Practice Acquisition
Considering the acquisition of an existing practice?
McKenzie Management can provide you with an evaluation/ assessment
of the practice you are considering for purchase and/or a 2-day
instructional program.
Pre-Purchase Assessment
This comprehensive assessment provides you with baseline revenue opportunities for potential growth of the practice. This assessment is done on-site in 1 day providing you with an executive summary.
The Practice Acquisition Program
Designed to provide you with the knowledge and tools of running your new dental business while incorporating existing conditions of the practice you are purchasing.
Training Location – La Jolla, CA or YOUR CITY
Marketing
- How to market yourself within the community
- Brochures and marketing pieces
- Developing new patient packets
- Discovering your niche and understanding your demographics
- Demographic Community Overview Report consisting of 8 zip codes including: Competition – dentist to population is examined; Demographics – populations, projected populations, median age, median income, income by percentage, households, age by percentage, per capita income, average disposable income, product purchase categories; Psychographics (Lifestyles); Maps; Charts and Graphs; Data Tables – ratio of dentists to population, owner vs. renter, historical growth, major employers, property values; analysis report of entire data.
Employees
- Inheriting existing employees
- Inheriting employee benefits
- How to recruit, hire and choose the right personality for the right job
- How to train employees
- How to conduct a successful employee performance review
- How and when to terminate employees
- How and when to delegate
- Developing job descriptions
- Developing a personnel policy manual
- Firing employees
Fees
- When to increase fees
- Comparative Fee Schedule- 7 page report detailing 216 of the most often performed dental procedures compared to fees compiled for your zip code.
Overhead - Expenses
- How to measure your overhead
- Keeping your costs at industry standards
- Reading and understanding a profit & loss report
- Paying bills, payroll
- Bookkeeping software and account set-up
New Patients
- Development of new patient protocol
- Measuring new patient flow
Computer Systems
- The industry's computer systems review
- Report generation that will benefit your growth
- Internet involvement
Hygiene Department
- What to expect from your hygiene department
- Days of hygiene needed per week vs. existing
- How to measure the success of your hygiene department
- How to have an effective recall system that ensures successful patient retention
Scheduling
- Transitioning
- Cancellations and failures
- Confirmations
- Production per hour
- Maximize clinical efficiency
Office Design
- Achieving “efficient” office design
- Review of your new office
Cash Flow
- Billing procedures
- Insurance techniques to maximize patient’s benefits
- Effective insurance filing procedures
- Establishing an effective financial policy that encourages patients to buy –in to the treatment you recommend.
- Financial arrangement scripts
Clinical
- How to develop clinical efficiency with your assistants
- The how, when and why of treatment planning
- Effective treatment plan presentation
Patient Records
- Records and filing system
- Going paperless
- Treatment progress documentation
- Patient registration information
Telephone
- Telephone protocol
- Telephone systems and lines
- Telephone techniques to enhance patient rapport
- Telephone voicemail
- Telephone features
Implementation
At the start of training, you will be given a comprehensive Reference Manual that can be used as a daily guide throughout your career. Special attention is given to the organization of the report allowing you to follow along and record notes special to your situation.
Support Materials
The following educational books will also be provided and will be referenced throughout the training:
Cash Flow Management
If you're falling short of consistently meeting benchmarks such as: 98%
collection ratio, % of accounts receivable over 90 days less than 12%, 45%
over the counter collections, 55% overhead expense, 15% minimum increase in
collections each year then this book is for you. Chocked full of proven
"scripts" that will make you feel comfortable in collecting money from your
patients. Step-by-step training protocol on how to achieve the industry
objectives that are accomplished by highly successful practices. Techniques
are given to increase your production 15% a year by scheduling more
effectively. And...ways for the team to reduce your overhead in the most
common "out of control" areas: dental supplies, laboratory expense, salaries
and miscellaneous categories.
How to Hire the Best Employee
Now there is a complete guide to help dentists in hiring new employees.
Chapters include: developing a job description, advertising, reviewing the
resumes, initial telephone screening, the interview process, the application
form, asking the right questions, testing applicants, and checking
references.
The manual includes ads that generate responses, a ready-to-use application form, over 100 questions designed specifically for business, hygiene, and clinical assistant positions, as well as competency tests.
Building A Successful Recall System
Unfortunately, patient retention is not guaranteed by pre-appointing,
sending postcards, letters, or even phone calls. But an effective use of an
integrated retention system can significantly improve your ability to keep
patients returning. With the help of this step-by-step guide and telephone
scripts, you can overcome patients saying, "Not right now. I'll call you
back." You'll learn how to:
- Get Recall Patients to Schedule
- Turn Around Those Patients Who Cancel
- Overcome Patient Objections with Field-Tested Techniques
- Develop an Effective Presentation Script
- Strengthen Overall Communication Skills
How Personality Styles Affect Practice Success
Problems in dental offices are caused by a breakdown in communications due
to different personality styles. Understanding your employees' personality
traits can help to better match your staff with the work they are likely to
do best.
Based on the Myers Briggs Temperament Type, each job position in dentistry, business, clinical and hygiene is matched with the best temperament type suited for the position. Dentists will learn how their personality affects their ability to successfully manage the business and its employees. Included is the book Please Understand Me that provides the personality test and scoring form.
Performance Measurements for the Dental Team
Rating employee performance is a dreaded task for most dentists. Now it will
be easier for you using objective performance measurements that are
specifically designed for the dental practice. These extensive, ready-to-use
appraisal forms help you measure an employee's performance based on:
- Job description
- Job performance
- Productivity, innovation
- Work ethics
- Cooperation
Your Performance Measurements kit includes an extensive workbook with copy-ready appraisal forms and measurement graphs to use for each employee. In addition, the CD-ROM allows you to generate electronic reports on your computer and/or e-mail them to staff members. You will learn: how to determine the number of employees needed for a successful practice, how to design results-oriented job descriptions for all business and clinical staff, use performance charting to objectively measure your employees, and make sound hiring and firing decisions.
How to Reward Your Dental Team
Learn when and how to reward your staff. Understand why saying "thanks" can
mean more than dangling a financial carrot. This book is full of checklists
and questionnaires to help you determine what rewards are best suited for
each of your team members. You will understand when to use non-financial
versus financial rewards, when to use group versus individual rewards, plus
how important it is to set performance goals so you know when to give a
reward. You will learn the difference between rewarding employees for
outstanding performance versus paying them a bonus for simply doing their
job.
Support Follow-Up
Six telephone meetings are available for you at your request and can begin after the Program or once you are in your new practice. You tell us what will work best for you.