A colleague recently invited me to speak at a dental industry event — a real honor. I poured everything I had into the presentation, crafting simple, clear concepts on the business of dentistry. I wanted to avoid the usual accountant-speak: acronyms, jargon, and talking over people’s heads.
But there was one problem: I misread the room.
My audience wasn’t new practice owners or office managers — it was a group of seasoned CFOs with MBAs from places like Stanford and Harvard. These were financial pros who understood the business of dentistry much better than I did. I powered through the hour, then quietly slipped off stage, a bit embarrassed and disappointed.
But here’s the thing — the message wasn’t wrong. Just the audience.
On the flight home, I realized this content was exactly right for earlier-stage dental professionals, or even our own team members learning the business. That “missed” presentation is now the foundation of our team’s training — and it landed perfectly.
The takeaway?
Sometimes, the message is right — you just need the right people to hear it.
Until next time,
Bill
