Practice production, hierarchically: the impact of setting a daily goal

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One of the best ways to increase practice output is to set a daily goal. It’s not a new concept, but it’s often not handled properly by many dental practices. A daily goal is a key factor in establishing the planning system and, as you know, systems are the key to successful dental practice.

The starting point for implementing a daily goal process is to establish an annual production goal. We suggest that most practices aim to increase production over the next 12 months to around 18%. Almost every practice has the potential to grow 30-50% over three years, and many practices can achieve 18% growth by setting it as an annual goal and then improving or implementing systems to achieve it.


More “Practice Production, Prioritized”:


Once a practice has established their annual production target for the next 12 months, they can then break it down into a daily target for what needs to be produced by the practice’s dentists and/or hygienists. To make the daily goal an effective target, the practice should hold a meeting in the morning and make it a priority to review yesterday’s daily goal results and expectations for the current day and to determine if the practice is on, above, or below target, depending on scheduled appointments.

Let’s look at a hypothetical example where the firm determines in the morning meeting that it is $1,000 below the daily target for that day. This is where the documented, proven, step-by-step systems come in. As was discussed in the morning meeting, everyone in practice knows that the team needs to identify additional production of $1,000 to achieve the daily goal.

Opportunities to achieve this could include the dentist identifying an additional treatment for a patient, or a hygienist identifying a potential treatment for a hygienic patient who had not been previously diagnosed and motivating the patient to undergo treatment, conveniently, while he is in the office that day. The same day treatment concept works great as a convenience factor for patients as long as the schedule is flexible enough to accommodate them. There are other options to increase production that day, such as emergency care, which typically has an extremely high case acceptance rate. And always remember that the front desk staff should track the $1,000 shortfall throughout the day and determine when it has been cleared or if additional production is needed.

Remember that just creating a daily goal is not enough. Your practice needs a plan for how you will identify additional treatment when you have failed, based on planning protocols that maintain relatively stable production (without extreme highs and lows) throughout the year.


Editor’s note: This article originally appeared in the May 2022 print edition of Dental economy magazine. Dentists in North America can take advantage of a free print subscription. Register here.

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