Why Most Annual Goals Drift by March and How to Build an Execution Roadmap That Sticks

In this episode, host Don Adeesha joins Kara McClanahan, VP of Operations for Genesis Lifestyle Medicine, to discuss why most aesthetic practice goals crumble by March. Kara introduces her "warts and all" operational audit, identifying the single most common blind spot owners ignore: staffing and performance management. She explains that this issue persists simply because it is uncomfortable to address, advocating for a "management by walkabout" approach where owners step out of the treatment room to truly understand the patient experience.

Kara breaks down her methodology for "stress testing" growth goals, arguing that a revenue target without operational reality is just a wish. She illustrates this with the example of a plastic surgeon aiming for $500,000 in monthly fees without the necessary operating room capacity. She details how to "back into the math" by calculating the exact number of leads, consults, and clinical hours required based on conversion rates to ensure targets are statistically viable before communicating them to the team.

Finally, Kara explores the Private Equity mindset, urging independent owners to adopt a non-emotional, analytical view of their business. She identifies the "silent metrics" that matter most, warning that payroll costs exceeding 30% of revenue signal a critical inefficiency. She concludes by advising on provider compensation, suggesting that incentives should drive behaviors like retention and reviews rather than just raw sales, aligning personal financial goals with the practice's long-term health.