common practice problems and the state of the dentist
DESCRIPTION
Bethany Petty, a practice management consultant in Dallas delivered this presentation to the Coalition of Dental Advisors at the offices of Goldin Peiser & Peiser, LLP in April 2013. If you want to learn more, contact Bethany at [email protected] or go to her website www.dallasdentalconsulting.com.TRANSCRIPT
COMMON PRACTICE PROBLEMS AND STATE
OF THE DENTIST
Tuesday, April 23, 13
EXISTING PRACTICES
Tuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or Stressed
Tuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or Stressed
Staff Problems:
Tuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or Stressed
Staff Problems:
Unmotivated Team
Tuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or Stressed
Staff Problems:
Unmotivated Team
Implementation Issues
Tuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or Stressed
Staff Problems:
Unmotivated Team
Implementation Issues
High Turnover
Tuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or Stressed
Staff Problems:
Unmotivated Team
Implementation Issues
High Turnover
Staff Conflict
Tuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or Stressed
Staff Problems:
Unmotivated Team
Implementation Issues
High Turnover
Staff Conflict
Hiring & Firing
Tuesday, April 23, 13
EXISTING PRACTICES
Tuesday, April 23, 13
EXISTING PRACTICES
Profit Problems: Dentist is Tired/Motivated by Need
Tuesday, April 23, 13
EXISTING PRACTICES
Profit Problems: Dentist is Tired/Motivated by Need
Too many write-offs
Tuesday, April 23, 13
EXISTING PRACTICES
Profit Problems: Dentist is Tired/Motivated by Need
Too many write-offs
Too many schedule openings
Tuesday, April 23, 13
EXISTING PRACTICES
Profit Problems: Dentist is Tired/Motivated by Need
Too many write-offs
Too many schedule openings
Poor treatment acceptance
Tuesday, April 23, 13
EXISTING PRACTICES
Profit Problems: Dentist is Tired/Motivated by Need
Too many write-offs
Too many schedule openings
Poor treatment acceptance
Working “too” hard
Tuesday, April 23, 13
EXISTING PRACTICES
Profit Problems: Dentist is Tired/Motivated by Need
Too many write-offs
Too many schedule openings
Poor treatment acceptance
Working “too” hard
Lack of new patients
Tuesday, April 23, 13
EXISTING PRACTICES
Tuesday, April 23, 13
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritated and At Times Confused but Motivated
Tuesday, April 23, 13
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritated and At Times Confused but Motivated
Underperforming hygienists
Tuesday, April 23, 13
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritated and At Times Confused but Motivated
Underperforming hygienists
Disorganization at the front
Tuesday, April 23, 13
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritated and At Times Confused but Motivated
Underperforming hygienists
Disorganization at the front
Team member resisting change
Tuesday, April 23, 13
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritated and At Times Confused but Motivated
Underperforming hygienists
Disorganization at the front
Team member resisting change
Performance review assistance
Tuesday, April 23, 13
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritated and At Times Confused but Motivated
Underperforming hygienists
Disorganization at the front
Team member resisting change
Performance review assistance
Making team member changes
Tuesday, April 23, 13
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritated and At Times Confused but Motivated
Underperforming hygienists
Disorganization at the front
Team member resisting change
Performance review assistance
Making team member changes
Adding/Retracting PPO plans
Tuesday, April 23, 13
START-UP PRACTICES
Tuesday, April 23, 13
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured to Move Forward
Tuesday, April 23, 13
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured to Move Forward
Unclear Brand/Brand Ideas: Dentist Overwhelmed
Tuesday, April 23, 13
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured to Move Forward
Unclear Brand/Brand Ideas: Dentist Overwhelmed
Vague Future Vision
Tuesday, April 23, 13
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured to Move Forward
Unclear Brand/Brand Ideas: Dentist Overwhelmed
Vague Future Vision
Disjointed Identity (Website, Logo, Interior Design, etc.)
Tuesday, April 23, 13
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured to Move Forward
Unclear Brand/Brand Ideas: Dentist Overwhelmed
Vague Future Vision
Disjointed Identity (Website, Logo, Interior Design, etc.)
Lack of Branding Language
Tuesday, April 23, 13
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured to Move Forward
Unclear Brand/Brand Ideas: Dentist Overwhelmed
Vague Future Vision
Disjointed Identity (Website, Logo, Interior Design, etc.)
Lack of Branding Language
Untrained Team or Wrong Team/Lack of Branding Experience for Patients
Tuesday, April 23, 13
START-UP PRACTICES
Tuesday, April 23, 13
START-UP PRACTICES
Financial and Insurance Decisions: Dentist Confused
Tuesday, April 23, 13
START-UP PRACTICES
Financial and Insurance Decisions: Dentist Confused
Deciding In-Network/Out of Network
Tuesday, April 23, 13
START-UP PRACTICES
Financial and Insurance Decisions: Dentist Confused
Deciding In-Network/Out of Network
Negotiating Fees with PPO Insurances
Tuesday, April 23, 13
START-UP PRACTICES
Financial and Insurance Decisions: Dentist Confused
Deciding In-Network/Out of Network
Negotiating Fees with PPO Insurances
Training the Team to Communicate Out of Network Status
Tuesday, April 23, 13
START-UP PRACTICES
Financial and Insurance Decisions: Dentist Confused
Deciding In-Network/Out of Network
Negotiating Fees with PPO Insurances
Training the Team to Communicate Out of Network Status
Creating Office Policy for Collections
Tuesday, April 23, 13
START-UP PRACTICES
Financial and Insurance Decisions: Dentist Confused
Deciding In-Network/Out of Network
Negotiating Fees with PPO Insurances
Training the Team to Communicate Out of Network Status
Creating Office Policy for Collections
Developing Team Treatment Acceptance
Tuesday, April 23, 13
START-UP PRACTICES
Tuesday, April 23, 13
START-UP PRACTICESDeveloping Office Systems and Measurements: Dentist is Stressed/Pressured
Tuesday, April 23, 13
START-UP PRACTICESDeveloping Office Systems and Measurements: Dentist is Stressed/Pressured
Preparations for Opening Day
Tuesday, April 23, 13
START-UP PRACTICESDeveloping Office Systems and Measurements: Dentist is Stressed/Pressured
Preparations for Opening Day
Creating and Implementing Office Policy Manual
Tuesday, April 23, 13
START-UP PRACTICESDeveloping Office Systems and Measurements: Dentist is Stressed/Pressured
Preparations for Opening Day
Creating and Implementing Office Policy Manual
Developing Scheduling System
Tuesday, April 23, 13
START-UP PRACTICESDeveloping Office Systems and Measurements: Dentist is Stressed/Pressured
Preparations for Opening Day
Creating and Implementing Office Policy Manual
Developing Scheduling System
Converting New Patient Phone Calls/Tracking Marketing Sources
Tuesday, April 23, 13
START-UP PRACTICESDeveloping Office Systems and Measurements: Dentist is Stressed/Pressured
Preparations for Opening Day
Creating and Implementing Office Policy Manual
Developing Scheduling System
Converting New Patient Phone Calls/Tracking Marketing Sources
Creating Job Descriptions and Implementing Accountability Meetings
Tuesday, April 23, 13
TRANSITION PRACTICES
Two Sides: Buying and Selling
Buying (Personal Goal: Help Prior to Purchase)
Dentist Feels Frustrated or Remorseful:
Uncooperative Team
Unproductive Systems
Hesitant Patients
Feeling “Stuck” Between Old and New
Tuesday, April 23, 13
TRANSITION PRACTICES
Tuesday, April 23, 13
TRANSITION PRACTICES
Selling (Personal Goal: Help 1+ Years Prior to Sale)
Tuesday, April 23, 13
TRANSITION PRACTICES
Selling (Personal Goal: Help 1+ Years Prior to Sale)
Dentist Feels Shocked, Discouraged, Motivated:
Tuesday, April 23, 13
TRANSITION PRACTICES
Selling (Personal Goal: Help 1+ Years Prior to Sale)
Dentist Feels Shocked, Discouraged, Motivated:
Undervalued Practice
Tuesday, April 23, 13
TRANSITION PRACTICES
Selling (Personal Goal: Help 1+ Years Prior to Sale)
Dentist Feels Shocked, Discouraged, Motivated:
Undervalued Practice
Resistant/Apprehensive Team
Tuesday, April 23, 13
TRANSITION PRACTICES
Selling (Personal Goal: Help 1+ Years Prior to Sale)
Dentist Feels Shocked, Discouraged, Motivated:
Undervalued Practice
Resistant/Apprehensive Team
Systems Are Not Implemented or Are Failing
Tuesday, April 23, 13
TRANSITION PRACTICES
Selling (Personal Goal: Help 1+ Years Prior to Sale)
Dentist Feels Shocked, Discouraged, Motivated:
Undervalued Practice
Resistant/Apprehensive Team
Systems Are Not Implemented or Are Failing
Pressure to Somehow Increase Practice Value
Tuesday, April 23, 13
TRANSITION PRACTICES
Tuesday, April 23, 13
TRANSITION PRACTICES
Buying: The Dentist Needs
Tuesday, April 23, 13
TRANSITION PRACTICES
Buying: The Dentist Needs
Preparation for What Lies Ahead
Tuesday, April 23, 13
TRANSITION PRACTICES
Buying: The Dentist Needs
Preparation for What Lies Ahead
An Outside Opinion - Is This the Right Choice?
Tuesday, April 23, 13
TRANSITION PRACTICES
Buying: The Dentist Needs
Preparation for What Lies Ahead
An Outside Opinion - Is This the Right Choice?
Assistance With Implementing Change
Tuesday, April 23, 13
TRANSITION PRACTICES
Buying: The Dentist Needs
Preparation for What Lies Ahead
An Outside Opinion - Is This the Right Choice?
Assistance With Implementing Change
Selling: The Dentist Needs
Tuesday, April 23, 13
TRANSITION PRACTICES
Buying: The Dentist Needs
Preparation for What Lies Ahead
An Outside Opinion - Is This the Right Choice?
Assistance With Implementing Change
Selling: The Dentist Needs
Assistance With Preparing the Team
Tuesday, April 23, 13
TRANSITION PRACTICES
Buying: The Dentist Needs
Preparation for What Lies Ahead
An Outside Opinion - Is This the Right Choice?
Assistance With Implementing Change
Selling: The Dentist Needs
Assistance With Preparing the Team
Preparation for “Staging” the Practice for a Sale
Tuesday, April 23, 13