Principles of Practice Management: Why is my production flat?
This is one of the most common questions I get from dentists—usually asked quietly, in passing, during a break at a seminar. “Why is my production flat?”
I never jump straight into answering. Instead, I start with a warning. It's not always what people want to hear, but I feel responsible to share it: if your production is flat, it's only a matter of time before it starts to decline.
We’ve observed this trend for years, and it’s rarely a temporary dip that corrects itself. Flat production is almost always a sign that something needs to change—and soon.
When I do answer the question, it usually comes down to three major reasons:
1. The landscape has changed.
Today’s dental economy puts more pressure on practices than ever before. You’re likely facing:
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Rising labor costs
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A shortage of highly trained team members (in an increasingly high-tech environment)
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Flat or declining insurance reimbursements—which may be the most impactful factor of all
Starting point: Stronger systems
With more pressure, you need better systems. The systems that got you here won’t get you to the next level.
2. Your systems are stale.
Systems go stale faster than they used to. Decades ago, dentistry advanced slowly, and the balance of supply and demand favored practices. But now? Techniques, technologies, and patient expectations are evolving fast. And if your systems aren’t evolving too, they’re holding you back.
We recommend reviewing and updating major systems every 3 to 4 years.
Starting point: Data analysis
Begin by reviewing key metrics:
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Production per day
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Production per provider
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Production per hygienist
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Production per hour
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Production per new patient
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Overhead-to-production ratio
From there, dig deeper. Are no-shows on the rise? Are cancellations killing your schedule? Is staff training consistent and effective? The answers are in your data.
3. Leadership makes the difference.
Strong leadership is more essential than ever. Your team wants to feel inspired and valued. Without that, systems and strategy won’t take you far.
Starting point: team appreciation
Make it a habit to compliment team members daily. Acknowledge wins—big and small. Celebrate effort. Recognize their contributions with small tokens of appreciation: a surprise lunch, a gift card, a handwritten note.
It doesn’t have to be elaborate. It just has to be sincere.
The bottom line
Believe it or not, these three core principles—adapting to today’s dental landscape, upgrading your systems, and becoming a better leader—can dramatically change your trajectory. When production is flat, don’t wait for it to bounce back on its own. Take action now, and you’ll set the stage for real, lasting growth.
Editor's note: This article originally appeared in DE Weekend, the newsletter that will elevate your Sunday mornings with practical and innovative practice management and clinical content from experts across the field. Subscribe here.
