Real talk on getting stuff done as an independent pharmacy owner.
Let’s be honest—pharmacy owners are some of the hardest-working people on the planet. You’re juggling scripts, managing teams, navigating PBM nonsense, and oh yeah, trying to grow your business.
But somewhere between the whirlwind of daily operations and your big dreams… your plans stall out.
Not because you’re lazy. Not because you don’t have ideas.
But because implementation is hard.
That’s why I want to share a powerful framework with you today—one that changed the way I run my businesses and one I recently taught to our Pharmacy Badass University members.
Our habits are a mix of all the things we have learned. The framework I am about to share with you is one that I learned from a book years ago. The book is titled “The 4 Disciplines of Execution” (by Chris McChesney, Sean Covey, et al.).
Let’s walk through this framework together. I heard from many of my Pharmacy Badass University members, whom I presented to live, that this framework was incredibly helpful for them as pharmacy owners.
1: Focus on the Wildly Important
Here’s the hard truth: if everything is a priority, then nothing is a priority.
Pharmacies are full of opportunities—new services, hot new drugs, clinical programs—but you can’t do all of them at once. That’s where the concept of a WIG comes in: a Wildly Important Goal.
A WIG is the one outcome that matters most right now. It’s so important that if you don’t hit it, other wins almost don’t matter. For example:
- “Grow supplement sales from $1,500 to $5,500/month by August 31.”
- “Enroll 50 weight loss patients by July 30.”
- “Launch 503B product sales by August 20.”
What makes a great WIG?
- It’s measurable: from X to Y by WHEN.
- It’s team-driven (not just owner-only).
- It’s not part of your daily whirlwind (like filling faster or cutting overtime).
2: Act on Lead Measures
You can’t manage what’s already happened. That’s why we focus on lead measures—the behaviors that drive the result.
Lag measures = your end results (like how many supplement bottles you sold last month).
Lead measures = the actions that cause those results (like how often your team recommended a supplement).
For example:
- Lead Measure: Every tech recommends 3 supplements per day.
- Lead Measure: 5 weight loss conversations per day.
- Lead Measure: Daily DIND (drug-induced nutrient depletion) checklist completion.
Track behaviors you can control—and watch the results follow.
3: Keep a Compelling Scoreboard
People play differently when the score is being kept.
A visible, simple scoreboard creates engagement and motivation. It shows your team where they’re winning—and where they need to step it up. Scoreboards should be:
- Easy to read at a glance
- Updated regularly (daily or weekly)
- Owned by the team (not micromanaged by you)
Use whiteboards, wall charts, computer screensavers, or even your team’s WhatsApp thread. Just make sure the scoreboard is visible and simple.
4: Create a Cadence of Accountability
This is the secret sauce.
Without weekly accountability, even the best plans fizzle out. That’s why we use short, consistent WIG sessions—weekly check-ins where each team member:
- Reports on last week’s commitment
- Reviews the scoreboard
- Sets a new commitment for next week
These meetings can be 5–15 minutes long. Some teams do them every Friday before opening. Some have daily 3-minute check-ins. The rhythm doesn’t matter as much as the consistency.
And no, you don’t have to lead it yourself every time. Train your manager or lead tech to run it. That way, the implementation doesn’t bottleneck at you.
Common Pitfalls (And How to Avoid Them)
- Overcomplicating the scoreboard → Keep it simple!
- Picking untrackable behaviors → If you can’t measure it, don’t pick it.
- Skipping accountability meetings → They’re awkward at first, but essential.
- Trying to do too many WIGs at once → You’ll dilute your results.
Final Thoughts: Why This Works
Execution is how you win in pharmacy today. In an industry full of tight margins, PBM interference, and constant change, it’s not the ideas that matter—it’s who implements them best.
The independent pharmacy that is extremely successful is not due to wizardry magic. They’re just executing better than everyone else. Pick one WIG. Track lead measures. Keep score. Hold weekly check-ins.
It’s not flashy. It’s not complicated. But it’s a profit powerhouse if you stick with it.
Want Help Putting It Into Practice?
At Pharmacy Badass University, we don’t just teach you strategies—we help you implement them. Our daily implementation calls with Coach Mike, plug-and-play WIG templates, and team training resources make it easy to get your team aligned and moving fast.
Join Pharmacy Badass University today and let’s turn your ideas into revenue.
