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Inexorably, it's becoming more and more about the numbers.
I'm starting to put dental practice Owners into three categories:
Flying blind: Don't keep count, never really had to, because dentistry was such that, if everyone showed up and did some dentistry, there was usually enough money around to pay the bills;
On Autopilot: Superficially keep count, but don't dig deep, because there was usually enough money around to pay the bills;
At the controls and off course: Share my obsessive, compulsive, disorder called "keeping count" and meticulously stay on top of the numbers, reaching quantitative (see yesterday's post) targets for KPI's, production, pricing and profits.
I'm beginning to hear myself listening to, and saying the same things, over and over again in meetings with clients and prospective new clients (or those just reaching out for help).
Flying blind - "I cannot understand it - we are all working just as hard as ever but there doesn't seem to be any cash flow."
On Autopilot - "I can sense that there is something wrong with the cash flow but I'm not quite sure what the problem is."
At the controls and off course - "Chris, we need you to help us explain to the clinicians and the team why we have to increase our prices and their average daily productivity to new targets, in order to maintain our profit margins - we are only looking for win:win solutions."
A message to those flying blind - dental practices like yours are going to go bust this year - don't be one of them and let me help.
A message to those on autopilot - take the controls and let me help.
A message to those at the controls and off course - let me help.
If you want a confidential and complimentary conversation just email me at coachbarrow@me.com
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