Aaron Lech, OD, FAAO, of ClearVue Eye Care in Roseville, Calif., believes that staff commitment is greatly heightened by engaging staff in tracking and improving key practice performance metrics. Staff members are assigned particular numbers to track, then those numbers are displayed on a white board and discussed at staff meetings. Emphasis is placed on improving total practice profitability, not individual revenue spikes.
Engage Staff
Compensate Based on Profits
Analyze Time Usage
Engaging staff involves staff members directly assigned to track key practice performance numbers, such as comprehensive eye exams or contact lens annual supplies dispensed. By posting these figures side by side, staff can discuss how they are interrelated and how one process affects another. In addition, Dr. Lech shares topline practice revenues with staff and finds that this is a staff motivator toward improved performance.
Dr. Lech believes in a reward system in which the ultimate profitability of the practice is the basis for additional staff compensation. Increases in revenues in particular areas, while positive, often are accompanied by increases in costs. Staff is encouraged to track revenues in individual areas, but to concentrate on overall practice profitability.
Analyzing time usage is a critical component of improving practice profitability. Some staff processes may be overly time-consuming, and adjustments can be made. Streamlining procedures can reduce the time a patient spends in an exam or office visit, which optimally is limited to one hour. When that goal is met, there is a measurable jump in both topline revenues and profits. Above all, Dr. Lech says, keep the measuring process simple and actionable, so that practical changes can be made from tracking trends. By using a simple white board and monitoring just 5-7 basic metrics, you can see positive changes in overall practice profitability.
Aaron Lech, OD, FAAO,, owns ClearVue Eye Care in Roseville Calif. To contact him: drlech@clearvue.org
