Advice for the Pediatric Specialist – Run the numbers. As the practice leader, you need to track your overhead and production numbers. Remember, you are the CEO of your practice, so it is up to you to …

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It’s how you say it that counts. With a few simple changes, anyone can improve communication. Start by paying attention to the words you use and how you say them—they have tremendous impact on …

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Advice for the Treatment Coordinator (TC) – Dealing with shoppers. Follow-up with parents if they say they have already scheduled a consult at another pedo practice. It is critical that you continue …

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Know the daily production target. When everyone knows what the daily production goal is, your practice will be more likely to reach that objective. By scheduling with the production target in mind, …

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Be honest about your practice’s weaknesses. When you analyze your pedo practice as a business, you need a straightforward appraisal of where your practice is weak. Some doctors and staff members try …

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Make new patients feel welcome when they call. This begins with a scripted comment such as, “I’m glad that you called. We love meeting new patients and look forward to working with you.” This response …

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Create and promote convenience at your practice. Few patients can judge the finer points of oral health care, but most of them are experts on the subject of convenience. The easier it is for them to …

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Advice for the Pediatric Specialist – “Model” the behavior you expect from the team. Good leaders think about the behavior they should display to their team, because it will be emulated. For example, …

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Watch for opportunities to ask for referrals. All parents and patients who are pleased with the care and customer service you provide are potential referrers. Whatever your role in the practice, be …

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Make eye contact. When speaking with parents and patients, always make eye contact throughout the interaction. Parents and patients want to feel that they are your number-one concern. If you’re …

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Stay on track with the practice vision, goals and targets. It’s easy to get caught up in daily routines and lose sight of the big picture. Post a written practice vision and goals where all team …

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Use scripts to ensure consistent messaging. Whether a parent is talking with the pediatric dentist, the treatment coordinator or the scheduling coordinator, the message should remain the same. …

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