I
determined our top offices for 2012 by allocating 1 point for every $100,000 in
Net Revenue/Doctor and 2 points for every percentage of growth in Net Revenue.
I
took the financial information for the top 6 offices and I also interviewed the
doctors and some staff to determine a few things that they are doing that might
have contributed to their success.
1. Staff Meetings – All 6
offices had staff meetings at least once a month and 3 of them had staff
meetings twice a month.
2 & 3. Goals & Bonuses –
All 6 offices had posted or discussed goals in some capacity. They also
had some sort of bonus system that was tied to their goals in one way or
another.
4 & 5. Managed Accounts Receivable &
Adjustments – The top 6 offices had an Average Days in Accounts Receivable
of 21 days and as a result their adjustments averaged out at 33%.
6 & 7. See 12 Comprehensive exams/day
& Work the recall system – 5 of the 6 offices saw at least 12
comprehensive exams a day and they all stressed the importance of working their
recall system for getting patients in to see them.
8. The Right People on the Bus
and the Right People in the Right Seats (“Good to Great,” – Jim Collins) – A common theme in my interviews was the importance of the staff,
them working together/gelling, and their happiness.
3 of the 6 offices had let people go for negative attitudes in the last several years and 3 of the 6 offices had shifted people from one position to another that was better suited for that person.
3 of the 6 offices had let people go for negative attitudes in the last several years and 3 of the 6 offices had shifted people from one position to another that was better suited for that person.
9. Optical Handoff – 4
of the top 6 offices regularly performed an optical handoff and their average
Optical/Professional fees were 158%. Before COGS and Adjustments, these 4
offices combined for a total of $3.8 Million in Optical.
10. Have High Tech Equipment and
they use it – Between these 6 offices 5 of them have an OCT and 5 of them
have an OPTOS. The capture rate on OPTOS/Comprehensive exams was an
average of 59% for the top 4 offices.
Bonus: 2 of
the top 6 offices even went so far as to send thank you letters to their
patients.
