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a blog by Chris Barrow


A surgery in a dental practice is an income generation unit (IGU). In a taxi firm an IGU is a taxi. In a train company an IGU is a train. In a restaurant an IGU is a table. In a cinema an IGU is a seat. In a serviced office centre, an IGU is an office. In a financial planner’s business and IGU is a desk, a chair, a telephone and a web connection. If an IGU is laying idle that’s a bad business decision. So when a client emails me to tell me that a surgery in their practice is empty, I don’t care what the reason is. The client has an IGU producing no income. That’s bad business. The fact that the existing dental associate or hygienist can only use the surgery a limited number of days each week for personal or professional reasons – is bad business. It means the owner’s family, the support team and the customers are having to do more and pay extra to support the under-utilisation of the IGU. So get it utilised – fast.

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