Dr. Nice Guy
Dr. James Falcourt – Case Study #123
Dr. Falcourt’s practice facts:
it was obvious that BUSINESS TRAINING was non-existent in the office. Dr. Falcourt had two wonderful employees at the front desk, but without proper training, they could not perform at the level he needed in order to take his practice “to the next level”.
There were no business systems in place, such as protocols for financial arrangements, proper scheduling to daily goals, hygiene retention, accounts receivable management, just to mention a few. The practice was basically running on “auto-pilot” with some occasional concern from the doctor to his business team about lack of production.
The doctor knew very little about how his practice was performing. There were no statistics recorded on a monthly basis, no morning or monthly meetings to discuss areas of concern and no one held accountable for their job performance. He didn’t understand the importance of knowing this information. It was an obvious case of “the blind leading the blind” and the practice was performing in spite of the team!
Dr. Falcourt’s monthly collections increased to $55,480, an increase of 73% per month. He was delivering the treatment plan that he diagnosed based on the clinical needs of the patient and not being concerned about what he THOUGHT they could afford. His Financial Coordinator was “selling” the dentistry recommended, using tools such as CareCredit™, making the treatment affordable to the patients.
Dr. Falcourt recognized that the practice was not growing or producing as he had expected but he had no idea how to “fix” it. The absence of systems by being ‘Dr. Nice’, had decreased his practice acceptance from patients and employees had no direction. This was not only hurting the practice’s long range goals but the patients and staff.
McKenzie Management’s analysis of the business operational systems helped him to understand the reasons why. Dr. Falcourt was willing to change and adjust his thinking to realize there was a better way to get the results he wanted to achieve and at the end of the day…be a nice guy.
Our experience has shown that professional practices are at far greater risk than their numbers suggest. This is because dental, medical and chiropractic offices are predominantly staffed by women, both of child bearing age and older. Given that society demands these women have primary responsibility for child care [and, today, elder care] and hold a job, they are the ones who most need time off.
McKenzie Newsletter Information:
To unsubscribe: To discontinue receiving the Sally McKenzie eManagment newsletter,
click on the link at the very bottom of this page for instant removal,
To report technical problems with this newsletter or to request technical help,
please send a descriptive email to: firstname.lastname@example.org
To request services, products or general inquires about The McKenzie Company activities
please send a descriptive email to: email@example.com
If you would like to have any of your dental practice concerns answered personally by Sally McKenzie,
please send a descriptive email to her at: firstname.lastname@example.org
Copyrights 1980-Present The McKenzie Company - All Rights Reserved.