After delegating the selling process to the team via a checklist, what is the dentist’s continuing role?
Maintenance and protection of the system. Delegation does not mean abdication. The doctor remains the ultimate owner of whether the selling process actually runs the way it was designed. Their role shifts from doing the steps to making sure the steps still get done correctly. That includes periodic audits of recent consultations to confirm the checklist was followed, brief debriefs with team members on cases that did not convert, ongoing training when new procedures or new technology require updates to the checklist, and active reinforcement when the team has done the work well. Without this ongoing involvement the checklist becomes a document gathering dust while the team drifts back to improvisation. The doctor does not have to run every consultation. They do have to keep the system alive. Practices where the doctor stays engaged at this level keep the conversion gains over years. Practices where the doctor delegates and disappears lose them within months.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.