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9.19.08 Issue #341 Forward This Newsletter To A Colleague

You’re All Alike!
by Sally McKenzie CEO
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You’re just like all the other dentists in town, so why should I go to you? Don’t you just hate being dropped onto the same heap as everyone else? In reality, there are a multitude of qualities that set your practice apart from others. In fact, you would likely argue that not only is it different, it’s also considerably better than many of them.

If prospective patients only knew how to really judge the quality of a dental practice or the superiority of your care, they’d likely be surprised. But it’s easier for them to hold on to the myth that you’re just like all the others, particularly if seeing you might require that they consider changing or improving something or view their oral health care differently than they usually do.

We feel your pain, Doctor, because we’ve heard a similar line from some very intelligent dentists: “You’re just like all those other cookie-cutter consultants. Why should I choose you?” Certainly this is one of the most common practice management consulting myths—all consultants are alike.

Like dentists, there are excellent consultants, good consultants and, unfortunately, bad consultants. Rather than lumping all practice management consultants together, I suggest you conduct a simple evaluation. Consider the following questions:

First, is the practice management consulting firm you are considering endorsed by a credible outside organization, such as your state dental society? For example, McKenzie Management is the only national practice management company endorsed by the California Dental Association.

Does the company or consultant you are considering come to you or must you and your team go to them? Certainly, it’s valuable for your team to go off-site for a team retreat and continuing education, but there is no substitute for what happens on-site, day after day in your practice. If you are trying to make major changes to critical systems, a consultant cannot make effective recommendations until he/she stands in your office, witnesses the challenges you face, understands your goals and vision, studies your practice data on-site, evaluates the demographics and psychographics of your community and stands side by side with the team that makes or breaks your success.

Does the company have a track record of success? You want numbers, you want data and you want references. The credible companies and consultants will not hesitate to share this information with you. McKenzie Management’s typical client will average an increase in practice profitability by 25% in the first 60-90 days alone.

Can this company tailor its recommendations to address the specific needs and uniqueness of your practice? Perhaps yours is a specialty practice, or maybe you have certain economic challenges in your community. Possibly yours is an HMO office, or maybe your practice is in a rural setting. Certainly there are management systems that every practice must implement, such as scheduling, collections, production, etc., but no two practices are exactly alike. You want a consulting company that has the experience and breadth of knowledge to address the uniqueness of your practice.

What type of follow-up will this company or consultant provide? Is this a once-and-done operation? They spend a day or a few hours with you, hand you a manual to follow and send you off to implement the recommendations on your own? In most cases, that’s a strategy for failure. A doctor cannot make major changes in her/his practice singlehandedly. You simply do not have the time, the expertise or, for that matter, the energy to overcome the obstacles that will inevitably come up.

McKenzie consultants are on-site for as many days as the dentist would like. In some cases it is as few as two, often it is four, and many times doctors request that the consultant be on site every other week. But regardless of the number of on-site days, we are your partners for a full 12 months. Your personal consultant is a phone call or email away for 365 days, 24/7. Moreover, each dentist has access to personal leadership coaching as well as other services, including mystery patient phone calls and mystery patient visits.

It is the individual attention and specific assistance we provide that ensures that McKenzie Management is definitely not like “all the other cookie cutter consulting firms.” Find out for yourself. Give me a call today.

Interested in speaking to Sally about your practice concerns? Email her at sallymck@mckenziemgmt.com.
Interested in having Sally speak to your dental society or study club? Click here.

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