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A Minute (Or Two) With Colin Receveur, Episode 9

Your dental practice team aren’t robots, and expectations of performance without coaching, support, and accountability are futile. Beware the dreaded spreadsheet.

– Spreadsheet accountability is one of my favorite topics.

– Spreadsheet accountability is what so many consultants preach out there against.

– It goes like this. Doctor’s not happy with what staff is doing. So doctor hires consultant.

– Consultant comes in and creates a mathematical model and a spreadsheet of exactly what the staff needs to do to produce the results that the doctor and the practice want and need.

– Doctor takes spreadsheet and hands it to the staff and says, “Here. Go do this.” And they wonder why that doesn’t work.

– Spreadsheet accountability, spreadsheet driven businesses never work because we’re not dealing with cells on a spreadsheet.

– We’re dealing with people and we’re dealing with behavior that we have to change, right?

– If your staff knew what they need to do to drive the outcome you wanted, they’d be doing it.

– I promise you with 99.99% accuracy that your staff is not coming to the office every day and saying to their coworkers, “I hope I suck today and I don’t do anything that the doctor wants me to do. And that I don’t drive towards the goals that we have.”

– No, none of them are saying that, minus the 0.001% of truly bad apples that are out there.

– They’re coming to the office every day and they’re doing the best they think they can do.

– And if you hand them a spreadsheet and say, “You know Susie, you’re only selling two crowns right now. You actually need to be selling four. Go do this.”

– No, they’re not going to work.

– And this is why so many doctors that try to implement spreadsheet accountability, their staff revolts, they have a coup d’etat on their hands, and their staff leaves and the doctor’s frustrated and the staff’s frustrated and it doesn’t work.

– It never will work because that’s not the problem.

– The problem is not they know they need to be selling more crowns.

– The problem is much deeper.

– And you’ve got to get to that deeper problem to solve the issue that’s going on there.


Colin Receveur

Created by Colin Receveur

“As a dentist, you don’t want marketing or websites or SEO, You want more and better patients in your chair. We know how to dominate your market area to make that happen.”

"Running your practice by yourself can feel overwhelming. With our help, you can increase the quality and quantity of your new patients, which will allow you to get back to enjoying life."
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