The One-Page 2019 Impact Plan

Great clients bring out the best in themselves. Let me share with you an example from yesterday.

I met with Neil Harris at HRS Dental Care for a “Q4” review of what has been an exceptional year of development.

Having looked at this year’s performance, we then moved to 2019 and I was prompted to ask Neil a simple enough question:

“A year today, if we looked at each major area of your business and life, what progress would have the biggest impact?”

The next hour’s conversation was electric.

We created a series of headings (see below) and I asked Neil to give me the ONE THING that would make the biggest difference.

Financial
Lead generation (advertising/marketing)
Lead conversion (treatment co-ordination)
Patient Experience
Operational
Team
Professional self
Personal self

His list is, of course, confidential but it is a special experience when both client and coach share a lightbulb moment, realising that he had identified exactly what he needed to do.

It’s at this point that the difference between a client new to coaching and a mature client manifests itself.

The new client asks “OK – so what do I do now?”

The mature client says “OK – so now I need to reverse-engineer these targets and determine my actions for Q1 of 2019.”

Correct. Effectively, at that point Neil is self-coaching – he knows what to do.

Next step in our meeting was to invite Practice Manager Claire Constant in to the conversation and begin the journey.

I was inspired to share that with you this morning – and close to the top of my task list has been added a new “infographic” to use with clients. I haven’t decided on the final name yet but it will be something along the lines of this screen shot of my meeting minutes:

An image of Neil’s meeting minutes
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Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.

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