Last year I was so impressed with John Cotton, CEO of Dental Team Performance, during our interview for one of the Dental Prosperity audio CDs that I asked him to join us in Monroe to discuss what turned out to be a very HOT topic, Growing Our Practices in the New Economy. We had one of our largest turn out events, some 60+ attendees including docs and staff. For those of you that didn’t attend (and also for those that did attend but may need a refresher); I wanted to go over the highlights of the meeting:
John surveyed over 1,000 dentists and found most want always want 5 things: More new patients, Less no-shows/cancellations, increased case acceptance, motivated staff, and increase in collections.
Some of John’s suggestions to help us attain the above 5 things are:
- Written Protocol- Have staff make a written protocol from the time a patient arrives at your office to the time that they leave. Staff input is a must and then a discussion can begin regarding how we can make a better patient experience. He harped on this point numerous times during the evening.
- Find your Key Production Drivers (usually 3-5). Such things as filling holes in the schedule, case acceptance to completion, new patient numbers, etc. Then incentivize/reward staff for each Driver that you want to see a positive change. Examples were shown how John’s company have helped several practices decreasing open appointments and the tremendous difference it can make in monthly collections.
- Case Completion- Again increasing this can have a major impact on the bottom line. The average case acceptance rate is 35-40%. Are you tracking this? (If not, fax us 318.998.2503 for your request to have our one page form sent over which will allow your staff to track your case acceptance.)
- There’s no BIG ONE THING that needs to be done. Small hinges swing large doors. Incremental changes in each of your key production drivers is the KEY to the KINGDOM.