A fascinating dinner in Harpenden last night with European and UK Audiologist of the Year, Robert Bieny, founder of Hearing Healthcare...

It would be churlish of me not to publicly thank Violeta Claus for an extraordinary weekend in Luxembourg and for her generous...

Before commenting on how NOT to tell them (and offer some insights on how to tell them) let’s establish some ground rules. I accept that...

Occasionally we all get so wrapped up in the execution of what we do that we forget about the difference that we make. That’s why...

In amongst the emails I’m ploughing through this week (catch up mode). Trend 1 CB – here is a prospectus for a 2-chair practice with a...

In any business – yours, mine, your suppliers – we all need protocols and conversations. The protocols are the way we do things –...

Many is the time a client has said to me: No matter how many times I ask, things just don’t seem to get done Things don’t NOT get done...

Monday’s post was about The Message and The Method. On Tuesday we considered The Money (and I gave you a simple spreadsheet to design a...

The word “business manager” is important here. I don’t consider it part of my scope of practice to comment on the performance of a clinic...

Chatting to a Principal last night about her 3-year business strategy (a former client), she asked me “Chris are you just dealing with...

What you will learn from the best sales trainers, people like my friend Ashley Latter, is that empathetic listening makes all the...

The 1st June has arrived and just in case you are feeling a bit down today, I have the perfect cure – guaranteed to put a smile back on...

In the world of pure sales, we begin every month as if we were starting a new job. “Not a lot of people know this” but my work for...

In the summer of 1987, financier Sir James Goldsmith was on a business trip to New York when he found himself early for a meeting. He sat...

It’s not often we see a new player in the dental insurance and plan arena but this product caught my attention and is worthy of your...

The valuer’s value; The real economic value; The predator’s value; The opportunity value. I’m going to focus on the practice with...

Having rubbished your recall systems on Friday, I mentioned that reactivation was the #2 most important part of your marketing plan. That...

In 1997 I walked into a dental practice, to be confronted by a sign that read “NHS Patients”, with an arrow pointing to the left. Looking...

Yesterday my work was with a budding micro-corporate in North London. The morning meeting was with the Principal and 4 associates. We...

Inevitably I get a lot of questions about pricing, usually in connection with: what should I charge my patient? what should I pay my...