Murphy's Law: Day-to-Day Matters
Murphy's Law: Day-to-Day Matters
The will to win on game day means nothing.
Everyone wants to win when game day comes. The will to win means nothing without the will to train, just ask my Detroit Lions the last few years. That was the theme for my cross country team when I coached high school sports ten years ago. Without the desire and motivation to do the right things every day in training….the will to win on game day will not be enough to get you across the line first.
It’s the same in our dental labs. Wanting to hit an annual or even monthly target means nothing without the will to do the right things on a day-to-day, case-by-case, client-to-client basis. The will to‘train well sets us up to win at the end of the month.
What case, client and daily behaviors will help us meet our monthly and annual goals?
What metrics should we track?
How do we know when we are doing well?
Answering and executing these questions will trump desire to succeed every time. You can’t play catch up on the 29th of the month with an incredible will to succeed. You have to pay the price every day and then celebrate at month’s end. My favorite football coach always told us we would work much harder in practice to prepare for the game. The game will be the reward we get for our hard work.
If you want to improve results…remember behavior drives results.
Changing behavior changes results. I would focus my behaviors on three disctinct areas of my laboratory business that many of you have heard me speak to at length.
- Customer retention
- Growth of existing accounts
- Acquisition of new accounts.
All too often, when willing to win on game day, lab owners ask how can I get more accounts? Retention and growth of existing should be the everyday client metrics we track. Interestingly, it will usually lead to more new doctor referrals as well. That is always the No. 1 way we get new clients anyhow.
