Common practice problems and the state of the dentist

COMMON PRACTICE
PROBLEMS AND STATE
OF THE DENTIST
Tuesday, April 23, 13

EXISTING PRACTICES

EXISTING PRACTICES
Pain Principle: Dentist is Frustrated and/or Stressed

EXISTING PRACTICES
Staff Problems:

EXISTING PRACTICES
Staff Problems:
Unmotivated Team

EXISTING PRACTICES
Staff Problems:
Unmotivated Team
Implementation Issues

EXISTING PRACTICES
Staff Problems:
Unmotivated Team
High Turnover

EXISTING PRACTICES
Staff Problems:
Unmotivated Team
High Turnover
Staff Conﬂict

EXISTING PRACTICES
Staff Problems:
Unmotivated Team
High Turnover
Staff Conﬂict
Hiring & Firing

EXISTING PRACTICES
Proﬁt Problems: Dentist is Tired/Motivated by Need

EXISTING PRACTICES
Too many write-offs

EXISTING PRACTICES
Too many write-offs
Too many schedule openings

EXISTING PRACTICES
Too many write-offs
Poor treatment acceptance

EXISTING PRACTICES
Too many write-offs
Working “too” hard

EXISTING PRACTICES
Too many write-offs
Working “too” hard
Lack of new patients

EXISTING PRACTICES
Minor Issues and Major Decisions: Dentist is Irritated
and At Times Confused but Motivated

EXISTING PRACTICES
Underperforming hygienists

EXISTING PRACTICES
Disorganization at the front

EXISTING PRACTICES
Team member resisting change

EXISTING PRACTICES
Performance review assistance

EXISTING PRACTICES
Making team member changes

EXISTING PRACTICES
Making team member changes
Adding/Retracting PPO plans

START-UP PRACTICES

START-UP PRACTICES
Doctor is Stressed, Overwhelmed, and Pressured to
Move Forward

START-UP PRACTICES
Move Forward
Unclear Brand/Brand Ideas: Dentist Overwhelmed

START-UP PRACTICES
Move Forward
Vague Future Vision

START-UP PRACTICES
Move Forward
Vague Future Vision
Disjointed Identity (Website, Logo, Interior
Design, etc.)

START-UP PRACTICES
Move Forward
Vague Future Vision
Design, etc.)
Lack of Branding Language

START-UP PRACTICES
Move Forward
Vague Future Vision
Design, etc.)
Lack of Branding Language
Untrained Team or Wrong Team/Lack of
Branding Experience for Patients

START-UP PRACTICES
Financial and Insurance Decisions: Dentist Confused

START-UP PRACTICES
Deciding In-Network/Out of Network

START-UP PRACTICES
Negotiating Fees with PPO Insurances

START-UP PRACTICES
Training the Team to Communicate Out of
Network Status

START-UP PRACTICES
Network Status
Creating Ofﬁce Policy for Collections

START-UP PRACTICES
Network Status
Creating Ofﬁce Policy for Collections
Developing Team Treatment Acceptance

START-UP PRACTICES
Developing Ofﬁce Systems and Measurements:
Dentist is Stressed/Pressured

START-UP PRACTICES
Preparations for Opening Day

START-UP PRACTICES
Creating and Implementing Ofﬁce Policy Manual

START-UP PRACTICES
Developing Scheduling System

START-UP PRACTICES
Converting New Patient Phone Calls/Tracking
Marketing Sources

START-UP PRACTICES
Converting New Patient Phone Calls/Tracking
Marketing Sources
Creating Job Descriptions and Implementing
Accountability Meetings

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

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

Systems Are Not Implemented or Are Failing
Pressure to Somehow Increase Practice Value

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

Assistance With Preparing the Team
Preparation for “Staging” the Practice for a Sale

Common practice problems and the state of the dentist

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Common practice problems and the state of the dentist