Achieving High Dental Performance | Unlocking Dentist Potential

Unlocking Dentist Potential

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Dental Marketing

Who among of us don’t want a high performance dental clinic. Today I will tell you a magical method through which you can get a high performance by the same staffs in the same clinic. This method is being told by the author John Doerr in his book named ‘ MEASURE WHAT MATTERS’. If you own this method  then you can measure and map your path of success in a better way and be successful. Author had learnt this method in intel and then taught it to google when google was a company of 30 people and google uses this method today also. Because nowadays also this method is so powerful that every employee want to follow this. Not only google but also start up like Myfitnesspal and zoom says that they could have survived due to this method only. 

Now, you must be thinking that what is this system that is so rewarding. We call this system OKR in which ‘O’  stands for Objectives and ‘KR’ stands for Key Results.

Objective is what you want to achieve.

Key Results are those which will help you to achieve your objective.

Author says that “if you are striving for higher performance in workplace, then goals are very necessary thing.

The Co-Founder of Google ‘Larry Page’ says that ‘you can do the magic by good ideas with great execution’. And here comes ORR system. This system have three pillars.

  1. AUDACIOUS OBJECTIVE :– Your goal should be that much big that inspires you daily. 

The director of the movie Titanic “James Cameron” says that if you set your goals ridiculously high and if it’s a failure  you will fail above everyone else success. Because when rest of them would have been learning at that time you will become king of skills and knowledge in the journey of reaching that goal. While setting the objective be idealistic not realistic.  Suppose you make an objective of 100% RCT success rate. And you believe the goal but you get failure. You just get 99% of success rate. Technically you become fail in achieving the goal but in the process of failure you get a good knowledge of RCT like you become master in new technology Like microscope  and 3D obturation. So now you get referral of patients from all over the state or company like Dentsply wants to make you speaker of it’s company. 

To know the objective you must ask these two questions from yourself :-

  1. If your all restrictions end then what changes would you like to make in this world ?

  2. If there is something which you want to make the best then what would be it ?

The answers which you get is your ideal objective and now you scale it that much that it becomes 1 step less than impossible to make them believable and audacious objective.

Bill Gates made objective to end Malaria in the world till 2015. But this objective was so large that it seems unbelievable and started discouraging the team. He quickly realised this and created a new objective called ‘Malaria free world till 2040 which is believable and inspiring. 

  1.  

  1. Next pillar is QUALITATIVE AND QUANTITIVE KEY RESULTS:-

Objectives inspires you and Key results are metrics driven who motivates you by telling you a real picture. Key results can be those 3-5 things. If you worked on these things, you would be very close to your objective. For example :- profit, number of new patients, patient referral, growth are the key results for any clinic. Because it can measure the progress objective of the clinic and these key results could be weak, average and strong.

Let’s understand this with an example :-

Increase the number of profits and increase the number of patients are weak key results. 

Or

increase the profit by 20 % and increase the number of patients by 10%  are average key results because this result is too specific and measurable. 

Where

  1. Increase the profit by 40%

  2. Increase the number of patients by 10%

  3. Work daily for marketing for 1 hour

  4. Have staff training every week.  

These are strong key results. These are strong because it have the perfect blend of qualitative and quantitive measure.

Let’s see it with an example :-

You want to include implanting service in your daily practice. Doing 5 implant every month is a quantitive key result. Patients are not discomfort and they remain satisfy is qualitative key result. Suppose the key results are the gauge of dashboard of your car which shows your growth, pace and consistency. This tells you that you will achieve your objectives on time or you will have to increase your speed. 

  1. Our next pillar is COLOUR CODING SCHEME :-  

If your strategy, execution and results are align then your are very near to the objective but to keep your results align colour coding scheme is very important. You can give RED, YELLOW AND GREEN colours to your result. You can use these colours in this way :- 

If your key results are between 70-100% satisfactory then give it GREEN colour.

If it is 30-70% beneficial then give it YELLOW mark and work on the recovery plan.

And if it is only 0-30% then replace it or recover the entire strategy. 

 

Let’s see in our example :-

Objective :- to double collection from 1lac to 2lac per month in clinic.

Our key results are :-

  1. Increase profit by 40%

  2. Increase the patients by 10%

  3. Work daily for marketing for 1 hour

  4. Weekly staff meeting.

Now let’s see how we give colours.

First one is increase the profit by 40%.

We have to increase our charges by 50% to increase the profit. Then our overall profit will increase by 35%. So, we will give green code

Second is increase patients by 10%.

Patients reduce instead of increasing by 10% when charges increase. So, we will give red code and we will have to think that the decision of increasing the charges is right or or not. 

Third is work daily for marketing for 1 hour.

sometimes we do marketing and sometimes we don’t. So, our result is 40% satisfactory that’s why we give yellow mark.

Fourth key result is weekly weekly staff meeting.

We only took few meeting so again 30% result and yellow mark. It means we have to take out special time to train the staffs. So, we could not achieve our target objective that’s why we either have to change our strategy or we have to adjust our strategy. This is not necessary to stick with every strategy or very key results. If it’s not giving any result then immediately remove this because our goals are the servant of our purpose. And if your whole key results are constantly getting green mark then there is some problem. You are marking it’s difficulty level too low and if there is this case then you are going to pay in a big way. So, if you want to achieve something significant then you convert your passion into audacious objective. 

Set 3-5 qualitative and quantitive key results and periodically apply colours to your key results to raise the performance and lead the team efficiently. 

THANK YOU.

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