Final quarter planning and growth

As we move into the final quarter of the financial year for most clients we reach a critical point for setting the direction of the year ahead. The thinking and decisions made now shape our direction for the next year and inevitably impact profitability, performance, and long-term practice value.

In this issue, we look at how to approach final quarter planning effectively, why sustainable growth is built clinician by clinician, and how early preparation leads to clearer, more achievable plans. We also share details of the upcoming BDA Business Essentials course, designed to help principals and practice managers understand the numbers behind practice performance and build genuine business acumen.

Finally, with Dental Practice Sale, we explore when the right time is to have your practice valued — and why understanding your value early can be a powerful planning tool.

Final quarter: setting the foundations for next year’s success

For most clients, we are now entering the final quarter of the financial year. This is always a pivotal point in the calendar because it signals not just year-end, but the beginning of the next business planning cycle.

Over the coming weeks, we will start asking you for your key business assumptions for the year ahead. This includes anticipated changes in salaries, plans to invest in equipment or infrastructure, and any shifts in your marketing strategy or marketing spend. Now is the right time to step back and think carefully about how your cost base may change in pursuit of the growth you want to generate.

Planning for growth: the sum of the parts

As we move into growth planning, a central focus will be your income by clinician. Sustainable business growth is built from the performance of individual clinicians – the sum of the parts that create overall success.

To prepare, we recommend that you begin reviewing clinician KPIs and performance now, with a particular focus on where growth opportunities may exist for each individual. These opportunities often sit in one or more of the following areas:

• Occupancy
• Hourly rate
• Clinical skills
• Mix of patients (plan, private, NHS)
• Discounting or pricing incorrectly
• Change in hours
• Price increases
• Improvement of prescription or conversion rates
• Improvement of recall rates
• Opportunity to see new patients
• Referrals – internal and external
• Communication skills
• Time off and working availability
• Implant growth
• Aligner growth
• Specific service growth
• Slow performance where pace needs to increase

Thinking about these factors now will make the planning process smoother, more meaningful and more effective when we start modelling the year ahead together.

Start the conversation early

The better the thinking and preparation at this stage, the stronger and more achievable your plan will be. Thoughtful planning significantly increases the likelihood of success – so now is the time to start.

Understanding exactly how and where your planned growth will be generated allows you to design a marketing strategy and set of tactics that directly support those objectives. It also gives the management team clarity and alignment, enabling you to agree focused quarterly goals and take the necessary actions throughout the year to ensure the planned results are delivered.

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/

When is the right time to have your practice valued?

An article by Dental Practice Sale

Many dental practice owners ask us the same question: “When is the right time to have my practice valued?”

Most people assume that a valuation is only necessary when they are ready to sell — and while that’s certainly an important time, the truth is that understanding your practice’s value well in advance of a sale can be one of the most powerful tools in your business planning tool bag.

By obtaining an up-to-date valuation early, you can:

• Plan strategically for your eventual exit or transition
• Identify opportunities to improve profitability and efficiency
• Strengthen your position when it comes to financing, refinancing, or bringing in a partner
• Track your progress year by year to see how your practice’s value evolves
• Understand your buyer profile — knowing who is likely to purchase your practice and what they will value most

Regular valuations give you the insight and confidence to make informed decisions about your most valuable asset. They also allow you to make changes now that can significantly increase your practice’s worth when the time comes to sell.

At Dental Practice Sale (DPS), our experienced and knowledgeable team provides accurate, confidential valuations supported by market data and deep sector expertise. Whether you’re planning to sell soon or simply want to understand where you stand today, we can help you take control of your practice’s financial future.

So don’t wait until you’re ready to sell — by then, it may be too late to make the changes that truly add value.

Contact our friendly team today for a no-obligation, confidential valuation and start planning with confidence.

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

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