Who is Committed to Propelling the Success of Your Chiropractic Practice?
July 26th, 2010 // 7:00 am @ Thomas A Owen III // No Comments
It was just in recent weeks that during a discussion with my associates where we were entrenched with the analysis of production from various positions within the companies that an old principle that I thought was worth sharing with you today was brought to light. Most of you have probably heard of it before then again maybe it will be new to you but regardless it is a imperative factor of management that must be recognized and utilized to get the most production out of any endeavor. The principle I am referring to is the 80/20 principle. For those of you unfamiliar with it, the principle shows that in any endeavor or group for that matter that 20% of the people involved will do 80% of the work.
You will find that in any business, church or community that about 20% of those in the group will be committed to the cause while the other 80% will be just involved. There is a difference between being involved and being committed. You can find the difference I am referring to in the formula of “ham and eggs”. In that formula the chicken was involved but the pig was committed. The same goes for the 20% that are committed to the cause or calling. Those 20% will normally be found to be 5x more productive and useful than the other 80%. In your own practice, I would be willing to bet a shiny new penny that you can identify one staff member that tends to be more productive than the other staff members. I would even be willing to go as far as to say that the one staff member is more productive in less time compared to the time used by the other staff members.
Here is another place where this principle is probably alive and well in your practice. Why don’t you do a little research in your patient files to see who is responsible for referring other patients to your office. The odds are that about 20% of your patients base will be responsible for sharing and referring others to your office. It is very important to know and understand who is making efforts in this most important aspect to referral practicing. Once the 20% has been identified in any organization then these are the people that should receive your utmost attention and effort. Identifying the 20% is just half the battle. Once you identify these people then you must have a plan and system in place to make their efforts as productive as possible and for them to know what is truly expected of them because as you will find out these people will tend to live up to the expectations placed on them. This plan and system that I am talking about does come by accident. Within AMC (a management company I directly participate with) we spend a great deal of time and effort in this one aspect of the system. In closing, Let me say that it would well worth your time to consistently evaluate who in your practice are your 20% participants. Both staff and patients should be identified. Once you identify them then if you don’t know how to properly manage them then I would encourage you to gain that key management skill asap. Whether you choose to make the effort to identify these people or not it doesn’t mean that this principle is not alive and well in your practice. It just means you are ignoring it.
Until next time– I suggest that you first identify whether or not you yourself are in the 80% or the 20%. That may be one key factor to any struggle you may be dealing with at this time. Once all of the people that propel your business forward have been identified then I ask you — what will you do to get the most production from those that fall in the 20%? It may take more commitment on your part but it will be well worth it.
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