Smart Systems Get The Patient To Yes

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Smart Systems Get The Patient To Yes

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Dental Consultant Top NP Hygiene Tips

Dental Consultant Top NP Hygiene Tips

1. By survey, the overwhelming number of new patients expect a cleaning as part of their first new patient appointment.

2. Unless the new patient is an emergency, has a broken tooth or toothache assume all new patients will get a prophy but, do not guarantee a prophy when scheduling.

 

3. The doctor always does an exam first however, many doctors do not like doing the comprehensive exam in uncleaned patients as caries can be missed if a lot of buildup is present. For that reason, many practices schedule the patient through hygiene but, of course, the doctor must still perform an exam.

4. When scheduling patients through hygiene the hygienist greets and seats the patient. Then the doctor, having reviewed the health history medications to verify and ensure no contraindications to hygiene scaling, says hello to the patient, goes over the chief complaint and gives the OK to take x-rays and do a prophy (if called for) after which the doctor does a comprehensive exam at the end of the appointment.

5. If too much build up, many do just probing and comprehensive perio evaluation. No cleaning but, patient is scheduled for SRP as soon as possible. You can also start on a single quad of SRP as a single quad takes the same or less time than a prophy in most cases. If the patient is disappointed that you cannot do a cleaning, consider delivering a coronal polish and quick calculus debridement (do not charge as a prophy!).

6. If accurate probing can’t be done, many will do FMD and then have the patient come back for comprehensive exam, probing & prophy. 7. New patient appointment with hygiene should take no longer than ninety minutes. Depending on the medical history or complexity it might just be x-rays, photos and exam, leaving time for a more in depth conversation.

8. Never rush exams. Doing so is “stepping over dollars to pick up pennies”. You will miss opportunities, especially perio, if you’re in a rush.

9. If the new patient has a lot of previous dental work or neglect, many doctor’s prefer to do FMX and pano. If insurance does not cover it, many still order whatever radiographs are needed but, charge only what the insurance covers as it doesn't take an assistant that much longer to take the FMX. That being said, if you do a pano and BW same day, you can get less reimbursement because it often gets mapped to an FMX. A pano can be done later when it is warranted. Many practices will do four BWs and three anterior PAs. Then additional PA for any severe perio, symptomatic tooth, broken tooth, or existing root canal.

10. Emergencies, broken teeth and toothaches are scheduled with the doctor. For emergencies, ask the patient, “Would you like me to focus on this one problem you are having, or let you know everything that is going on?”. For cash patients, many practices charge for a full exam. This takes money out of the equation. Then just give the patient what they want. See extraction or RCT patients a week later as post op so you can see how they are doing. With the patient out of pain they may be interested in taking the next step so they do not have to schedule another emergency appointment.

11. Same day dentistry: A new patient is receiving a cleaning and it’s discovered the patient needs a filling or two:

Wrong: “Let’s go up front and see if we can get you scheduled for treatment sometime in the future.”

Right: "Ms. Patient we might be able to save you a visit. If we can work this into our schedule and you have the time and finances, would you like to get this completed today?"

12. Coordination with front desk :

a. Call out treatment to assistant or hygienist who enters into the computer.

b. Next, the front desk employee who handles financial arrangements comes into the operatory. c. Explain the needed treatment to the patient in the presence of the front desk employee.

d. If there is more work than can be done in one appointment, highlight the priority items to be fixed first. State exactly what you are treating first.

e. The front desk employee leaves the operatory and enters treatment plan as the doctor further explains the treatment plan to the patient.

f. The front desk employee returns 5-10 minutes later with the treatment plan.

g. The front desk employee says to the patient, "Your estimated portion is XYZ. Would you like to get started today?”.

h. Ensure patient signs the treatment plan and understands they will need to make their co-pay that day. For FFS patients payment is always due at time of service.

13. Financial arrangements: One of the biggest management errors that can be made in a dental practice is discussing finances with patients at the front desk where other patients might be able to overhear the conversation. Not only could it be a HIPPA violation but, most patients are not comfortable discussing finances where other patie

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Your Dental Consultant

Shane Blake DDS Coudersport, PAMy name is Kevin Tighe. I am Cambridge's owner and senior consultant. Before joining the Cambridge team I was in charge of setting up workshops for large nonprofits throughout the United States and Canada. During that time, I was fortunate to receive mentoring from several world-class business consultants, including a dental practice management guru, which led to a position at Cambridge as their seminar organizer. In time, I began crisscrossing the country delivering seminars myself for the better part of a decade. Subsequently, I moved up to senior consultant and eventually owner.  Contributing writer to Dental Economics/DIQ, JADA, AGD Impact and Dental Town Magazine.

  

Client Reviews

Dr. Jacob Masters, DDS, Indianapolis, IN

CEO 1 Cambridge Dental ConsultantsI started with Cambridge in 2018 after 11 years in practice. My results have been great! I have been able to decrease the number of days I work per month and have finally improved my practice much more than I could do on my own! I highly recommend Kevin's on-target coaching! 

-Dr. Jacob Masters, DDS, Indianapolis, IN

 

Dr. Shane Blake, DDS, Coudersport, PA

Shane Blake DDS Coudersport, PAI have owned my dental practice since January 2005.  The practice is a rural solo provider practice.   The practice has always been successful but something was always lacking.   I did not manage the practice by the numbers and its shortfalls were overcome by sheer determination and hard work for both myself and the staff. 

My motivating factors to sign up with Cambridge in January of 2017 were that I had reached a point in my career where time with my family was worth more to me than the professional fulfillment that dentistry can provide.  The practice was so micromanaged that it required most of my time and I didn’t understand how to motivate both myself and my staff beyond the sheer nose to the grindstone path to success that had guided us the prior 12 years. 

Our consultant was instrumental in educating each staff member in what expectations are and how performance for each position is measured.   Staff members became more aware of their part in the overall success of the practice and doing their part.  Ultimately this led to a less stressful and more productive average day which decreased management stress and headaches and allowed life to be enjoyed just a little bit more with a little more time. 

We have had many changes in the practice after our initial integration over the last 1 ½ years.  Cambridge has been helpful in navigating those planned and unplanned changes.  My only regret is I had not called Cambridge sooner.

 

Dr. Kristin Rushing, DDS, Nashville, TN

Dental Consulting Client TennesseeI used Cambridge as well, it gave me a good foundation for employees to know what was expected of them as well as very detailed job descriptions that could be used to train new employees if I needed to replace a staff member. Mike also is good about coaching you so that you are knowledgeable about what your numbers and percentages should be but also things to look for when they are off.

Everyone is accountable for their numbers and communicate better as a team. We all want to be more productive and time was spent looking into my specific concerns as well as reviewing all facets of the business. Everything was reviewed including input from staff on ways to improve the office. I feel the morale in my office has changed and we are overall headed in a much better direction. As a side note, I've used a different consultants previously and their moto was simply to increase production. Patients felt pressured and we still had communication issues among the staff.

 

Dr. Jeremy Johnson, DDS, Monroe, WA

Dental Consulting Client WashingtonI'm extremely happy with my decision to utilize Cambridge’s services. My consultant, Mike, has been awesome! I love that I can call or email him whenever and always get a quick response. He even calls and checks in if he hasn't heard from me for a bit. My production increased immediately after the first in-office visit and has continued to climb. The initial investment was recouped in increased production about seven weeks after our first meeting.

My average per day production for the first four months I worked with Mike has been 20-25% higher than the prior two years. In fact, all of the four months have had higher average per day production than ANY month in the two years prior to working with Mike.

Last month I produced more than I ever have in one month since starting my practice in 2003. On top of that is the fact that my staff is driving all of this growth! They tell me which op to go to and when, then they get all excited when we exceed our goals! These four months have been the best months of my career!

That's a lot of exclamation points! This is all to suggest that you give Cambridge a call.

 

Dr. Andrea Mulholland, DDS, Columbus, OH

Dental Consulting Client OhioI have been the owner of a general dental practice for ten years now. I work four days a week and have an associate who is with me for three days.

The practice has always done well but I knew there were many aspects of it that needed improvement but I didn't know how to proceed. I researched several practice management companies but decided to go with Cambridge because of their good reputation and because I didn't feel pressured.

Mike is the consultant that I have worked with for the past year and a half and he has helped my practice tremendously. He really knows the ins and outs of a practice but I appreciated that he didn't use a cookie-cutter approach. He really treated my practice like the individual practice that it is and I didn't feel pressured to follow any suggestions that I wasn't comfortable with.

I know there are a lot of management companies out there. I just really feel like Cambridge is one of the best and was the best for me and my practice.

 

Dr. Jeffrey D. Weaver, DDS, Port Royal, SC

Dental Consulting Client South CarolinaWe have been using Cambridge since Dec 2013. We are really just getting started, but so far everything has been great. They really have given us the tools to quickly get our team focussed, and have created systems and measurable statistics for each area. YTD for 2014 compared to 2013, our production is up 12% (over $20,000).

Our office felt "stuck", like we simply did not know what we should be doing to get better. We knew the potential was there, but did not know the next steps to take. What we liked from the start is that Cambridge has been in every type of office and seen every type of problem/issue there is. Their ideas are proven and, so far, we have been very happy with the results. Our team is really pleased with the direction we are going.

We built our office in 2007 and, had we known, would have started with Cambridge much sooner. Good luck with your decision. I think you will be very pleased with Cambridge.

 

Dr. Ron McHargue, DDS, Moses Lake, WA

Dental Consulting Client WashingtonI was fresh out of school when I bought my practice in 2012. It came riddled with staff issues and I had no knowledge of business. I thought I could handle it and went for a year and a half before really coming to the realization that I was in over my head. I was stressed completely and needed help with staff issues and business advice.

I contacted Cambridge because of what I read on Dentaltown and because of their fair price and money back guarantee. Mike was very helpful in getting me over a couple of big hurdles dealing with staff. I now have a direction and a good plan for tracking numbers and keeping a pulse on my practice. I was hesitant to even hire a consultant, but I am very glad I did and wouldn't hesitate to get Mike back and work with him again.

 

Dr. Ed Warr, DMD, Ashland, OR

Dental Consulting Client OregonMy experience with Cambridge has been great. In June of 2014 I was very concerned as my year was down by about 6% from the previous year. I had used consultants before and hadn't liked any of them. But, I knew I needed help with what I did not know - I went to school to earn a DMD, not an MBA.

After researching several and having several phone conversations regarding their methods, I committed with Cambridge.

Their money back guarantee was a nice touch to lower the risk factor for me. So, I finished 2014 up 8% over 2013. In six months, Mike had helped me introduce practices that helped me have a 14% turn around in six months. I whole heartedly recommend Cambridge and their services.

 

Dr. Chris Burke, Pedodontist, Lexington, TN

Dental Consulting Client TennesseeI have used Mike Kittelson with Cambridge since I opened from scratch in 2009. Having no background in business, management or marketing he has helped us tremendously. Not only has he taught us which stats to track, he has coached us through employee issues, marketing programs, strategic planning for the future, and served as therapist and friend. He has also proved to be a wealth of information on helpful computing programs that have made certain tasks easier and improved employee productivity. I would recommend talking with Cambridge before making your final decision on which group to go with.

 

Dr. Dustin Snyder, DDS, Lewisburg PA

Dental Consulting Client PennsylvaniaWhen I initially contacted Cambridge, I was open for about a year and the production graphs were trending down, quickly. My Cambridge coach met with me, offered several ideas specific to my situation, and two years later, I'm having annual growth over 20% and we're already at record annual production with one and a half months left in the year.

I am now busier than ever, even under the previous owner! The best dental office manual I've ever used. I can't say enough positive things about what Cambridge has done for my practice!

 

Your Dental Practice Mangement Consultant and Coach

Shane Blake DDS Coudersport, PAMy name is Kevin Tighe. I am Cambridge's owner and senior consultant. Before joining the Cambridge team I was in charge of setting up workshops for large nonprofits throughout the United States and Canada. During that time, I was fortunate to receive mentoring from several world-class business consultants, including a dental practice management guru, which led to a position at Cambridge as their seminar organizer. In time, I began crisscrossing the country delivering seminars myself for the better part of a decade. Subsequently, I moved up to senior consultant and eventually owner.  Contributing writer to Dental Economics/DIQ, JADA, AGD Impact and Dental Town Magazine.

 

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