Since introducing The Purpose Process® to our clients and readers, we've heard a gratifying number of you tell us, "Yes, that makes sense. I can do that!"

As a brief reminder, The Purpose Process® is our proprietary system for eliminating the subjective elements of leadership, and making it easier for you to be a confident manager of others, of your practice, and of yourself - all critical elements to your success and to the enjoyment you derive from your profession.

In this issue of Exactly we're looking at how The Purpose Process® can help you put an annual plan in place for 2012 that eliminates the uncertainty and doubt you may experience when looking at your numbers, and head into the new year with financial confidence and clarity.

The Purpose Process® has three distinct components:

• Core Characteristics: A Clear Purpose, Courage, Cooperation
• Reality-based Leadership: The Pothole, The Way Out, Solid Ground
• Resolution

Let's look more closely at component #1, Core Characteristics, and how these three elements tie in with the annual planning process.

A Clear Purpose: When it comes to your numbers, which of these statements most accurately describes your normal "MO"? (You're the only one who's going to know, so answer honestly!)

"I want to know what my numbers will look like next year, and what I can do to ensure maximum profitability and productivity."

"All things considered, there's not much we can do to influence our numbers, so I'll just let the chips fall where they may."

If you more clearly identified with the second statement, you're not alone, but you're also missing out on the advantages of having a clear purpose for your numbers, which allows you to:

• Look ahead with confidence and excitement at the coming year.
• Make informed decisions about major practice issues like retirement, new equipment, personnel and facility costs, just to name a few.
• Know your overhead is under control, and that production and expense projections are based on realistic and viable numbers.

Courage: there's no doubt that numbers can be scary, but equally as important as having a clear purpose is having the courage to take a look at where you are financially, make adjustments if necessary, and seek counsel (that's us) if you're not sure. Courage allows you to take decisive action when a need is identified. For instance, am I ready to invest in new technology? Is it time to add additional staff -- or let someone go? Can I afford salary increases? Can I work fewer days and still pay my bills?

Wouldn't it feel good to make these decisions with confidence, and to feel comfortable -- and courageous -- in doing so?!

Cooperation. An annual plan presents the perfect opportunity for you to involve your staff in the planning process by sharing your goals, identifying areas of potential, involving them in production and collection targets, and taking the opportunity to remind them what a valuable part of your success they are. When practices truly embrace and foster cooperation, the results are a win-win for all concerned.

If any of the core characteristics above are issues you have avoided in the past, or would like to strengthen for the future, it's time to put The Purpose Process® in action. Make 2012 the year you not only put a great annual plan in place, but started to sleep better as well.

So much of what makes an experience positive, negative, or merely average is wrapped up in "the little things" - a warm friendly greeting, consideration for busy schedules, simplifying a seemingly complicated procedure, etc. The dental practice is no different as subtle messages can have a big impact on how patients perceive the quality of your practice and your team, starting with timing.

Neither the patient nor the dental team appreciates it when staff run behind. It's essential that the scheduling coordinator fully understand how much time is required for procedures. Additionally, consider checking hygiene patients when it is convenient for you, the doctor, not at the end of the hygiene appointment. This requires a little adjustment at first, but can significantly improve efficiency.

In addition, pay attention to the seemingly insignificant cues employees give to patients, specifically, their smiles. If Sarah your assistant can share her beautiful smile with confidence and tell the patient that Dr. GoodDoc is her dentist, and he is absolutely the best, this has a huge positive impact chairside in selling treatment. Moreover, it will reinforce the team's commitment to your practice.

Most importantly, make it easy for your patients to pursue treatment. They like you. They like your team. They trust your recommendations. But they are afraid of the price tag. Eliminate the fear and simplify the process. Offer 10% off if they pay with cash or check for procedures not covered by insurance and over $200. Provide outside financing options. The 12-months interest free financing option is my personal favorite. Yes, the practice has to pay a fee that's about 10%, but the patient gets treatment and the doctor gets paid. All you have to say to the patient is: "How does 12 months interest free financing sound to you?" and they are usually thrilled to pursue your recommended care.

Finally, don't disappear for six months. Keep your name in front of your patients. Send birthday cards, articles, magnets, electronic newsletters, recipes, etc. McKenzie Management and other companies have products that make ongoing communication with patients easy, convenient, and effective in helping you to build long-term positive relationships with all your patients.