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Wanting is one thing working to get what you want is another.
Most dentists dream of having a team that drives the practice, creates referrals and makes coming to work something to look forward to. Why do so few achieve the dream? in most cases it is because they do not understand how to create what they want.
It is no accident when an “A” is formed. it is because there was an objective, a plan and a determination to achieve a high goal. to do what it takes to get the best, keep the best, and let them achieve the best.
"It starts with having seen a “A” team in action and what they can achieve."
With that vision in mind a dentist can review the positions in his/her work place and for each position create a profile of the skills and personality type necessary to perform the task at a very high level.
Next step is to look at current staff and how they perform and rate them into A.B.C.D performers. if you have an “A” staff member look to see if you have him/her in the position to maximise their ability and that you are giving them suitable recognition and reward for their ability. take them into your confidence and outline your improvement plan so that you get their commitment.
Then comes the hard part commit to replacing B C & D performers by starting a recruitment process specifically targeting “A” grade performers for each position whilst at the same time conducting performance reviews for your B C & D grade staff to make them aware that they are not achieving at the level you want.
A key factor is the wording of your recruitment advertisement. it must highlight the opportunity to be a key player in a high performing practice. that there is freedom to make improvement decisions and be rewarded for initiative.
At the same time you are recruiting you are putting the B, C,& D grade performers on a staged notice that they are not meeting your expectations and suggesting that they may be better suited at another practice and that you will give them a three months window to find other employment.
Once you have recruited you allocate your existing “A” team member to do the induction process setting a very high performance standard at the beginning. repeat the process until you have a full “A” team.
The next step is to let go of control and let the team be responsible for the operation of the practice having offered a pre-determined incentive reward for improvement achieved. letting go is not as easy as it sounds. it’s hard to surrender control but necessary for “A” team members to achieve their potential.
An “A” team will sort itself out. A natural leader will emerge and results will ow. Your role evolves to that of the business leader providing a vision and plan and living up to the high ideals every day.
"To maintain an “A” level practice it is essential that you give praise and recognition and reward and be open to new ideas."
High level performers will stay with you if they feel they are achieving, enjoy the work environment and sharing in your success. Be prepared to share the wealth created as it is a way your staff can achieve their own goals.
The end result is a vibrant and growing practice with happy dedicated staff and loyal patients. the biggest reward for you is that you will be achieving a good financial reward whilst enjoying what you are doing.
Dentistry is now a very competitive market and independent dentists have to strive to improve every facet of their business to be able to successfully compete with large health insurance clinics and corporate chains. the independent Dentist network was formed with that ideal in mind- bring independent dentists together to build the skills and resources needed for a successful future.
