The Dark Side beckons…..
Chris | August 8, 2008I need to warn you that this could be my longest ever post – so put the kettle on, make a nice cuppa and read when you have a few minutes of peace available.
Because its time to talk openly about my departure from Breathe Business to join the team at Integrated Dental Holdings – hence the title of this post (which could just have easily read “poacher turns gamekeeper”).
I believe that today is a good time to be writing this – I informed my colleagues in Breathe on Friday last week, IDH issued an internal note on the same day and Simon wrote to all the Breathe clients earlier this week – so the news is “out there”, notwithstanding the fact that a press release will still be a few days away.
So what on earth is going on?
Chris Barrow – champion of the cause of the small independent practitioner and constant critic of the New Contract and its effect on customer service – has joined forces with what a good friend and client described in an email this morning as “the evil empire” (his words not mine).
What I want to do here is to describe:
- how this happened?
- what I am going to be doing
- why I am doing it with IDH?
and then a few comments about coaching and Breathe Business.
Then I can finish for a 2-week break and leave the critics to gossip and the fans to speculate, whilst I get some sleep, read some books and enjoy some fresh air.
How this happened?
I have long held the view that the independent sector in UK dentistry was under a full scale attack from the Government and retail competition – and its interesting that, when I posted my “12 predictions for the future of dentistry” well over a year ago, I suggested that the smaller operator would have to find ways to create “producer groups” that would allow them to pool their finances to afford services and support.
There are many principals who would never consider for a moment losing their fiercely won independence.
In many ways, this article and the subsequent late nights of conversation between myself and Simon, gave rise to Breathe Business and to the Breathe Business Club, in which we created (and Simon will continue to provide) the content, community and thought leadership that is necessary.
In parallel to the formation of Breathe, I have had a professional “itch” that said “is there a place here for creating a private corporate?”
I’ve watched the existing corporates grow and grow over the last 12 years, the NHS sector championed by the IDH/Oasis/ADP philosophy and the “celebrity dentist” sector championed by J D Hull.
In the last three years, I have also seen the appearance of smaller versions with “twists” in their business plan, perhaps best illustrated by Genix, whose management team I had the pleasure of meeting with in the last few months.
But it seems to me that there is an opportunity in the marketplace to create a corporate that would serve the needs of those either in mixed practice with a heavy bias towards private, or those fully private and developing higher value treatment sales on a good foundation of dental maintenance.
What’s in it for the principal? For the team, for the patients?
More of that later.
So in the last 2 or 3 years, I have invested some of my time in discussions with a variety of potential backers for the creation of such a venture. Sometimes I’ve just set off on my own, following “degrees of separation” from my many contacts – sometimes its been with members of the Breathe team.
And if you had asked me in the Spring of this year “how was it going?” I would have told you a tale of blind alleys and greedy financiers – venture capitalists who wanted all the money, bombastic private individuals who wanted all the glory, banks who had no vision and just wanted security.
I tell you – I’ve become somewhat of an expert at this – and at least I can now “fail more quickly” in those conversations and get out when I know I’m wasting my time.
So I’ve been carry “THE IDEA” around in my head – and telling people about “THE IDEA” – and getting nowhere.
Until the BDA Conference.
Because I bumped into David Hudaly, CEO of IDH.
Actually, the day before, I had spent a couple of hours chatting to two of the IDH management team about whether of not Breathe Business could help them with their internal management and leadership development and it was on the back of that conversation that I met with David.
12 years ago, when I first started out in dental coaching, I worked with some clients who sold their practice to what was then a much smaller IDH. I worked closely with the clients and David on the sale – and I believe that David and I developed a mutual respect at that meeting which has survived the test of time and many subsequent further acquisitions.
I may have been a critic of the NHS corporates over the years but David and I have always been able to approach each other at conferences, crack a few jokes about each others business and then have a good conversation about dentistry.
David, unlike me, shuns publicity.
So (back to the BDA), after the ritual back-slapping a fun-poking, we get down to chatting about our respective plans – and I bemoan the fact that there is no funding available for that “mid-market private corporate” that I’ve imagined.
“Why didn’t you ask me?”
Perhaps the most important thing that anybody may have said to me in the last 25 years.
Now I’m not going to delve into the detailed and confidential conversations that took place between then and now, but suffice to say that, over a period of perhaps 4 months, I have invested a huge amount of my private time in conversation with David, with his excellent senior management team and with Merrill Lynch (the guys with the cheque book)- and we have reached an agreement that allows me to realise that vision and at the same time leave my core values intact as to how a business should be lead, managed and how it should reward and behave towards its people.
What am I going to be doing?
When the conversation around this corporate began, I placed on the table certain core values that would have to be recognised and embraced in our business plan.
- that although we were intending to acquire practices, it was essential that the “principals” retained a financial interest in the growth of the corporate overall – “skin in the game” – so that they would continue to drive profitability in their own practice and support incentives that would improve the whole group;
- that there would be absolutely no compromise on customer service and clinical standards, that a “NEWCO practice” (we don’t have a name yet) would still be acknowledged as a place of quality not quantity;
- that the rewards of ongoing profit enhancement and ultimate wealth creation would be shared with the leadership/management team and with the principals and not just squirreled away by the backers;
- that the performance systems and behavioral standards of NEWCO would be consistent with the message I have been preaching for the last 12 years in The Dental Business School and Breathe;
- that we would put the “principals” in a position where there were no more “wheels to invent” – that we would build a national and regional team providing training, consultancy and support in all of the key areas of business development;
- financial modeling, monitoring and controls;
- marketing systems
- customer service, patient journey and sales systems;
- operational systems and
- personnel systems to recruit, train, and motivate the team
I have to tell you that, in the early days of the conversation, I wondered whether my vision would be thrown out by yet another investment bank focused on “ROI” – but I was delighted when the news came back that they were willing to support this view.
So why would a successful principal give this offer any consideration? Especially if they were still full of vim and vigour?
- a chance to create wealth over and above that which could be expected as an individual practice owner;
- a chance to maximize income now;
- an opportunity to hand over the daily responsibility for running the business to existing and/or new team members who have been trained to the highest standard and are being managed by an experienced and competent regional team;
- a chance to focus on personal clinical excellence;
- a chance to utilize tested systems and standards that are continually improved;
- a chance to be a part of a small community of like-minded individuals who are pursuing a common goal;
- a chance to work with some of the brightest minds in the business;
- a chance to go home at night and stop worrying.
Why IDH?
- Because I have the highest professional regard for David Hudaly;
- Because I have invested time in the senior management team and like what I see;
- Because we are head-hunting some extremely high quality people from outside of dentistry to build a real business that will stand up to scrutiny by the City when its time to realise the dream;
- Because I have met with Merrill Lynch and they LISTENED;
- Because if I don’t take this opportunity, I’ll kick myself for the rest of my life.
We have designed a financial package that I think will be of immense interest to SOME people – and I suspect that my first approach to the market will be in the Autumn when we have created some more infrastructure.
Now – a final comment about Breathe Business.
I’d like to anticipate any speculation about my relationship with Simon and my intentions with Breathe.
There is no doubt that ending my working relationship with Simon is the downside of this change, I have experienced many of my best professional moments as a business coach, working “on stage” with Simon at my side or simply sat in some obscure cappuccino bar, my Sony Vaio on one side of the table and his Macbook Pro on the other, our man bags swinging on the backs of chairs.
We have talked and talked for 10 years now and we share many of the same core values. Our lives are intertwined in many ways, both personal and professional (and we are not gay).
Simon and I met last night for the first time since my internal announcement and I like to think that we did that thing that guys do – telling each other what we thought and then “getting on with it” – and I’m personally delighted that Simon invited me for tea at 5.30 pm – we chatted for an hour.
There was some fear in the Breathe camp that I would either be setting myself up as a rival coach or attacking the Breathe client base as acquisition candidates.
So I was happy to repeat to Simon last night – and I’m happy to repeat here, that neither of those scenarios will occur.
I am not marketing myself as a business coach going forward.Â
There is only one decent business coach left in UK dentistry right now – his name is Simon Hocken and if you want help, call him – he’s really very good you know. I’ve watched him change people’s lives for the better.
And, for the record, there will be no mass mailing campaign to Breathe clients asking them to take the blue pill.
When we are ready (and we are not ready) NEWCO will make its noise in the marketplace- and if you want to talk to me I’d love to.
During September, I will be talking to existing principals about the NEWCO offer, because we don’t claim to have the offer 100% right yet – and I’d love some feedback.
Finally – this is the only place I will have to thank the clients who have written to me this week to say “thanks and good luck” – without exception they have had a dig at my choice of new business partner- I’ll get used to that- but they have also been very kind in their appreciation.
That means everything to me.
The next three to five years will be some of the most exciting in UK dentistry – and I hope to be right in the middle of it all – just cannot wait. I may even shine a light on the dark side 
you can please some of the people some of the time, but you know the rest! When you are sitting in a rocking chair telling storys to your grandchildren only two things will matter.
1. That you and your family are happy and healthy.
2. That you can stare out the window sucking on a murry mint and say “I made a difference, and it was for the better of everyone.”
I am sure that whatever you do will help others, and hopefully this move will help you.
Good luck. But don’t spend to much time working in London.
Hi Chris
Best of luck this this new adventure. Please can you contact me once you are settled in. Andrew
Chris,
thank you so much for sharing Your thoughts about this serious change in your career.
I just could imagine, how hard it would have been to you, to make up this decision. I know by myself, by my own nearly twenty years of selfemployment, what it takes, to leave this and to join some “bigger” partners, wether IDH oder Merryll Lynch.
I think I understand your motives.
For me one of the most important one is your sentence:
“Because if I don’t take this opportunity, I’ll kick myself for the rest of my life.”
Why?
Because we – on our deathbed – do not regret, what we did, but those things, we did n o t !
So I wish You good luck to live Your dreams and that your Vision may come true.
Best wishes from Germany
Joerg
Hi Chris
A great post that clearly outlines your very understandable reasons for your huge decision, i truely hope you realise your dream and your obvious wish for others to realise it with you. I am glad that you have maintained your core values in the battle to get someone to partner you on this and I just hope that the ‘evil corporate’ will not slowly diminish these from the deal as time moves on, the thought that a corporate will actually ‘care’ as much as you do is difficult to get my head around.
We have had a chat about this and you know some of my concerns, having said that if anyone can pull this off its got to be the working class, straight talking, and much loved coach Barrow. I look forward to hearing the updates.
Thanks for the candour Chris. I’ll be honest,after your news came out I had to question the authenticity of our recent 5 year planning with Breathe; however, my whole reason for being with Breathe is to create a practice which will be suitable to join the ranks of ‘Newco’ in 5 years time. Now you’ve created what I hoped would be created, just make sure you remember it’s the United Kingdom of Great Britain and NORTHERN IRELAND when you launch!
Best of luck Obi Wan.
Adrian
Above my desk, I have a quote:
“At the end of our lives, we do not regret the things at which we failed, we regret the things we wished for but never attempted.” (unknown source).
Regardless of how it turns out, you’ll have a damn good story to look back on
Enjoy the vacation and best of luck with the next chapter of your career!
S
Chris,
You have always been a few years ahead of the game (ie Boots) and I don’t see you being wrong now. Corporates are a fact of life and are only going to get stronger. It is time to choose your team.. we chose JD Hull at the end of last year and the practice and patients have benefitted no end. There will always be a place for independent practices but that position will get harder and harder.
If your plans come to fruition how you envision them (I guess like Heartland in the US?) then many principals /managers/team members will benefit.
Good luck.
I must admit that after 33 years in dentistry and started 2 squat practices, I can’t agree with you about the dental corporate culture. Dentistry just has not enough fat to support a layer of managers who draw fat salaries and non income producing. The area and regional managers just travel constantly between practices driving targets down everyone’s throat. There is a contsant turnover of staff which is contrary to continuity, consistency and stability. All the dental corporates are drowned in debt and you can see them lurching from crisis to crisis. They will all go under one by one in years to come. If Boots cannot make a success in marketing private dentistry and Denticles folded last year, I fail to see how these chains can make any decent returns on the capital investment and supporting the expensive management at the saem time. The only use as far as I can see in dental corporate is a quick and convenient exit when you are about to retire and want to sell the practice quickly.
I like to further add that, as far as I can remember, Oasis is the only one that was floated on AIM for a few million pounds. In other words the accounts did not stand up to scrutiny of the main board of the stock market. I personally subscribe to the philosophy of the CEO of Porsche, who said, “put customers first, workers second, suppliers third and shareholders last. If the first 3 are happy the last one is bound to be happy.” In addition, the most successful retailer is John Lewis Partnership because everyone employee is a partner in the company which gives every employee a proprietary feel. I hope I am wrong that you will not regret your decision in joinint the “evil empire”. The day of reckoning may be when you want to extricate yourself a few years down the road because you will be disillusioned and won’t like you see. If Merrill Lynch is the backer, just remember they are not one of the biggest investment houses in the wolrd for nothing. “ROI” is their top priority and they are only in it for the good times not charity or vision.
Hi Chris
As an outsider to the world of dentistry I know little about the complexity of the path you have chosen. What I do know is that vision and risk are inseperable. Big rewards only come to those who take big risks that are linked to a bigger vision.
Thank you for your input to me and the businesses I support best of liuck with “NEWCO”
Dave
Good luck Chris
If anyone can do it then you can!
But expect it will be an uphill struggle with the sceptical BMWs
After working for both IDH (and meeting Mr. H many years ago) and Oasis I can only echo the above thoughts. We tried to take IDH along the route of a sepcialist ortho (funny they bought Orthoworld now) but we kept having middle management (who new f**k all about dentistry) and kept saying our budget……. and even today I know some friends who work for £6 UDA and are allowed £90/month materials allowance. But hey, you have to hand it to Mr H – floated the company, made a killing, share price nose dived, he bought it back at a rock bottom price and then sold it again for top dollar. What a man! I do wish you well but do feel your head and the wall may become well acquainted! Good luck
Chris
may i wish you the best of luck in your new venture…sounds like a well thought out idea….just watch out for those investment bankers….i know exactly what they are like…i used to be one of them!
Good luck and i am sure you will enjoy the experience!
Arun
How about a bit of Blue Peter? Has a competition on this blog to see who can come up with the best name for the new company. Give the winner an electric toothbrush (and a life)!!
I put forward, The perfect, private, patient practice company. and make sure the receptionist is called Paula. I would ring up ten times a day just to hear her answer the phone..
Oh and Ian, wash your mouth out your language is terible.
Hi Chris,
Remember that you have made a difference in the lives of many people and especially mine. Friendship first and business second. Enjoy your holiday and don’t give a damm about what other people say – you are a wise man and able to choose your own path.
Viren
Good Luck Chris ! Will watch this space with interest and wait to hear from you in due course
Good luck mate! Listen to your intuition and follow it to the letter – its always right!!! You are brilliant at what you do and will be a huge asset to the team – go for it and don’t look back! I miss the FUN & laughter of working with you so don’t sell your soul……. Luv B x
Hi Chris
Have a well deserved break and when you have a moment once the dust has settled would you be able to email me a contact address
Hi Chris
Thank the Lord above you’ve joined IDH it can only get better!!!
Jean
After all the back slapping, congratulations and best wishes, I feel that some balance is required.
So I offer the following.
Like so many other UK Dentists, my practice has benefitted hugely from Chris’ dedication, enthusiasm and expertise over the last year or so.
He has changed the way I look at my business – for that is what my practice is, though I might not have recognised that before the Dental Business School experience.
So I am truly sorry to read the words “I am not marketing myself as a business coach going forward”.
And that from the man who only recently was promoting himself as the champion of the small independent practice in a world of increasing corporate domination.
Chris’ change of heart makes the conversion of Lazarus look tame.
From Poacher to gamekeeper in the blink of an eye.
You have to ask “why?”
Clearly, like so many men of “a certain age” (and I’m one too, in case you were wondering) he feels the drawing near of the end of the game and feels a sense of panic. There is only a limited amount of working life left before the endless Saga cruises beckon – only so long in which to make that missing fortune.
So erstwhile principals fly out of the window and the siren cry of the Investment Capitalists beckons.
You can see it from Chris’ point of view – one might even feel the same – but it’s a crying shame nonetheless.
We should all stick to what we do best – in Chris’ case that is getting up on his hind legs and holding a small (or not so small) audience in thrall with his insights, humour and wisdom.
I doubt very much that he will fit comfortably into the business world – and we have all lost a champion.
Sad really
David
Hi Chris,
Good luck with your fresh start when you return from Greece. As in this blog I’d love to talk to you when you are ready about NEWCO. Going forward, what’s the best means of now keeping in touch with you on developments & arranging to meeting up etc…?
Having worked in a corporate enviroment i would say YOU are just what it needs. Good Luck!
Look forward to see you and Annie on a Saga cruise!! Just thought of it had me peeing myself..
Have been following your progress since we met last year. Sounds like a great idea. If you are around SW11 then come visit and see how it all turned out after your coaching. Best wishes, Elliot .
Congratulations on your new challenge Chris. You always make them big and bold. Best of luck to you from one of your Sarasota friends. Larry
Wow, imagine my surprise when I read the weeks issue of Breathe — but then, was I surprised, NO. Chris, I wish you luck, happiness, and success. And, whatever you do, please stay in touch. You still remain my inspiration and a great guy! Oh, and now I want a BLOG too.
Good luck! Enjoy your decision. Your ‘blog’ kept me in dentistry as a lonely principal for years longer than I intended. Retirement came soon enough for me to be able to look back on my practicing years happily. I am so glad I do not have to make a living for my team in the next few years. Hope you’re blog continues!
Hi Chris! Remember me from Bolton? Good luck with the move mate. It must have been a very difficult decision, but then aren’t the most important ones always? I’m sure you’ll make yet another huge sea change in UK dentistry, and I for one would love to hear from you once you’ve settled in, and see WIIFM!!! Best regards, Michael
Dear Chris
Congratulations on your new venture.
All change is difficult but in the end it is the invidual which matters the most .
You changed my life for the better and I sincerely thank you for your advice and help .
Keep shining
Chris May
Hi Chris,
There is never a dull moment tracking your career!
Thankfully I am still managing to keep up after all these years!
No-one can ever say that you dont deliver value for money!
Keep offerring a moving target,you restless soul!
Best wishes,
Jim
Chris – woo hoo for adventures!
Dear Chris,
I am the Orthoworld Orthodontist from Nottingham who attended your seminar with my Practice Manager.We had just been taken over by IDH and I was apprehensive of the outcome. Your words of wisdom to me at the time was to set up on my own! I didn’t and now you have joined them!
IDH are listening and want to move Orthoworld forwards.I am sure you will be able to give them helpful advice as to the running of their general practices.
I am looking forwards to you visiting Nottingham again.
Best wishes,
Prue Brindle
Never a man to shirk a challenge.
Good luck, Chris, from all at the MALT HOUSE, Manchester. We wish you well for the future.
PG
Chris,
Best of luck! May the Force be with you.
Sylvia
Hi Chris
All the best for your exciting new life-step. I don’t doubt you will enjoy great success.
Kind regards,
Dawn x
(Irish John’s former VA – now a South-of-France Expat!)
Good on you for making what was probably a v difficult decision Chris. Look forward to reading your progress on your blog. Maybe MPLT might make a comeback in some form?
Best wishes.
Ray
Why dont you cut the bullshit and just say that you did it for the money!!?
Maybe you’ll have enough dosh to get into America this time!
I find the whole thing hilarious especially “a chance to be a part of a small community of like-minded individuals who are pursuing a common goal”
I have enjoyed your comments over the years on our gutless profession though!
Good luck !
Amazing Chris!
I hope you will bwe able to use some of your boundless energy doing the stuff that the personal quiet man really likes doing. Good Luck from everyone at the (now Oasis) Dental Studios
Hi Chris
Oh My God…. May I wish you all the luck in the world. Your personality, value & beliefs will always take you far. Please forward on your contact details so that we can keep in touch.
Best Wishes
Clare Bedford (Cert. DPM)
The Dental Studios of Doncaster.
I’d like to comment on a couple of the comments; I don’t remember ” the conversion of Lazarus”. Didn’t he come back from the dead? I know that you have worked miracles in my practice but even for you, resurrection is beyond your powers.
Julian’s comment about the thaught of you and Annie on a Saga cruise made him pee himself- I don’t think I’ve ever met Julian but by the sound of it he would fit in well on a Saga cruise.I don’t know whether they charge extra for the pads!!!!!
Keep smiling,
Willie.
Well, well well !
CB, you little Tinker !!
All the best for the future, hope things work out for you.
Personally I’m finding this quite a motivation to ensure my practice is fantastically disireable so you can ” make me an offer I can’t refuse “. I shall watch the story unfold with interest.
CF
Congratulations for practicing what you preach-youve wanted the challenge and have been brave enough to step out and try it. I too think there must be something better for all us in mixed practices who want to deliver good quality dentistry without becoming specialists. We will be watching with interest-hope you enjyed your holiday.
Good luck!
Alison
With hat on as chairman ot Fife Dental Care ( a private care group ) to whom you have spoken to twice in the last 3 years, we much regret your jumping ship. your input humour and incisive wit will be sadly missed. All the best for the future.
….well naturally you seem to be ruffling some feathers, – but a mover and shaper should be proud of that!!!
everyone at the practice has you to thank for bringing us all fowards. we wish you and Annie the very best for your futures.
Christopher
ps dinner sometime???
“Yeh Chris, Go Chris, You’re the greatest Chris”
Whats the matter with all you saps? Don’t you realise Mr Barrow is now in competition with you!!
Thats right , he’s after your patients, your associates, your team and your profits.
And because all you mugs have been paying him to build up a nice little database over the years, he knows where the most profitable practices are situated.
Wise up fools, haven’t you learned anything from the thousands of pounds worth of business coaching?
Feelings are certainly running high on this one…..I watch with interest to see what unfolds.
Well, if ever a bloke is driving the agenda single handedly, it some lad from manchester with suspect football taste
In a field of sheep you only ever see the llamas – and guess which animal has the best view!
Well done for sticking the old neck out, and heres to a bigger better business world of dentistry. Hope you have kept the M3
Jules sends her love BTW
Chas
Hi Chris,
Just a quick note to wish you the very best of luck with your new ‘venture’ ! What a great opportunity to see if you can implment a consistant approach across a large group – I hope you can find a way to let us know how you get on without breaching any confidentiality!
Cheers,
Nick
TXTconnexions
Chris,
I was co-founder of IDH with David Hudaly in 1996, when we did a BIMBO of AZ dental Holding/PWS dental Laboratory (me being the MBO and David, backed by some sexy London money boys, was the BI). David put in his 3 practices into the newly formed IDH, the rest of us cash, so we all risked a lot to get going, David more than most as it was his vision.
David and I then built up the group to own 100 practices, 12 laboratories and a product company. We had tremendous fun, made decisions on the hoof, but as we grew the corporate pressures became tougher and I left. I do remember introducing you to David, and totally agree with your professional respect of him. I liked you at the time too! I speak to him occasionally, he is still the same the grounded, honorable family man. Good move and good luck, ignore the cynics, life & business moves on, even in dentistry……