Attitude determines altitude

Over the years, I have watched two different careers unfold in dentistry.

The first was the gifted clinician, the experienced manager or the high-performing team member who had aptitude in abundance and a lousy attitude.

Their numbers were impressive. Their technical knowledge was unquestioned. Yet colleagues approached them cautiously, feedback was treated as criticism and every difficulty became somebody else’s fault. Owners made allowances because replacing talent felt uncomfortable.

Normally, the ending was predictable. The team became tired, people left and the Owner decided that performance could no longer compensate for destructive behaviour. A star who diminishes everyone around them is not a star.

My Performance and Behaviour Matrix places these people in the Therapy Zone: high performance, poor behaviour. Temporary behavioural problems deserve compassion. We all experience difficult seasons. Permanent behavioural problems require a different response. If attitude will not change, the direction of travel is towards the Replacement Zone.

The second began differently.

I have met people who lacked experience but arrived with curiosity, humility and energy. They asked questions, accepted correction, helped colleagues and wanted to improve. Their aptitude was unfinished, but their attitude made them worth the investment.

They occupied the Training Zone: strong behaviour, developing performance. With expectations, coaching and time, many moved upwards into the Champions quadrant. They became the people others trusted, the people patients remembered and the future leaders of the business.

The lesson for dental business owners is not to ignore performance. Aptitude matters.

Patients deserve competence and businesses need results.

But aptitude can often be developed through training. A deeply embedded poor attitude is far more difficult to repair.

Recruit for character. Train for competence. Support temporary struggles with compassion, but never allow permanent poor behaviour to become culturally acceptable.

Attitude, not aptitude, determines altitude, for people, teams and businesses.

Performance & Behaviour Matrix copy.pdf

Download PDF • 63KB