Common practice problems and the state of the dentist
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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 ...

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 Common practice problems and the state of the dentist Presentation Transcript

    • 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 IssuesTuesday, April 23, 13
    • EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation IssuesHigh TurnoverTuesday, April 23, 13
    • EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation IssuesHigh TurnoverStaff ConflictTuesday, April 23, 13
    • EXISTING PRACTICESPain Principle: Dentist is Frustrated and/or StressedStaff Problems:Unmotivated TeamImplementation IssuesHigh TurnoverStaff ConflictHiring & FiringTuesday, April 23, 13
    • 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, April 23, 13
    • EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsPoor treatment acceptanceTuesday, April 23, 13
    • EXISTING PRACTICESProfit Problems: Dentist is Tired/Motivated by NeedToo many write-offsToo many schedule openingsPoor treatment acceptanceWorking “too” hardTuesday, April 23, 13
    • 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
    • EXISTING PRACTICESTuesday, April 23, 13
    • EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedTuesday, April 23, 13
    • EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsTuesday, April 23, 13
    • EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsDisorganization at the frontTuesday, April 23, 13
    • EXISTING PRACTICESMinor Issues and Major Decisions: Dentist is Irritatedand At Times Confused but MotivatedUnderperforming hygienistsDisorganization at the frontTeam member resisting changeTuesday, April 23, 13
    • 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
    • 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
    • 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
    • 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 OverwhelmedTuesday, April 23, 13
    • START-UP PRACTICESDoctor is Stressed, Overwhelmed, and Pressured toMove ForwardUnclear Brand/Brand Ideas: Dentist OverwhelmedVague Future VisionTuesday, April 23, 13
    • 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
    • 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
    • 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
    • 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 with PPO InsurancesTuesday, April 23, 13
    • 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
    • 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
    • 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
    • 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 DayTuesday, April 23, 13
    • START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreating and Implementing Office Policy ManualTuesday, April 23, 13
    • START-UP PRACTICESDeveloping Office Systems and Measurements:Dentist is Stressed/PressuredPreparations for Opening DayCreating and Implementing Office Policy ManualDeveloping Scheduling SystemTuesday, April 23, 13
    • 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
    • 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
    • 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
    • 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:Tuesday, April 23, 13
    • TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Undervalued PracticeTuesday, April 23, 13
    • TRANSITION PRACTICESSelling (Personal Goal: Help 1+ Years Prior to Sale)Dentist Feels Shocked, Discouraged, Motivated:Undervalued PracticeResistant/Apprehensive TeamTuesday, April 23, 13
    • 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
    • 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
    • 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?Tuesday, April 23, 13
    • TRANSITION PRACTICESBuying: The Dentist NeedsPreparation for What Lies AheadAn Outside Opinion - Is This the Right Choice?Assistance With Implementing ChangeTuesday, April 23, 13
    • 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
    • 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
    • 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