Category: Associates

Payroll costs in dentistry are increasing as a percentage of sales. To maintain your profitability, are you going to have to pass on that cost to your patients? Consider the alternatives: pay less wages to fewer people pay yourself less make less profit It seems that most owners are choosing the last of these options.…
Read More

Recently, I have met three young dentists who have bought practices under what I can only describe as questionable circumstances. Three different locations around the UK and yet the audit trail of events that is disturbingly similar: Existing owner in mid-50’s decides to sell whilst goodwill values are at an historic high; Sales figures for…
Read More

Yet again, yesterday, examples of the need for patience in business building. Patience. A delightful conversation with a prospective new client who has been “following my stuff” for years, has embraced many of the ideas we have shared here and across other channels – and finally felt the need to connect with me personally and…
Read More

One of my clients’ FAQ’s is “why aren’t my associates more productive?” I’m reminded of Stephen Covey’s quotation that: if there’s a problem with your team, the problem is you Many is the time we have discussed unappreciated people and the effect they can have on morale and productivity. The same applies to your clinical…
Read More

Ready? Pen and paper in hand? Here are the criteria for recruiting new people into your organisation at every position: hungry blank sheets with a history of achievement outside of their education/career Hungry – I’m attracted to people who are on quests – determined to see the world and be seen by the world. Blank…
Read More

Whether you need a receptionist, a nurse, a manager or new clinicians, the old recruitment rules are dead Next time you are hiring: Step 1 – write a brief recruitment advert and email it to me – I will run that on my Facebook profile – I’m 2 degrees of separation from 750,000 people. Then repeat…
Read More

A frequently heard lament from Principals is: I’m drowning in routine maintenance and don’t have the time to focus on higher value treatments. In any event, there is no way that the patients will agree to see another dentist – they have been seeing me for years and will kick up a fuss if I…
Read More

Numbers don’t get emotional about people. People get emotional about numbers. Associates get emotional when faced with a percentage pay-cut (perfectly understandable – who wants a pay cut?). An unemotional demonstration that a 5% drop in percentage can be recouped by an 11% increase in productivity often falls on deaf ears. The “loser” in this…
Read More

For some reading this post, today will be the first day of the new UDA year and: a sigh of relief that you can get back to delivering NHS dentistry after completing your UDAs some weeks ago a celebration on finishing on target a weekend of stress, wondering just how big the latest clawback will…
Read More

Your brand standard is excellence. Here’s a little lunch and learn for you to try as soon as you can. Ask everyone in your team to define what excellence means to them and come up with three words to illustrate that meaning. Efficient? On-time? Polite? Collect their responses. Post them on a wall. Create a…
Read More