Townie Book Review: Start With Your Goals in Mind Thomas Giacobbi, DDS, FAGD

Case studies are a terrific way to demonstrate concepts and philosophies in action. Dr. Bill Blatchford presents 23 case studies of Blatchford consulting clients in his newly published book, Playing Your ‘A’ Game – Inspirational Coaching to Profitability. The accounts of Dr. Blatchford’s clients, including some who initially faced adversity, demonstrate the limitless paths to success.

For example, the story of Dr. April Ziegele was dramatic and interesting. Fresh out of school she purchased the practice where she was employed as an associate for $890,000. There were two full-time doctors and a staff of 14 producing $1 million annually. After Blatchford coaching, she cut the workweek from 69 hours to 28 and trimmed the team dramatically; there is now one doctor, one hygienist and support team of two. Office overhead dropped in the process from 73% to 48% and production jumped to $1.8 million. Her success is due in part to a commitment to cosmetic dentistry education and her rejuvenated interest in dentures––her fee for a cosmetic denture is $6,500.

I enjoyed Dr. Blatchford’s concept of “rightsizing” to maximize profitability. Simply stated, I see “rightsizing” as the fewest number of staff with the maximum amount of profit. In other words, there are practices with a small staff and low overhead that can net $150,000 on $400,000 in production. On the other hand, a larger practice may need $700,000 or more to net the same $150,000. The “rightsized” practices often utilize block scheduling to complete more procedures on fewer patients and they avoid trying to be everything to everybody. Case presentation skills and financial policies must be impeccable to deliver great results.

New Year’s resolutions are an annual event for some, and this book will certainly provide many items for your list. If resolutions are not your style, goal setting is a must; every dentist who was coached by Blacthford consulting started with his or her goals in mind. That’s a lesson for every dentist.

At A Glance
Playing Your ‘A’ Game – Inspirational Coaching to Profitability
By: Dr. William Blatchford and Carolyn Pasley Blatchford, MST
Pages: 308 • Cost: $90
Order: 1-800-578-9155 or www.Blatchford.com