Prescribing patterns

Let me be controversial (for a change).

I invest many hours in calculating the average daily productivity of the fee-earners in a practice.

Many previous articles have made mention of

  • the plodding £800 a day associate who loses the owner money on a 50% contract
  • the principal averaging £1000 a day who is drowning in a world of check-ups (with or without a membership plan)

In recent months I have been equally horrified to stumble upon a previously undiscovered tribe in the depths of the NHS jungle:

  • the £450 a day associate

It begs a question – where does one start when addressing the consequences of low productivity?

A conversation with an £1800 a day principal, earlier this week, was revealing.

I suggested that a dentist of his calibre should be averaging closer to £2500 a day, given the nature, location and demographic of his practice.

He simply responded:

OK – I will alter my prescribing patterns to achieve that target going forward – October will be a £40,000 month Chris

That was it – no discussion on marketing or pricing – just a change in prescribing patterns.

I’m going to leave that hanging out there in the virtual breeze – and see what comments we get 😉


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Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.