve behaviour we set an

discounting is a race to the bottom - avoid at all costs I constantly, consistently, warn my clients of the dangers of discounting - as a sage once said, "the worst thing you can do in a Price War is to win - because then you are dead." If your dental business has a 20% operating profit margin, and you offer a 20% discount on a treatment: normal cost of treatment £1,000; variable and fixed expenses £800 (including £450 paid to clinician); normal operating profit £200; discoun

Why Lawyers Need a Vision Statement: Lessons from Dentistry on Leadership, Hospitality and Growth A thank you this morning to Tom, Sarah and the team at Buxton Coates Solicitors, for hosting me yesterday at their Leeds office. Our objective - to create a vision statement that will carry the business through the next 5 years of growth - a "regimental banner" to which they can rally as they march forward. A nice change for me - working with legal folk and not dental folk and ad

It's time to turn your marketing model on its head Here's a 5 minute, 30 second video I created in just a few minutes yesterday, explaining the difference between external, internal and inbound marketing. The speakers and the content are AI-generated (and, so far, annoyingly American) but the source material is my own and the explanation will give your marketing and TCO team a flying start on explaining why your marketing activity should be: 80% internal; 15% inbound and 5% e

Honouring three generations of service: Remembering the Barrow men who served their country Remembering George Barrow, my Great Uncle, who served his country and gave his life at The Somme in 1916. Remembering Jos Barrow, my grandfather, who served his country in The Grenadier Guards. Remembering Charles William Barrow, my Dad, who served his country in the Royal Navy. Remember yours today also, and be grateful.

Low maintenance, high performance: A coach’s view It's disappointing that Sir Gareth Southgate's new book "Dear England : Lessons in Leadership" was absolutely slated by a reviewer in The Guardian's "Bookmarks" yesterday (a weekly review of new publications). I'm two-thirds of the way through (it arrived on Thursday) and loving it - in fact, I can feel a workshop coming on already. Sadly, I think the title may put off non-English readers and those who are not fans of football

Why “That’s Not The [Your Practice Name] Way” Might Be The Only Line You Ever Need As A Leader There's a phrase that Dr. Mike Hesketh, co-founder of Dartmoor Dental, uses on our Extreme Business workshops, when describing how he deals with performance or behavioural issues amongst the teams he has built in dentistry: "That's not The Dartmoor Way." It is so stunningly simple that it takes while to sink in. "I want to drop a day week." "I want a pay rise NOW." "I don't want to

I’m angry this morning. Not for myself, but because I’ve been reminded again how deeply poor-quality leadership damages people — their confidence, their careers, their wellbeing, even their relationships and mental health. I’ve seen it first-hand, and it leaves scars that take years to fade.  A few weeks ago, I was chatting with friends about a situation that sounded painfully familiar: a boss changing the goalposts at will, sending veiled threats by email, publicly questioni

Be the beacon of light The Chancellor’s comments yesterday signal that tax rises are likely on Budget Day, with a clear message that “we must all contribute”. In uncertain moments like this, dental practice owners have a responsibility to lead with clarity and reassurance. Here's how to help your team and patients feel confident that your business remains stable, resilient and forward-looking — whatever the Budget brings. Ten practical steps to take NOW: Acknowledge the uncer

As I’ve grown through this profession, I’ve come to reflect on our regulatory and professional systems — the GDC, the NHS, the CQC, the insurers, the targets, the policies — all well-intentioned, all necessary in their way, but all capable of quietly occupying our inner world as clinicians. When I graduated ( I have 5 numbers in my GDC reg ! ) , “professionalism” meant integrity, competence and compassion. Now it can feel like an ever-expanding checklist. We must record our C