My Practice My Business: The Clinical Business of Dentistry

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Whenever sales reps from dental companies teach us about new technology available for purchase, they always teach us the features of the materials, machines, etc. What we need to hear is does it benefit our patient, and is there a direct return on our investment. Unfortunately, they are only taught the sales bullet points the manufacturers give them. However, at MPMB, we can teach you how to turn that technology into a profit center while providing your patients with the highest quality in oral health care.

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Are we going to run our dental practices as a business or a hobby? We welcome our good friend and strategic partner, Wes Jankowski, to our podcast. Wes is the president and owner of CEO Dentist out of Denver, Colorado. His insights are fantastic, and we hope you enjoy his thought leadership with Dr. Rob.

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All too often patients with periodontal disease are seen for scaling and root planing, and then placed on "forever" periodontal maintenance. Hygienists save lives! Yet, the majority of dental offices simply do not give them the time required to eliminate periodontal disease due to time constraints in the schedule. But the biggest problem is when the patient comes back for their initial treatment exam, they typically have additional need for more scaling and root planing. This never gets treatment planned, and the patient is asked to pay an additional amount of money for additional treatment. This is viewed by the average consumer, your dental patient, as paying for something twice. That's always a fun conversation with the patient, often passed on to the front desk. We need to be treatment planning the periodontally involved patient for the worse case scenario, and collecting up front for it. You can always refund them if treatment turns out better than expected.

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Delta Dental believes we make too much as dentists. More decreases from them, and other dental insurance plans, are on the way! 

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Dentists and dental office managers not reading the CDT Code Book cover to cover to operate their dental practice would be equivalent to a pilot not reading the pilot operating handbook of the aircraft they are going to fly. READ THE DANG BOOK! You don't need other peoples adjunct books to understand the ADA's CDT Code Book to run your practice and bill out codes related to services you provide. It's simply common sense.

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I recently saw an exchange of thoughts on a national dental office manager forum where the large majority of OM's felt their docs should take digital images for free on patients where they could not locate their x-rays, pano's, and other such pictures. IT'S NOT FREE TO THE DOC! Digital radiography is expensive, and there is an associated cost of goods that has a direct financial impact on the practice. It's not a courtesy to give them away for free.

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I interviewed Dr. AJ Stosich of Aspire Oral Surgery here in Utah. It's always eye opening to get a specialists perspective on patient care, and AJ was kind enough to share his time with me to give all of us some great advice and jewels of wisdom with caring for our patients. I have been referring to Aspire Oral Surgery on and off for years, and exclusively since the beginning of 2019. The specialists and team members at Aspire Oral Surgery are fantastic, and my patients have had exceptional care with them. That's the "Disney" experience we all hope to continually deliver, and they have proven themselves each and every time. Hence the interview... I hope you enjoy this podcast with one of the top oral surgeons in dentistry.

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I had a grade school teacher who taught me to be a leader, not a follower. I hope that doctors and office managers, and all team members will stop following blindly those who profess to know everything, and study on their own the truths about dental insurance, running their practices, and other things that tend to drag on our bottom line of profitability and patient care.

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A tribute to the men and women who serve our country, and who have given the ultimate sacrifice so that we can enjoy the freedoms our founding fathers built for us.

With that said, learn the stages of team development taught in our military institutions, and throughout the business world.

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Retention of patients, building and maintaining your dental practice, requires you to look at: 
-Thought Leadership
-Office Culture
-Branding, or fulfilling your promises to patients and staff
-Consistency of your brand
-Quality Improvement
-Commensurate Pay

These above topics are directly intertwined with retention of first time patients. The question we all need to ask ourselves is this: how do we measure up to retaining our patients?

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