That’s a question I’m asking my clients at this week’s Extreme Business Workshops in London and Manchester. I’m sharing with them (for the first time) the attached PDF – please download a copy. In simple terms – pricing is a combination of: mathematics – “what do I need to charge to make a profit?” emotion
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Friday morning and a day in The Bunker on video calls with coaching clients – a monthly catch up between workshops that gives them a chance to ask me questions and me a chance to feel the pulse of my client base and, thus, the larger dental community. This week we also hosted a group
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PRICE One of those random coincidences that occur in life (and have us wondering whether we are watched over) has been three clients, far apart, who have commissioned a price analysis. In each case, a member of the team has been tasked with calling around other practices within a reasonable travel time (and who offer
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I’ve noticed a surprising and fascinating trend in recent years. Dentists telling me that they have a cash flow problem because they have to deliver dentistry for which they have been paid up-front. The payments can either be made in cash by the patient at the point of sale (“we offer an early-bird price that
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On prices – here we have the eternal juxtaposition of science (well, mathematics) and emotion. Mathematics says “this is the price to make it profitable”. Dentists are scientists and so you would expect them to have a spreadsheet to work that out. But they rarely do. Emotion says “this is the price I am confident
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I was talking to a Principal the other day who admitted that she had been too busy to update the practice financial analysis reports previously (and painstakingly) shared with her. “We are doing really well at the moment and the appointment books are full, so all the accounts, spreadsheets and KPIs have taken a bit
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When it comes to sales performance, there is an interesting difference between targets and run rates. Target = quantity to be achieved before a deadline. Example – we want the business to gross £1m in 2018. Run rate = average quantity per period of time. Example – we want the business to gross an average
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I’m working with two very contrasting clients at the moment. Client A is at the beginning of her coaching journey: working 5.5 days a week clinically; 15-minute appointments; 40-50 patients per day; no time to treatment plan; no time to work ON the business; team run off their feet; post-grad – what’s that? little time
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It’s important to understand the difference between achievements and habits when you are goal-setting. An achievement is a specific target, usually involving numbers and deadlines: I will hit a sales target of X by Y date; I will launch product/service X by Y date; I will create X video testimonials by Y date. A habit
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Extreme Business 2018 London workshop done and my 47 delegates are sent home with spreadsheets, handouts and their heads buzzing with numbers. I invested quite some time at the start of the day in asking for feedback on Q1 of 2018 – always a chance to feel the pulse of the client base and get
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