2.24.17 Issue #781 info@mckenziemgmt.com 1-877-777-6151 Forward This Newsletter

Plan for Success and Reap the Rewards
By Sally McKenzie, CEO

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Many dentists spend a lot of time daydreaming about practice success. They imagine a practice much different from their own, where more patients accept treatment, broken appointments are rare and systems run smoothly.

Unfortunately, this daydream doesn’t last and these dentists come crashing down to reality. Instead of enjoying the success they crave, they find themselves scrambling through their days, running from patient to patient yet still rarely meeting production goals. They leave the office exhausted each day, and it’s no wonder. They’re constantly reacting to whatever comes their way, and all their efforts only seem to lead to high overhead, employee turnover, lackluster profits and stress.

The problem is, these dentists are spending too much time wishing and not enough time planning. Dreaming about success won’t get you there; you have to take action and start making changes if you want to reach your goals. That can seem overwhelming, I know, but don’t worry. I’m here to help guide you.

I suggest you start by changing your attitude. It all comes down to how you see yourself and your team. Ask yourself these questions:

- Do you see your practice as one of the best in your community?
- Do you see yourself and your staff as a high-producing team committed to delivering exceptional patient care?
- How do you talk to your team members? Are you negative and condescending, or encouraging and helpful?

Trust me, the way you see yourself matters and directly effects practice success. If you come to work with a negative attitude, it will bring down team morale – and that will hurt production numbers. Your employees would much rather work for a positive doctor with a passion for dentistry than a crabby dentist who only focuses on the negative. And the happier your employees are, the more they’ll produce.

So what does all this have to do with planning? Simple. Happy, successful people plan. They’re not constantly reacting to what’s happening to them, leading to undue stress and frustration. No, they’re creating their own reality. They’re taking deliberate actions every day to get closer to their goals.

Keep in mind proper planning isn’t just going to happen on its own. It’s easy to get caught up in the day-to-day and forget about your vision and the reason you became a dentist in the first place. That’s why you really have to make planning a priority. Successful dentists meet regularly with their teams to plan their success. They hold weekly and monthly meetings to discuss what they’re doing right and where they can improve. But of course, for these meetings to work they must be effective and, you guessed it, follow a plan.

Let’s talk about the daily meeting, or the morning huddle as some like to call it. These meetings should last 15-20 minutes and conclude before the day’s first patient arrives. Designate one of your team members to lead the meeting, which should include a discussion of the current day’s schedule, highlights from the day before and a preview of what’s to come tomorrow.

Tell your clinical staff to review patient records before the meeting begins. Say Mr. Taylor is coming in for his professional cleaning today, but also has a cracked tooth that needs treatment. The hygienist now knows to educate Mr. Taylor about why he should get that tooth fixed and the possible consequences of ignoring the problem.

It’s also important for the Financial Coordinator to review each patient’s account balance. If Mrs. Watt has a large balance, for example, and is coming in for her hygiene appointment, you probably don’t want to talk to her about more elective treatment options. The coordinator also should discuss the amount of scheduled production the practice actually has for the day as compared to the goal.

Use these daily meetings to determine where emergencies should be placed and for clinical assistants to identify places in the schedule where the doctor might get backed up. When assistants know about possible backups, they can take steps to prevent them. That might mean adjusting hygiene checks to help ensure patient flow remains smooth or adding an additional assistant to help prep for a procedure.

There’s a lot you can get done in 20 minutes. Taking the time to hold effective meetings will help ensure you spot any potential problems and come up with a plan to avoid them, keeping the practice running smoothly and on track to meet goals. Everyone will be on the same page and doing their part to achieve practice success.

Next week: Get team members more involved in practice success.

For additional information on this topic and more, visit my blog: The Lighter Side

Interested in speaking to me about your practice concerns? Email sallymck@mckenziemgmt.com
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