Dentaltown June 2021 - 69

GOAL CHECKUP
Ideally, you set quarterly goals at the beginning of the year for
all your key performance metrics-revenue, production, collections,
referrals, new patients-and track progress to easily assess where you
are, compared with where you want to be, by the end of second quarter.
If you set only annual goals and are pleased to be " halfway there, "
don't assume the remaining six months will mirror the first six. Quarters
differ and circumstances change. If you're not sure where you should
be at this point, it's well worth some thought and simple calculations
to come up with third- and fourth-quarter goals based on where you
are now. Then, do a better job of tracking progress. Even if you miss
your goals, you'll do better just because you're paying more attention.
You also won't be surprised at the end of the year.
If you're exceeding your midyear goals, congratulations! That
means you have unexpected revenue you can put to
excellent use to build on your momentum. Assess
what worked and reinvest in those efforts to generate
an even higher level of return. A few examples:
Was a particular marketing campaign highly
successful? For minimal investment, you could
send this as-is to a larger audience, or tweak
slightly and send to a different target audience.
Did team training increase case acceptance?
Schedule another training ASAP-this time on
delivering a superior patient experience or new-patient
generation. Maybe you have it planned for next year, but
why wait when you know training more than pays for
itself with increased revenue?
Did you add a team member and already see a
positive return? Assess the return on investing in
another team member sooner than later.
If, however, you're falling short of goals, a common
mistake by many business owners is to cut expenses
without assessing which investments generate a positive
return. Such a knee-jerk reaction just exacerbates a
negative situation and drives results further down.
Instead, reset goals if necessary, recommit to doing
what it takes to meet them and take full advantage
of the remaining six months by investing in low- and
no-cost strategies that will improve results quickly.
dentaltown.com \\ JUNE 2021 69
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Dentaltown June 2021

Table of Contents for the Digital Edition of Dentaltown June 2021

Dentaltown June 2021 - Intro
Dentaltown June 2021 - Cover1
Dentaltown June 2021 - Cover2
Dentaltown June 2021 - 1
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Dentaltown June 2021 - Cover3
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