COMMON PRACTICEPROBLEMS AND STATEOF THE DENTISTTuesday, April 23, 13
EXISTING PRACTICESTuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedTuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Tuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamTuesday, April 23, 13
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation Issue...
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation Issue...
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation Issue...
EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation Issue...
EXISTING PRACTICESTuesday, April 23, 13
EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedTuesday, April 23, 13
EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsTuesday, April 23, 13
EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsTuesday, ...
EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsPoor trea...
EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsPoor trea...
EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsPoor trea...
EXISTING PRACTICESTuesday, April 23, 13
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedTuesday, April ...
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming...
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming...
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming...
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming...
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming...
EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming...
START-UP PRACTICESTuesday, April 23, 13
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardTuesday, April 23, 13
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist Overwhel...
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist Overwhel...
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist Overwhel...
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist Overwhel...
START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist Overwhel...
START-UP PRACTICESTuesday, April 23, 13
START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedTuesday, April 23, 13
START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkTuesday, April 23, 13
START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkNegotiating Fees wi...
START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkNegotiating Fees wi...
START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkNegotiating Fees wi...
START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkNegotiating Fees wi...
START-UP PRACTICESTuesday, April 23, 13
START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredTuesday, April 23, 13
START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayTuesd...
START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreat...
START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreat...
START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreat...
START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreat...
TRANSITION PRACTICESTwo Sides: Buying and SellingBuying (Personal Goal: Help Prior to Purchase)Dentist Feels Frustrated or...
TRANSITION PRACTICESTuesday, April 23, 13
TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Tuesday, April 23, 13
TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Tues...
TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Unde...
TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Unde...
TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Unde...
TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Unde...
TRANSITION PRACTICESTuesday, April 23, 13
TRANSITION PRACTICESBuying: The Dentist NeedsTuesday, April 23, 13
TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadTuesday, April 23, 13
TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?...
TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?...
TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?...
TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?...
TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?...
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Common practice problems and the state of the dentist

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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 bethany@dallasdentalconsulting.com or go to her website www.dallasdentalconsulting.com.

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Common practice problems and the state of the dentist

  1. 1. COMMON PRACTICEPROBLEMS AND STATEOF THE DENTISTTuesday, April 23, 13
  2. 2. EXISTING PRACTICESTuesday, April 23, 13
  3. 3. EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedTuesday, April 23, 13
  4. 4. EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Tuesday, April 23, 13
  5. 5. EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamTuesday, April 23, 13
  6. 6. EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation IssuesTuesday, April 23, 13
  7. 7. EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation IssuesHigh TurnoverTuesday, April 23, 13
  8. 8. EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation IssuesHigh TurnoverStaff ConflictTuesday, April 23, 13
  9. 9. EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation IssuesHigh TurnoverStaff ConflictHiring & FiringTuesday, April 23, 13
  10. 10. EXISTING PRACTICESTuesday, April 23, 13
  11. 11. EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedTuesday, April 23, 13
  12. 12. EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsTuesday, April 23, 13
  13. 13. EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsTuesday, April 23, 13
  14. 14. EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsPoor treatment acceptanceTuesday, April 23, 13
  15. 15. EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsPoor treatment acceptanceWorking “too” hardTuesday, April 23, 13
  16. 16. EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsPoor treatment acceptanceWorking “too” hardLack of new patientsTuesday, April 23, 13
  17. 17. EXISTING PRACTICESTuesday, April 23, 13
  18. 18. EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedTuesday, April 23, 13
  19. 19. EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsTuesday, April 23, 13
  20. 20. EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsDisorganization at the frontTuesday, April 23, 13
  21. 21. EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsDisorganization at the frontTeam member resisting changeTuesday, April 23, 13
  22. 22. EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsDisorganization at the frontTeam member resisting changePerformance review assistanceTuesday, April 23, 13
  23. 23. EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsDisorganization at the frontTeam member resisting changePerformance review assistanceMaking team member changesTuesday, April 23, 13
  24. 24. EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsDisorganization at the frontTeam member resisting changePerformance review assistanceMaking team member changesAdding/Retracting PPO plansTuesday, April 23, 13
  25. 25. START-UP PRACTICESTuesday, April 23, 13
  26. 26. START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardTuesday, April 23, 13
  27. 27. START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist OverwhelmedTuesday, April 23, 13
  28. 28. START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist OverwhelmedVague Future VisionTuesday, April 23, 13
  29. 29. START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist OverwhelmedVague Future VisionDisjointed Identity (Website, Logo, InteriorDesign, etc.)Tuesday, April 23, 13
  30. 30. START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist OverwhelmedVague Future VisionDisjointed Identity (Website, Logo, InteriorDesign, etc.)Lack of Branding LanguageTuesday, April 23, 13
  31. 31. START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist OverwhelmedVague Future VisionDisjointed Identity (Website, Logo, InteriorDesign, etc.)Lack of Branding LanguageUntrained Team or Wrong Team/Lack ofBranding Experience for PatientsTuesday, April 23, 13
  32. 32. START-UP PRACTICESTuesday, April 23, 13
  33. 33. START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedTuesday, April 23, 13
  34. 34. START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkTuesday, April 23, 13
  35. 35. START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkNegotiating Fees with PPO InsurancesTuesday, April 23, 13
  36. 36. START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkNegotiating Fees with PPO InsurancesTraining the Team to Communicate Out ofNetwork StatusTuesday, April 23, 13
  37. 37. START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkNegotiating Fees with PPO InsurancesTraining the Team to Communicate Out ofNetwork StatusCreating Office Policy for CollectionsTuesday, April 23, 13
  38. 38. START-UP PRACTICESFinancial and Insurance Decisions: Dentist ConfusedDeciding In-Network/Out of NetworkNegotiating Fees with PPO InsurancesTraining the Team to Communicate Out ofNetwork StatusCreating Office Policy for CollectionsDeveloping Team Treatment AcceptanceTuesday, April 23, 13
  39. 39. START-UP PRACTICESTuesday, April 23, 13
  40. 40. START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredTuesday, April 23, 13
  41. 41. START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayTuesday, April 23, 13
  42. 42. START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreating and Implementing Office Policy ManualTuesday, April 23, 13
  43. 43. START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreating and Implementing Office Policy ManualDeveloping Scheduling SystemTuesday, April 23, 13
  44. 44. START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreating and Implementing Office Policy ManualDeveloping Scheduling SystemConverting New Patient Phone Calls/TrackingMarketing SourcesTuesday, April 23, 13
  45. 45. START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreating and Implementing Office Policy ManualDeveloping Scheduling SystemConverting New Patient Phone Calls/TrackingMarketing SourcesCreating Job Descriptions and ImplementingAccountability MeetingsTuesday, April 23, 13
  46. 46. TRANSITION PRACTICESTwo Sides: Buying and SellingBuying (Personal Goal: Help Prior to Purchase)Dentist Feels Frustrated or Remorseful:Uncooperative TeamUnproductive SystemsHesitant PatientsFeeling “Stuck” Between Old and NewTuesday, April 23, 13
  47. 47. TRANSITION PRACTICESTuesday, April 23, 13
  48. 48. TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Tuesday, April 23, 13
  49. 49. TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Tuesday, April 23, 13
  50. 50. TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Undervalued PracticeTuesday, April 23, 13
  51. 51. TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Undervalued PracticeResistant/Apprehensive TeamTuesday, April 23, 13
  52. 52. TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Undervalued PracticeResistant/Apprehensive TeamSystems Are Not Implemented or Are FailingTuesday, April 23, 13
  53. 53. TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Undervalued PracticeResistant/Apprehensive TeamSystems Are Not Implemented or Are FailingPressure to Somehow Increase Practice ValueTuesday, April 23, 13
  54. 54. TRANSITION PRACTICESTuesday, April 23, 13
  55. 55. TRANSITION PRACTICESBuying: The Dentist NeedsTuesday, April 23, 13
  56. 56. TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadTuesday, April 23, 13
  57. 57. TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?Tuesday, April 23, 13
  58. 58. TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?Assistance With Implementing ChangeTuesday, April 23, 13
  59. 59. TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?Assistance With Implementing ChangeSelling: The Dentist NeedsTuesday, April 23, 13
  60. 60. TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?Assistance With Implementing ChangeSelling: The Dentist NeedsAssistance With Preparing the TeamTuesday, April 23, 13
  61. 61. TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?Assistance With Implementing ChangeSelling: The Dentist NeedsAssistance With Preparing the TeamPreparation for “Staging” the Practice for a SaleTuesday, April 23, 13

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