Beyond the Operatory

Does that staff member have 20 years of experience, or 1 year of experience 20 times?

In Part 2 of our Buying a Dental Practice series, host John Stamper and consultant Ken Mathys move from the "big picture" practice evaluation to the specific due diligence required to close the deal.

They dive deep into the specific numbers you need to request, why "low overhead" is often a red flag for neglected equipment, and how to model cash flow scenarios (Best, Probable, and Worst Case) to ensure you can service your debt. Ken also explains why "People Diligence" is often the hardest—but most critical—part of the transaction.

In this episode, we cover:

• 00:00:00 Mastering Due Diligence & Risk Management
• 00:01:54 Revenue Stream Diligence: Analyzing 5-year trends to see if growth is coming from fee increases or actual patient volume.
• 00:08:04 The "Overhead" Myth: Why you should ignore the generic "overhead" percentage and look at Fixed vs. Variable costs.
• 00:11:46 People Diligence: How to evaluate pay scales, internal leaders, and whether the team has "progressive experience".
• 00:16:42 Brand Diligence: Assessing reputation, online reviews, and patient churn rates.
• 00:21:22 Cash Flow Modeling: Why "Cash is King" and how to stress-test your financial model against a "Worst Case" scenario.
• 00:24:51 Managing Risk: Identifying external threats (like a local factory closing) and internal threats (key staff leaving).

About the Guest: Ken Mathys is the founder of Dental Practice Advisors and has spent over three decades helping dentists master the business systems behind their clinical work. He specializes in leadership, operations, and practice transitions.

The P&L tells you what the practice did, not what you will do.

In this episode of Beyond the Operatory, host John Stamper sits down with veteran practice consultant Ken Mathys for Part 1 of a deep dive into purchasing a dental practice.

Buying a practice in 2026 is vastly different than it was twenty years ago. It requires looking through the lens of an entrepreneur, not just a clinician. Ken walks through the critical "building blocks" of evaluation—from analyzing the practice’s brand and service mix to understanding why a seller's Profit & Loss statement might be misleading for a new buyer.

In this episode, we cover:

• 00:00:00 The Ultimate Evaluation Checklist
• 00:07:13 The Many Hats of Ownership: Why buying a practice means instantly becoming the Brand Manager, HR Director, and CFO.
• 00:08:25 Brand vs. Marketing: Understanding that "Brand" is what the community feels about the practice, not just the logo.
• 00:10:41 The Service Line Trap: Why expanding clinical services too quickly can hurt your standard of care and profitability.
• 00:18:59 Financial Basics: The critical difference between a Balance Sheet (snapshot) and a P&L (video).
• 00:28:01 "What You See Is Not What You Get": Why a healthy P&L might just reflect a model that works for the seller, not you.
• 00:33:36 Seller Readiness: How to determine if the seller is emotionally ready to let go (and why deals fail when they aren't).

About the Guest: Ken Mathys is the founder of Dental Practice Advisors and has spent over three decades helping dentists master the business systems behind their clinical work. He specializes in leadership, operations, and practice transitions.

"You can't buy your way out of this economic environment. You have to grow from within."

In this episode of Beyond The Operatory, host John Stamper sits down with Brian Colao, Director of the DSO Industry Group at Dykema, to discuss the critical shift from "deal-making" to "business-building."

With interest rates up and Mergers and Acquisitions activity cooling, the era of rapid buying and selling is over. Brian explains why the most successful dental organizations in 2026 are pivoting to Same-Store Growth as their primary engine for profitability.

They dive deep into the "boring but profitable" operational levers that many practices overlook—from fixing a leaky Revenue Cycle Management (RCM) process to optimizing procurement and solving the hygiene staffing crisis. Brian also shares why "Patient Acquisition Cost" (PAC) is the new metric every dentist needs to track and how AI is revolutionizing the front desk.

In this episode, we cover:

• 00:04:21 The Great Pivot: Why economic headwinds like inflation and staffing shortages have made "Same-Store Growth" the primary priority through 2026.
• 00:07:23 Closing to Grow: Why the number of offices is a vanity metric and why closing an underperforming location can actually increase an organization's overall EBITDA.
• 00:10:39 The "TV Remote" Problem: The "Netflix and Disney+" analogy—how the lack of open architecture and integration between software systems creates a "failure to launch" for new dental tech.
• 00:13:10 Centralization vs. Autonomy: A 31-year history lesson on why the "everything stays the same" promise to selling doctors leads to "indigestion" and difficult conversations down the road.
• 00:22:04 Procurement Power: Why tackling the "boring" task of formulary consolidation can save solo practices tens of thousands and large DSOs millions.
• 00:26:30 The Hygiene Crisis: The reality of the "Great Resignation" in hygiene and how staffing shortages are causing practices to lose money on reimbursement rates.
• 00:28:00 The RCM Crisis: Why Revenue Cycle Management is the "make or break" for dental executives and how to maximize insurance dollars at the lowest possible cost.
• 00:32:10 Patient Acquisition Cost (PAC): Moving beyond reactive marketing to understand the new metrics of AI-driven patient acquisition.
• 00:35:01 Chair-Side Financing: How new face-recognition and mobile technology allow patients to get approved for ,000+ treatments in under five minutes without leaving the chair.

About the Guest: Brian Colao is the Director of the DSO Industry Group at Dykema. He is widely regarded as one of the foremost authorities on dental support organizations (DSOs) and has served as counsel to hundreds of dental organizations nationwide. Brian is also the architect behind the annual Dykema DSO Conference, the largest and most influential event in the DSO industry.

It’s not just a dental practice; it’s a $2 million business. Are you running it like one?

In this episode of Beyond the Operatory, host John Stamper sits down with leadership expert Betsy Mitchell to discuss the critical skills required to excel as both a clinician and strategic leader for your practice.

Many dental teams resist the "business" side of dentistry, viewing practice performance numbers and KPIs as a distraction from patient care. To counter this resistance, Betsy shares a powerful story about how she used a simple whiteboard drawing to prove that financial success and clinical excellence are actually the same thing.

They also explore how to scout internal leadership talent (using strategies from the Green Bay Packers) and how to avoid the "technology graveyard" in your supply closet.

In this episode, we cover:

• 00:01:55 Clinician vs. CEO: Shifting your scope from the mouth to the market.
• 00:04:00 The Resistance: Why clinical teams often hate hearing about "the numbers".
• 00:07:44 The Whiteboard Strategy: A visual method to align your hygienists with your financial goals.
• 00:16:32 Succession Planning: Scouting for leadership talent early, just like an NFL team.
• 00:19:22 Innovation Strategy: How to buy technology without it ending up collecting dust in a closet.

About the Guest: Betsy Mitchell has over 25 years of experience in the dental industry, specializing in leadership development, team dynamics, and practice management strategies. Notably, she served as the Vice President of Organizational Development for the Green Bay Packers, allowing her to bring elite sports management strategies to the world of dentistry.

Talking isn’t enough—you need to connect to be heard.

In this episode of Beyond the Operatory, host John Stamper is joined again by industry veteran Betsy Mitchell to discuss the invisible glue that holds a dental practice together: Emotional Intelligence (EQ).

We dive deep into why "tone and tenor" matter more than the words you use, how to give difficult feedback without triggering defensiveness, and why the "space between" words is often where the real message lies.

In this episode, we cover:

• 00:02:12 Beyond Words: Why tone, body language, and silence make up the bulk of your message.
• 00:07:22 The "Computer Screen" Problem: How simple habits (like lack of eye contact) are destroying patient connection.
• 00:08:51 Defining Emotional Intelligence: How to "read the room" and observe how your mood affects the team.
• 00:12:28 The "Bookending" Strategy: A specific framework for giving constructive feedback without causing a meltdown.
• 00:18:37 Psychological Safety: Creating a culture where team members feel safe to ask questions and challenge ideas.

About the Guest: Betsy Mitchell has over 25 years of experience in the dental industry, specializing in leadership development, team dynamics, and practice management strategies. Notably, she served as the Vice President of Organizational Development for the Green Bay Packers, allowing her to bring elite sports management strategies to the world of dentistry.

Public Health, DSO, Startup, or Private Practice? It’s a real-life “choose your own adventure” story—let us help you make the right choice.

In this episode of Beyond the Operatory, host John Stamper sits down with Ken Mathys, a veteran dental business consultant with over 30 years of experience. They break down the paralysis of choice facing new dentists today and provide a "look under the hood" at the business implications of every major career path.

Whether you are a dental student, a new associate, or a seasoned professional looking to make a pivot, this episode gives you the unbiased pros and cons of each path to help set you up for success.

In this episode, we cover:

• 00:02:53 From Accountant to Consultant: Ken’s unique journey into the business side of dentistry.
• 00:11:05 The Business Engine: Why understanding P&L and cash flow is critical to clinical freedom.
• 00:12:40 Public Health: The reality of high volume ("reps") and loan forgiveness vs. limited clinical breadth.
• 00:15:24 Private Practice Associateships: Why finding a mentor to "pace" your development is often worth more than the highest starting salary.
• 00:19:25 The Startup: The risks and rewards of "pure entrepreneurship" and building a fee-for-service model from scratch.
• 00:22:23 The DSO Route: Understanding the trade-off between financial security and corporate formularies.
• 00:25:57 Buying a Practice: The "Honor the Past" strategy for taking over a retiring dentist's team.

About the Guest: Ken Mathys is the founder of Dental Practice Advisors and has spent over three decades helping dentists master the business systems behind their clinical work.

Successful dentistry requires more than clinical skill. Are you ready to lead your winning team?

Welcome to the premiere episode of Beyond the Operatory, the podcast brought to you by Dental City that cuts through the noise of modern dentistry. In this debut, host John Stamper sits down with Betsy Mitchell, an industry veteran with over 25 years of experience in leadership development, to discuss the critical shift from "boss" to "leader" to remain competitive in today’s dental landscape.

As the industry evolves, sustainable growth for your practice requires more than just a skilled dentist—it requires a high-performance team with a culture driven to succeed. Drawing on her unique experience as the former VP of Organizational Development for the Green Bay Packers, Betsy shares insights on navigating this shift, utilizing powerful parallels between the NFL and dental practice operations, where every player must know their role to win the “championship” of patient satisfaction.

In this episode, we cover:

• 00:07:18 The Evolution of Leadership: Moving beyond the dentist-centric model to engage the entire staff in solutions.
• 00:12:23 The Championship Mindset: Why every team member—from reception to hygiene—must understand their specific role to win.
• 00:15:48 Building Trust: How to foster a culture where team members feel safe to share ideas and be vulnerable.
• 00:38:48 Mastering Conflict: Why conflict shouldn't be buried and how healthy disagreement leads to better business strategies.
• 00:48:45 The Power of the Hygienist: Recognizing the hygienist as the most powerful position for building patient trust and retention.

About the Guest: Betsy Mitchell has over 25 years of experience in the dental industry, specializing in leadership development, team dynamics, and practice management strategies. Notably, she served as the Vice President of Organizational Development for the Green Bay Packers, allowing her to bring elite sports management strategies to the world of dentistry.

"You've known Dental City as the 'glove company' for 30 years. Allow us to introduce a new side of ourselves."

Welcome to the prologue of Beyond the Operatory, a podcast to cut through the noise of modern dentistry. In this special introductory episode, host John Stamper sits down with Jordan Lorenz, Vice President of Sales and Marketing, from Dental City to discuss the vision behind this new podcast series.

For over three decades, Dental City has been a trusted supply distributor for thousands of dental practices. But as the dental industry evolves, the Dental City team realized they had more to offer than just products. They could share valuable business insights to help dental practices grow and succeed.

Jordan explains why Dental City is pulling back the curtain to share the leadership strategies, business frameworks, and expert voices (like Betsy Mitchell and Ken Mathys) that have helped them grow from a small glove supplier to a leading dental distribution partner, so you can apply them to your own practice.

In this episode, we cover:

• 00:02:22 From Direct Mail to Digital Media: Why a traditional supply company is pivoting to content creation.
• 00:03:00 The "Reintroduction": Moving beyond the "glove company" identity to become a strategic partner for practices.
• 00:05:56 The Strategic Relationship: How Dental City plans to give a voice to innovative partners like Curve Dental and Plan Forward.
• 00:11:55 The Future of Dentistry: Navigating the shift toward consumer-driven healthcare and digital purchasing.
• 00:19:27 The "Why": Why sharing business knowledge is the ultimate value-add for modern dental practices.

About the Guest: Jordan Lorenz is the Vice President of Sales and Marketing for Dental City, where he drives the company’s strategic growth, strengthens key industry partnerships, and elevates the customer experience for thousands of dental professionals. He serves as a Director at Large for the Dental Trade Alliance, demonstrating his commitment to advancing the industry and supporting the success of dental practices nationwide.

"You've known Dental City as the 'glove company' for 30 years. Allow us to introduce a new side of ourselves."

Welcome to the prologue of Beyond the Operatory, a podcast to cut through the noise of modern dentistry. In this special introductory episode, host John Stamper sits down with Jordan Lorenz, Vice President of Sales and Marketing, from Dental City to discuss the vision behind this new podcast series.

For over three decades, Dental City has been a trusted supply distributor for thousands of dental practices. But as the dental industry evolves, the Dental City team realized they had more to offer than just products. They could share valuable business insights to help dental practices grow and succeed.

Jordan explains why Dental City is pulling back the curtain to share the leadership strategies, business frameworks, and expert voices (like Betsy Mitchell and Ken Mathys) that have helped them grow from a small glove supplier to a leading dental distribution partner, so you can apply them to your own practice.