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Dental Teams and the Flat Earth Society
Today I called the advertising dept of a major daily newspaper in a large city. The voice mail said they were ‘on lunch’ and would have to get back to me later. As I was attempting to spend my client’s…
Continue Reading »Who’s Earning Money From Your Hygiene Department?
Dentists we interview are pretty divided on hygiene. It is either the engine that fuels their restorative chairs, or a self serving department in their office that ranges from a ‘break even’ exercise to a ‘prima donna’ group.
Some dental gurus…
Tour De Dentistry
As Lance Armstrong bombed on the Tour de France, he said the following:
“Sometimes you’re the hammer, sometimes the nail. Today I was the nail.”
In practice management – leadership, or the lack thereof, makes the difference between the dentist being the hammer or the nail. If team members tell you when and how they are working rather than the other way around you are the nail. If they make the decisions on dress codes, makeup, surfing the web during work hours, and personal phone calls and emails – you’re the nail.
We often say that a ‘wrong’ hire on the front end costs a practice 6 figures annually. Allowing a practice to run itself costs you much more than that. It sets the tone, ruins new employees in a matter of weeks, and establishes conduct that can frequently never be changed. One practice we consulted with was a new purchase. The retiring dentist had an office manager who earned almost $100,000 per year when you factored in her BMW lease. The purchasing dentist got rid of her as quickly as possible – but then something odd happened. The entire business began to crater. It turned out that the office manager was worth every penny of her income package, and she was indeed the ‘grease’ that kept the business on keel and extremely profitable. By firing her – they ‘saved’ $100,000 and likely lost 5 times that amount in the first year. It took 3 years to get the business back to the previous level. Egos get in the way of a lot of good business, particularly in dentistry.
If you don’t know anything about automobiles, hire a mechanic you trust and let him do his job. If you don’t have leadership skills (when did they teach that in dental school?) you better hire some help to fix that. Get your system manuals in place, and update them regularly. Make the ‘book’ your bible. New hires read it – sign off on it – and that becomes a condition of employment. If it says you must formally request in writing casual time off, or vacation time – follow the system or you have chaos.
Most of our clients have a personal billing goal of $700+ per hour – more for big cosmetic and implant cases. How much of your billable time are you willing to squander dealing with minutiae when it should all be documented in your Office Policies Manual? We see it happen time and again dealing with bruised egos and office politics.
You’re running a business. If some people cannot handle that they better either get over it, or find some other place to work. Your banker agrees with us!
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