Dental Consultant Advice: Your Smaller Numbers
The real secret of stat management in your dental practice is to concentrate on actions that are easier to control by the individual employees as opposed to the "bigger" numbers that should be monitored but are the END RESULT of the "smaller" numbers.
This may sound a bit complex but it is actually quite simple and a thousand times more effective than putting too much attention on the end result numbers (Production, Collections NPs, etc.).
"Big" stat: # of Reactivated Patients
To only concentrate on the big stat of # of reactivated patients is almost useless. You are much better to concentrate on the "smaller" stats that will result in reactivated patients.
1. # of reactivation calls made
2. # of inactive patients actually spoken to
3. # of reactivation appointments made
The above "smaller" stats can then be given daily or weekly quotas.
Daily quota: Ten reactivation calls made, etc.
Again to give a quota for # of patients reactivated is almost useless. It is best to quota the smaller stats as it is something the employee can more easily concentrate on, such as # of calls made, # of referral cards handed out, # of quality control surveys done, etc.
Kevin Tighe, Cambridge Dental Consultants, Senior Consultant, got bitten hard by the business and marketing bug during long summer days working at his dad's Madison Avenue ad agency. After joining Cambridge as a speaker in the mid-1990s, Kevin went on to become Cambridge’s senior consultant and eventually CEO. Cambridge Dental Consultants is a full-service dental practice management company offering customized dental office manuals. Frustrated? High overhead? Schedule a chat with Kevin at
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