Building performance, profit and practice value

As we approach the new financial year, this is a key period for shaping priorities and setting the foundations for the year ahead. The decisions made now can have a significant impact on performance, profitability and the long-term value of a dental practice.

In this newsletter, we explore several areas that consistently influence results in practice. From using structured 90-day goals to turn strategy into action, to understanding why Google reviews play an increasingly important role in driving enquiries and patient choice, the focus is on practical levers that support sustainable growth.

We also touch on the value of early exit planning, share insight from Dental Practice Sale, and highlight the upcoming BDA Business Essentials course. Designed for practice principals and managers, the course helps build a clearer understanding of the numbers that drive performance and supports better decision-making across the business.

Turning strategy into action: the power of 90-day goals

As we approach the new financial year in April, many of our clients will be reviewing their plans and ambitions for 2026–27. Once strategic direction and growth targets are clear, the next and most important step is turning those plans into meaningful action. This is where structured 90-day goals become invaluable.

At Spot On, we believe that sustainable growth rarely comes from a single big change. Instead, it is the result of consistent, focused improvements made over time. After your strategic plan is agreed, we will work with you and your leadership or management team to identify the key priorities for the first quarter of the year. These priorities will then be translated into clear 90-day goals that move the business forward in a measurable and accountable way.

A core part of this process is the Income by Clinician (IBC) analysis. This allows us to identify where future growth is expected to come from and, crucially, what needs to change to make that growth happen. Whether this relates to improving diary occupancy, increasing utilisation of equipment, strengthening referral pathways, mentoring clinicians, engaging marketing activity or improving treatment conversion, each area represents a practical opportunity to drive performance.

Growth is not simply a forecast; it requires deliberate change. The IBC highlights the actions that underpin your targets, and the 90-day framework ensures those actions are prioritised, owned and tracked. This approach helps prevent strategic plans from becoming static documents and instead keeps the focus on progress.

Breaking the year into quarters also makes change more manageable. Teams are able to concentrate on a small number of high-impact priorities rather than becoming overwhelmed by long-term objectives. Regular reviews create momentum, encourage accountability and allow adjustments to be made as the year unfolds.

Over time, this structured rhythm of planning, action and review builds confidence within the team and clarity around what drives performance. It also strengthens leadership capability, as managers become more comfortable setting goals, monitoring outcomes and adapting their approach.

Ultimately, the purpose of 90-day goals is simple: to ensure that the growth you plan is the growth you achieve. By focusing on the key drivers in each quarter, you create steady progress towards your year-end objectives and a more predictable, resilient business.

Why Google reviews matter

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Whilst search engine optimisation helps your practice get seen, reviews are often what get you chosen. Many practices invest time and money in their website, SEO or paid advertising, yet it is their online reputation that ultimately determines whether those enquiries turn into new patients.

Reviews are now one of the most powerful drivers of growth in local healthcare and service businesses

When people search for a dentist, accountant or any professional service, they rarely decide based on marketing claims alone. Instead, they look for reassurance from others who have already used the service. Google recognises this behaviour and prioritises businesses with strong and consistent feedback. Practices with higher ratings, a steady flow of recent reviews and visible engagement with patients tend to appear more prominently in search results and Google Maps. This increased visibility leads directly to more enquiries and opportunities.

Beyond visibility, reviews provide powerful social proof. Prospective patients trust real experiences far more than promotional messaging. A strong collection of positive feedback builds credibility quickly and reduces hesitation. When someone compares two businesses, the one with more reviews, a stronger overall rating and recent activity will almost always win. In many cases, reviews are the deciding factor in converting website visitors into actual bookings. They do matter!

Reviews also play a major role in local SEO. They influence your position in the Google ‘Local Pack’, which is often the first thing people see when searching. This means a consistent review strategy can improve your rankings without increasing your marketing spend. Over time, this can reduce reliance on paid advertising while maintaining a strong flow of new enquiries.

Another benefit is that trust is built before the first conversation takes place. Patients arrive more confident, reassured by the experiences of others. This makes first engagements smoother, enhancing the overall patient journey. Responding publicly to reviews further strengthens this effect. It demonstrates professionalism, shows that feedback is valued and reassures prospective patients that any concerns will be handled constructively.

Importantly, reviews are also a valuable source of insight. They highlight what patients appreciate most, reveal opportunities for improvement and often identify team members who consistently deliver outstanding care. Used well, this feedback can inform staff development, refine processes and improve the overall patient experience. The focus and phraseology can also be used back in your web copy and marketing comms to reinforce that you deliver what you promise.

Finally, a steady flow of positive reviews is one of the most cost-effective ways to build a long-term reputation. It strengthens brand recognition, creates resilience against occasional negative feedback and supports sustainable growth.

For many of the practices we work with, Google reviews have become a central part of their growth strategy. The businesses that prioritise reputation alongside marketing consistently achieve better results, stronger patient loyalty and more predictable growth.

If you struggle to get Google reviews there are tools to help. www.workingfeedback.co.uk is one of them but we are certain there will be others.

Invest in your leadership team – BDA Business Essentials Course (May & June 2026)

Date: Friday 8 May 2026 — Friday 26 Jun

Time: 09:00 to 17:00

CPD hours: 13.5

Location: 7 Mansfield Street, London, W1G 9NQ

Your practice will only grow as far as your leadership team can take it. When the leadership team intrinsically understands what and how the numbers are influences, and which ones are most important and why, better decisions are made, time is allocated more effectively and performance improves.

That’s exactly what the BDA Business Essentials course, delivered by Andy McDougall and Anne-Marie Houston, is designed to do. It equips your leadership team with practical business knowledge that translates directly into better results. This two-day intensive course is imperative to getting the most from your investment with us.

If you or your practice manager missed the September course, this is your next opportunity to build the commercial skills that directly impact profitability, control, and long-term value.

Who this course is for

• Practice principals who want clearer financial control
• Practice managers ready to take more ownership of business performance
• Leadership teams who want fewer guesswork decisions and better results

What attendees gain

• A clear understanding of the numbers that actually drive performance
• The confidence to make informed business decisions
• Practical tools to improve profitability and efficiency
• A shared financial and strategic language across the leadership team

We consistently see the biggest results when both the principal and manager attend. If you’ve already completed the course yourself, sending your manager is one of the highest-return investments you can make in your practice.

Places are limited – book early to secure your place: https://www.bda.org/learning/courses-and-events/business-essentials-may-and-june-2026/

Up to 50% of practice owners stated they wished they had started to plan earlier for their future exit

An article by Dental Practice Sale

Here at DPS, our experienced and knowledgeable team can:

• Provide a comprehensive understanding of the current dental market and with privileged knowledge of ongoing and developing trends in the market
• Calculate an accurate EBITDA valuation, and explain how this is derived
• Provide an in-depth analysis of your dental practice, including benchmarking and further insights to identify opportunities that exist and fine tune them to enhance your profitability and the valuation of your practice.
• Factor key information into our analysis including patient base, practice location and staffing costs & ratio’s
• It offers a thorough overview of the state of your practices business health
• Advise on a realistic asking price in the current dental market and how you would be able to achieve it.
• Help you achieve your exit objectives and best outcome.

Take the next step in planning your exit. Contact the DPS team today to discuss your exit strategy.

Get in touch: https://www.dentalpracticesale.co.uk/contact

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