A large body of advisors will recommend orthodontists to set specific and actionable goals. As the year comes to a close, many consider what goals they want to plan for next year. We can aim to target the number of case starts, the number of exams, the conversion rate, our overhead goal, etc. As much as we should aim high and set a destination, we also need to consider how we will get there. Your habits and day-to-day systems have a stronger role in the results you achieve. All Olympians aim for the gold, but only those with the best training and performance systems end up on the podium.
Foundational work vs. aspirational work
Our systems and habits are the foundation of progress. An orthodontic practice, much like an athlete, must build strength, agility, and perseverance. Our fitness depends more on what we do every day and less on what we aspire to be. It is great to set a goal for an outcome, but outcome goals don’t last. Process goals do. Our process and the systems that lie behind the improvement we want to make are critical for the progress we want to make. If you’re going to reduce the number of repair visits in your practice, you can set a target goal, but your training systems and bonding habits drive that improvement. If you want to improve your case conversion, work on the TC training systems, financial systems, and pending and observation processes.
Lead vs. lag measures
As your year progresses, focus on your lead measures. The daily habits and statistics that lead to results vs. the numbers from your prior performance. When we focus on our system for continuous improvements, we can achieve our goal and make a measurable change on the metrics we look at each month. When we look at lag measures, such as last month’s conversion rate or prior years’ case starts, we focus on the results and not the systems that lead to those results. Lead measures focus on our habits and our systems. Lag measures focus on our outcomes.
Your goals can help provide direction, but your systems fuel that progress. We often don’t recognize how critical our habits are to the success we want to achieve. Therefore, we need to fall in love with the process and less with the product. As we plan for next year, set the right goals, and focus on your systems.
