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September 9, 2002
When was the last
time your TEAM came TOGETHER,
away from the office, and really benefited … not only
for the practice, but the patients and as individuals? Schedule
your next TEAM BUILDING RETREAT
at The Center for Dental Career Development in beautiful LaJolla,
California. Not only will you have perfect weather, relax,
and have fun, we will also help you build YOUR Continuous
Improvement Plan for the next 12 months. The Center
focuses on one team at a time, by appointment only …
so call today to reserve your seat, 1-877-900-5775. www.dentalcareerdevelop.com
You have 3
MONTHS ... and 16 days to reach your
year end GOALS. Will you make it? Find
McKenzie's Weekly Management e-Motivator---Issue #28
Land of the Lost- Without
Dr. Willy Nilly would like nothing more than
to practice dentistry, just dentistry and dentistry alone. Forget
management. Forget leadership. Forget it all! As you might guess,
with this modus operandi retention is down, receivables are up and
unscheduled treatment is through the roof.
The three hygienists, four assistants, and three
business employees meanwhile are scurrying about in feeble attempts
to keep the house of cards from collapsing. While the staff buries
themselves in perpetual crisis management, ol’ Willy Nilly
makes it real clear that he is not to be bothered by those drab,
dull details of the business. “If you just do your jobs, everything
will fall into place.” The problem – one of many –
this crew doesn’t know what their jobs are because –
here’s a good one – Doc didn’t want to “rein
in their professional creativity.” There are no job descriptions.
Helloohhh. Would someone please give these poor people a clue about
what they are supposed to be doing!
Sally’s Recommended Actions
- Recruit a Business Administrator/Treatment
Coordinator who can establish a management structure and address
issues like job descriptions, staff training, performance measurements,
etc. This person also is to bring in the unscheduled treatment.
- Appoint and train a member of the three-person
business staff to serve as the Financial Coordinator. Get them
busy reducing accounts receivable to 1 x monthly production.
- Appoint and train another member of this
business staff to be the Scheduling Coordinator who will schedule
to production goals.
- Assign and train the third member of the
business staff to be the Patient Coordinator. This person is responsible
for boosting the abysmal patient retention, which is at a record
low of 56%.
- Provide training to the hygienists to increase
their interceptive periodontal therapy programs from the current
3% level to 33% of production.
There is no question that dentistry attracts
those who prefer to work alone, but if you either can’t or
don’t want to lead get help or you may discover all new meaning
to the words solo practitioner.
Miss ... McKenzie Management's NEW
out the TOP 5 REASONS
why dentists use management consultants.
out about the Practice Enrichment
Programs that everyone is talking about!
how practices are increasing practice revenues EVERY
the Book Store
with educational resources for hygiene, personnel, and practice
out where to have your next TEAM
if your practice is operating at peak performance … FREE!
Technology Tool Box
A series of short weekly chores designed to keep the
return on investment in technology at its highest level.
Dilatush, VP of Professional Relations,
• 1-877-777-6151 Ext. 28
Closed Loop Scheduling
Purpose: Provide the services
your patients need, uncover opportunities to fill and pack your
schedule, get closer to your production goal.
What to do:
- Every time you enter a treatment plan and
the patient DOES NOT immediately schedule, place them in the tickler
file (incomplete treatment file)
- Every time a patient misses, breaks, or
cancels and appointment, place them in the ticker file (incomplete
- Run your tickler file (incomplete treatment)
report and clean up any anomalies.
- Use your tickler file as the FIRST option
to fill cancellation gaps.
- Run and review your tickler file (incomplete
treatment) report every week.
- Run your tickler file report NOW and clean
up the patients who aren’t coming in, have come in, are
inactive, etc., so you have a clean list to start from.
- Run and review the list every week. It shouldn’t
take more than 2 minutes a week to review.
How do I keep everything clean and current?
- Staff turnover and consistency are usually
the culprit. If there are multiple people in your office that
use the scheduler, chances are, they are not doing the same thing.
Get the team on the same page with your scheduler by providing
them guidance and training if necessary.
12 Hours CE Credits
Sail the Eastern Carribean
on Holland America World's most luxurious Ships the
29 - April 5, 2003 -
Work with two of the most dedicated knowledgeable
experts on Finance and Management in the United States
— Sally McKenzie, CMC and Dr.Hugh
Doherty, CFP. They will share sound advice
on how to develop a profitable practice which will
lead to your future financial security.
It will be a "one of a kind" vacation where
you come back richer!
This issue is sponsored in part by:
Management - A full service, in-office dental management
consulting company specializing in the business, clinical, and hygiene
areas of practices nationwide.You can find McKenzie Management at
- More than 30,000 healthcare practices nationwide use CareCredit
as an alternative means of helping their patients finance treatment.
You can find CareCredit at http://www.carecredit.com
Center for Dental Career Development - Providing
Advanced Business Education for dentists and training for business
employees as well as Team Building Retreats for the entire dental
team in Beautiful La Jolla, California. You can find The Center
for Dental Career Development at http://www.dentalcareerdevelop.com
- Never practice solo again! DentalTown.com is a free community,
hosting dentistry's MOST ACTIVE message boards, classified ads and
a dental event calendar.The site is open to dental professionals
throughout the world, 24-hours a day, 7 days a week. Once you visit,
you'll wonder how you ever practiced without it! Log onto http://www.dentaltown.com
Research - Make Your Practice Profitability Soar! SoftCare
boosts your hygiene department profitability to a new level. Treatment
of periodontal disease with the Lares' PocketPro Lasers
is easy to learn and offers a quick and dramatic return on your
investment. Lares lasers will also make your dentistry faster and
easier. Visit us at http://www.laresdental.com/products/lsc/default.asp
or call 800-347-3289, ext. 1 and schedule an educational presentation.
- Finances, via lease or loan, dental and office equipment, leasehold
improvements, working capital and supply contracts at fixed competitive
rates, with no points, variables or hidden fees. HPSC
also offers a variety of financing programs to dental professionals
seeking to set up, expand, buy into, or acquire a practice.
INFORMS - Allow InForms
to participate in your successful practice by becoming the
"ONE STOP SOURCE" for your front office needs. We carry a full range
of products including: recall and appointment cards, registration
forms, exam forms, statements and envelopes, folders and labels.
Call us at 1-800-722-4884 or email us at firstname.lastname@example.org
today to receive your catalog.
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