May 15, 2011
Bi-weekly information and advice to manage optometric practices
from the Management & Business Academy™ (MBA)
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May 15, 2011Bi-weekly information and advice to manage optometric practices |
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Ask NeilDr. Neil GailmardA doctor asks... “One of my associate ODs consistently achieves a lower revenue per patient than I do. I traced it to a lower average eyeglass sale. What coaching should I give this doctor?”I would meet in private to discuss chairside communications and patient education while being careful not to micromanage. Leave some room for your associate to exercise professional judgment that may differ from yours on occasion. Having said that, you want to be sure the associate supports the concept of presumptive selling; which means you should presume the patient wants the best eye care. Not the cheapest eyecare. Make the point that to pre-judge a patient’s ability to afford (or want) high quality eyecare is discriminatory. READ MORE» Dr. Neil Gailmard, who is widely known for his practice management advice, is a member of the MBA faculty.
Super Service PearlsAdvice from service experts to enhance the patient experience"Wow" with the UnexpectedWhen a service provider fulfills minimal expectations, customers remain loyal until a better alternative appears. But when service companies exceed expectations, customers become strong advocates and are likely to tell others about their exceptional experiences. Outstanding service companies look for opportunities to go beyond delivery of the basics of their value proposition and to engage their customers’ emotions. |
"Spend Time Working On Your Practice"
MBA Practice PearlMark Wright, OD, FCOVD An hour a week spent working on your practice is worth multiple hours spent seeing patients, explains Dr. Mark Wright of the MBA Faculty. Put aside uninterrupted time to set goals for practice efficiency and patient flow, and a payoff in practice profitability will follow.  Market Facts
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MBA UpdatesUpcoming MBA Seminars:
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About the MBAThe Management & Business Academy™ (MBA) is a professional education program, sponsored by CIBA VISION and Essilor, dedicated to assisting independent optometrists to improve business management processes. MBA conducts live seminars, conducts on-going research to establish national optometric practice performance metrics, publishes MBA Insights (a quarterly practice management journal) and maintains www.mba-ce.com (a repository of practice management information). Copyright © 2011 Management & Business Academy™ (MBA). All rights reserved. Reproduction in whole or in part without permission is prohibited. |
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