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It’s Not About You!
We recently interviewed a practice seeking dental marketing. The dentist was late (hazards of our occupation) which was not unusual. Everything dental always trumps everything marketing – even if they called the meeting. This meant we now had 40 minutes…
Continue Reading »If They Don’t Accept Treatment – Who Do We Blame?
I dropped in to a colleague’s office recently because the doctor had requested some assistance on a challenging case. His reception area had 2 people waiting, and the receptionist was intent on her screen with pursed lips and a scowl…
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Dental Teams and the Flat Earth Society
Today I called the advertising dept of a major daily newspaper in a large city. The voice mail said they were ‘on lunch’ and would have to get back to me later. As I was attempting to spend my client’s money on a series of display ads in their newspaper – and I had my sandwich at my desk – I was miffed. I wrote an email to the editor and told him I appreciated that I was just a pesky customer trying to book advertising while his union staff were working to rule and not answering the phones. It only took about 5 minutes before a manager called me back – appalled that their voice mail was sending out that kind of greeting. They furnished me with all the options I needed, so I could get back to my job – which is getting things done for our clients!
My partner was on a training call with another client who is doing everything in his power to bring his practice into the 21st century. He is developing systems, has completed team sales training, and is working the late shift getting his house in order. His team is complaining that a very minor amount of paperwork is going to really take ‘a lot of time’. We are talking 10 minutes per day for one team member. They are ‘not sure they can get this done’. Talk about dreaming. If some of these spoiled team members worked for anyone else in private industry, or many government operations – they would be told this is the way we do it now – and simply do it or move on out. Don’t get me wrong – we work with some great teams. But, those founding members of the Flat Earth Society resident in many practices think that any change in any procedure is a personal ordeal. The number one mistake in dentistry – above any other – is keeping a team member after their expiration date. In most cases when someone is let go (or allowed to be happier elsewhere) they have been poisoning relationships and practice profitability for at least 24 months. They have cost you at least 6 figures per year while refusing to get with your program.
Don’t for a moment think I am ranting about age here. I have seen 65 year old team members worth their weight in gold, and 23 year olds who don’t have the slightest clue about a work ethic. You know who I am talking about here. The employee who is constantly sub-grouping, undermining team morale, griping about how unfair life is in general, and watching the clock with military precision. Dare I mention hour padding? We’ve seen blatant examples of this type of EMPLOYEE THEFT that has gone unchecked for years! In this economic climate you cannot afford boat anchors in your office – that is unless you are independently wealthy, and working simply for a hobby with masochistic overtones.
Business ain’t a group hug. Treat your practice like a balance sheet. If all members of your team are not on the right side of the ledger – get rid of them without a second thought. If the offender is your wife’s niece, or represents some other conflict – get a professional in to do that work for you. We’re only a flight away.
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