According to John Gardner “Most organizations have developed a functional blindness to their own defects. They are not suffering because they cannot resolve their problems but because they cannot see their problems.” This can explain a lot. First and foremost, if you have plateaued or just can’t seem to go to the next level, you are probably missing the real reason, and there is always a reason. Thankfully, there is also always a solution to any problem or blockage. This brings us to our second action. We must take the time and due diligence to make sure you have the right numbers. How can you decide to act if you don’t understand where you are and what your situation is? Numbers tell a story and most of us do not know our numbers. I have assembled a list of numbers you need to know and paired them with the ideal percentages or numbers you should shoot for. This goes hand and hand with the book: The Super General Dental Practice (for a free copy go to www.supergeneralpractice.com). Having a copy of the book will show you how to address the actions you need to take to correct your numbers and move closer to the ideal goal.
WHERE ARE YOU NOW?
YOUR CURRENT NUMBERS THE GOAL
Doctor to population ratio: _______________ 1:2000
Compensation costs: _______________ 25%
Facility costs: _______________ 7-9%
Marketing: _______________ 3-5%
Dental Supplies: _______________ 6%
Lab: _______________ 8-10%
New Patients/month: _______________ 50-75 (per Dr.)
Referral % of New Patients: _______________ 50%+
Recall Effectiveness: _______________ 80%+
Hygiene Production as a % of office total: _______________ 33%+
Production per New Patient/month: ______________ $2,500
Production per Employee/month: _______________ $20K-$25K
Production per Operatory/month: _______________ $25K-$30K
Overhead: _______________ 50%-63%
Collections: _______________ 100%+
We have discussed why you need to act and this week you have a little homework by acting to discover where you are. This is how you Summit.
Michael Abernathy, DDS
PS. “The most difficult thing is the decision to act, the rest is merely tenacity. The fears are paper tigers. You can do anything you decide to do. You can act to change and control your life; and the procedure, the process is its own reward”. — Amelia Earhart