Growing a dental office or group of dental offices requires a commitment to make tomorrow better than today. This growth mentality can be broken down to six general strategies.

1. 6
Factors
For
Top Line
Growth
Scott Cairns, D.D.S

2. Decrease, Eliminate
FAILURES
Scott Cairns, D.D.S

3. Decrease/Eliminate
Failures
Deliberate practice as a means of improving your
dentistry.
See: https://www.linkedin.com/pulse/deliberate-
practice-healthcare-scott-cairns?trk=hp-feed-article-title-
publish
Make sure it has the right fit the first time.
Train the dentists
Train the dental assistants
Create a safe environment to evaluate failure
Funnel highest frequency failures to the best trained
dentist or dental specialist.1 Scott Cairns, D.D.S

4. High Margin
Procedures
Scott Cairns, D.D.S

5. High Margin
Procedures
2
In a perfect world we would get
paid for our time and the lab
fee would be separate.
Our world is not perfect.
Insurance sets our fees.
Fees are not based on time,
or risk or utility (value,) or
cost.
Scott Cairns, D.D.S

6. High Margin
Procedures
2
Most dentistry is not urgent. Managing your
personal supply of the delivery of non-urgent
care is a key component of business success.
Dentistry is not as expensive as the rest of
healthcare. Rarely are higher margin procedure
un-affordable. Making a commitment to making
dentistry affordable to everyone is a key strategy.
Lowering fee is not the same as making dentistry
affordable. There are two elements to the
foundation of making dentistry affordable.
Scott Cairns, D.D.S

7. High Margin
Procedures
2
Two elements to the foundation of making
dentistry affordable.
1.The tenant that “quality is the constant and
time is the variable” is the key element.
Give patients options to spread treatment
out over time holding quality as a
unwavering condition.
2.The ability to allow people to choose between a
low monthly payment and a low interest rate.
Scott Cairns, D.D.S

8. High Margin
Procedures
2
IMPORTANT
As healthcare providers it is imperative to do our
part in providing urgent care to those who can
and cannot afford that care. In addition, we must
focus and if necessary subsidize preventative care
as a precondition to the social contract of being a
member of a profession.
Scott Cairns, D.D.S

9. Effective Use of Space
Scott Cairns, D.D.S

10. Effective Use of Space
Near 100% facility effective
use of space.
Define 100%
(from facility point of view, not provider point of view.)
Any time that enough patients would be willing
to come to fill the number of chairs available.
Consider: 6 a.m.-9 p.m. weekdays,
Saturdays 7a.m.-5 p.m. This may differ in
different marketplaces.
Full Provider Schedules3 Scott Cairns, D.D.S

11. Grow Demand
Scott Cairns, D.D.S

12. Grow Demand
Until Capacity is fully
utilized—then expand.
1.Marketing
Direct to New Client
Raising Awareness Within
Patient Base
Develop Referral Sources
Insurance and Benefit Plans
4 Scott Cairns, D.D.S

13. Grow Demand
Until Capacity is fully
utilized—then expand.
2. Patient Experience
3. Parent or Companion
Experience
4. Employee Experience
4 Scott Cairns, D.D.S

14. Good Better Best
Maximize FeeMaximize Fee Scott Cairns, D.D.S

15. Maximize Fee
Let Patients Choose
Good, Better, Best
Offer Elective Enhancements
5 Scott Cairns, D.D.S

16. Maximize Frequency
Scott Cairns, D.D.S

17. Maximize
Frequency
Operational Excellence to
Ensure Prescribed
Frequency is Possible.
Provider Excellence to
Motivate Patients to
Return at Prescribed
Frequency.6 Scott Cairns, D.D.S