Performance Target: Increase patient referrals by 18% annually. Surgical specialists typically receive most of their referrals from doctors, but patients can also refer to your practice. Use a …

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Make a great first impression on patients. When new patients present to your office, they’ll judge your practice on the basis of the “feel” they get rather than on clinical factors. Whatever your role …

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For Practice Owners – Valuation Factor: Fees. Patients may be pleased that your fees are relatively low, but a prospective buyer for your practice may see them as a liability. If a buyer simply raised …

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Use scripting to raise your case acceptance rate. When presenting to patients, simplify complex subjects and translate clinical details into benefits. By mapping out the consult with scripting, both …

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To create a strong practice brand, build on the “dentistry brand.” Surgical specialty practices are fortunate because dentistry itself is highly respected by most people. Take advantage of your …

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When there’s friction between you and another team member, collaborate on a solution. Conflict is natural in any workplace, but it can cause harmful stress. Get together with the other person quickly …

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Watch for patients “un-asked questions”… and answer them. Many patients are hesitant to show their lack of knowledge, their fears or other personal issues regarding their oral health. Everyone on the …

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Use extra cash to reduce debt. If the practice’s cash reserves stay consistently higher than necessary, put some of that money to work. By applying a portion of it to practice debt, you will not only …

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Give credit for good ideas. We all like to get credit for our suggestions and we don’t like it when people take credit for others’ thinking. Note the ideas expressed by other team members. If you talk …

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Hold annual spring and fall cleaning events. Closets and storage areas are magnets for discontinued products, outdated supplies and broken equipment. By going through storage areas semiannually, …

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Hand every patient a walkout statement. This document should show the treatment performed, what has been paid and what amount has been billed to insurance. Inform patients that anything not covered by …

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For Practice Owners – Valuation Factor: Staff Training. A well-trained staff increases practice value. If the practice has a staff that lacks training or experience, value suffers because the new …

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