We’re already well into the fourth quarter of 2015 and, as many are, you may be wondering how we got here so fast. You may even be thinking about the financial status of the practice for the year and if your annual goal is within reach. Well, it’s crunch time so, I’m here to roll up my sleeves with you and get to work on designing a strategy for achieving your goals and finishing this year strong.

A couple of things to take a look at before we get down and dirty . . .

What’s the score : bottomline, look at the numbers and assess where you are in relationship to the goals for the year.

What’s needed to win the game : calculate exactly what is needed to achieve those goals by the end of the year and then set benchmarks and daily goals in order to have that number feel believable. It can often feel overwhelming for the team to achieve a large and seemingly impossible goal. However, when cut into bite sizes that number amazingly transforms into a very doable achievement. Take the remaining annual goal and work backwards with the time remaining to determine the monthly goal, followed by the weekly and then daily goal. Measure and track these numbers daily as a team — every player should know exactly where the practice is at the beginning and end of the day. Enroll a team member to be accountable for “keeping score” and posting stats and, review these numbers every morning in the team huddle.

Strategy : the plan; course of action or approach on how to achieve the goal.
As an example, implement reactivation of overdue patients, enroll patients in maximizing their insurance benefits remaining for the year, implement social media and internal marketing strategies to generate word of mouth, patient engagement, highlight the practice, patient care and services and bring value to the patients.

Tactics : the play; the specific actions you take to implement the strategy.
In following with the above example, these may be, generate and (e)mail reactivation letters, make phone calls and follow up, run an outstanding treatment plan report, research insurance benefits and call patients to enroll in scheduling their treatment, assign a team member to post on Facebook each day, create a whitening special for the holidays and promote it in-office and through social media.

These are simply examples and may be different than yours based on your vision for your practice and patient care. Either way, I recommend drafting a written plan that includes both the strategy and tactics. It is a mistake to have powerful conversations that generate great ideas without putting it in writing, enrolling key team members to be responsible for specific areas and then measuring and tracking performance. These steps are critical to achieving success.

Make it happen:

1) First things first…call a team huddle today. Enroll and inspire the team by sharing your vision and renewed commitment to finishing the year strong. Express what it will look like, how it will feel and the rewards that will follow. Communicate your belief in them individually and as a team and demonstrate your expectation of excellence and performance by modeling it in your everyday actions as a leader.

2) Remain laser focused. Learn to say NO to distractions that lead you off track. Free yourself to be supremely productive by learning the fine art of delegating tasks and being fully present in each moment and with every patient.

3) Celebrate every win with your team in the days ahead; continue to inspire, champion and lead your team to victory.

When you finish the year STRONG then you’re ready to begin thinking about the next

Here are a couple of steps to point you in the right direction:

1) Design a blueprint for the year

A critical tool to support the creation of a blueprint or practice plan, is a survey. You’ll want to survey your team and survey your patients (and, do one yourself).

Questions to ask:  what worked really well this year, what area(s) can we improve or grow in, how can we serve our patients even better (clever and creative ideas to surprise and delight), how can we serve the community more, how can we infuse FUN in our practice, how can the practice be a means for improving the lives of our team members (surprise and delight team members) — what are some ways we can do that? If we could purchase one thing (for the practice, for the patients or for the team) and money were no object, what would it be and why?

What are some other questions you would ask?

2) Schedule an Annual Review and Planning Event

Carve out a half-day to review the previous year reports as a team.  Also, use this time as an opportunity for team recognition and rewards. Share the survey results, review the practice mission statement and vision and revise if needed. Engage in setting goals for the new year that follow S.M.A.R.T. (Specific Measurable Attainable Relevant Timely) guidelines. Do these exercises as a team — when the team is part of the creation process they become enrolled and inspired to take ownership.

You have the power to make this year even better than the goals you have in mind. Believe it is so and it will be. As in the words of one of my all-time favorite coaches,

Winning means you’re willing to go longer, work harder,

and give more than anyone else. 

~ Vince Lombardi

Do you have questions or would you like coaching in strategizing your fourth quarter or in preparation for the new year? Call me at 866.809.4890 or email Chris@hygienebydesign.com.

I’d love to support you in reaching your goals with ease and creating a practice you love…by design!