Are You Looking at Growth Wisely?


Hands holding sapling in soil on white

Do you look at growth of your business and conclude that it requires obtaining new customers? If so, a recent study concluded,  87% of dentists use 2 or more labs. The metrics are staggering. If you could obtain all the work from your existing client base you would grow your lab about 250%. That’s right, you could take a $1M lab and grow it to $3.5M without obtaining one new customer.

There are other big differences between gaining share of wallet versus obtaining new customers. You know and can easily communicate with existing customers. Having one-on-one time to talk or meet to discuss a new service to existing customers is much easier, costs less and provides the most simple path to double-digit growth. Obtaining an increased share of wallet requires trust, the right product and the transfer of information to existing customers.

Thanks for reading,

Bob Cohen, CDT

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