Attention!

There are two crucial principles that separate a world-class business from a business. They are……. Attention to people Attention to people is about making all of the right people (suppliers, clients, patients, team members, strategic alliance partners, competitors) feel that they can trust, respect and like you. It’s about appreciation, compassion, empathetic listening and, mainly,
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Digital Treatment Planning

I’ve been following the Digital Treatment Planning movement for some time and have attended overseas courses presented by Livio Yoshinaga (business partner of Christian Coachman) and Florin Cofar. During the Spring I had the opportunity to attend and present at the hands-on course developed by Elaine Halley and Gary Jenkinson and commented at the time
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Emotion and the demographics of social media

An interesting statistical analysis here that shows the age distribution of social media users globally at the end of last year. Perhaps the most significant data here is that over 40% of Facebook users are 35 and older. The good news is that more of the dentists I meet are accepting the fact that their
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The £10m micro-corporate – final thoughts

It has been a wonderful discipline to create this mini-series; an opportunity to research, observe, listen and reflect on current market conditions and the likely future landscape. Along the way there have been some helpful comments from the dental world. One of the most unusual was the attached newsletter from dental accountant Alan Suggett, whose
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Building the £10m micro-corporate – Step 7 of 7

Growth Contracts exchanged, deal done, team settled and clinicians calmed – now the real work starts, the work of growing sales in your satellite by 50% over a 2-3 year period after purchase. You want your £500,000 satellite to become a £750,000 turnover business, with net profit before tax of 15-20%. That is a lower
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Building the £10m micro-corporate – Step 5 of 7

Transition and assimilation Here’s what the owners and practice managers tell me when they are two or three acquisitions into their micro-corporate: 1. We had no idea that the initial negotiation, due diligence and exchange would take so long. 2. Agreement of the associate contract with the former owner took longer than we expected. 3.
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Building the £10m micro-corporate – Step 3 of 7

Valuation, Growth Potential and Property An ideal target would be a £500,000 practice that you can grow to £750,000 using the same number of surgeries (3) and perhaps the ability to add a fourth surgery and take the gross up to £1m. So how much is that £500,000 practice going to cost you? The “vox-pop”
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Building the £10m micro-corporate – Step 1 of 7

Step 1 – You cannot do it all by yourself Working with clients who are on the pathway to £10m in private sales, there is one absolute given that cannot be avoided. All of the Principals I am working with so far have the strong desire to continue their clinical careers. As a consequence, there
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"We only do private."

                        “We only do private” That statement earned me the biggest single consultancy contract of my career, providing training and coaching for Boots Dentalcare between 2000 and 2003. It all began 15 years ago (ouch) after reading the dental press and discovering that Boots
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