As a dental office manager, I know how challenging it can be to get the attention of the dentist when proposing changes that could improve the practice. After all, they're focused on patient care, and it's easy for operational upgrades to take a back seat. Over the years, I’ve learned a few strategies that helped me not only implement positive changes in our practice but also get the dentist excited about signing up for new services like automation, VoIP, communication tools, website improvements, and cr...
Here’s how I did it:
1. Align with the Dentist's Vision
Before suggesting any changes, I made sure I fully understood the dentist’s goals. Whether it was growing the practice, enhancing patient care, or improving efficiency, I focused on ideas that supported these objectives. When the dentist saw how my proposals fit into the bigger picture, they were much more open to listening.
2. Use Data to Back Up My Proposals
I found that presenting data made a big difference. When I suggested a new scheduling system, for example, I showed how it could reduce patient wait times and increase productivity. The numbers did the talking, and the dentist appreciated that I wasn’t just making suggestions based on opinion but on solid evidence.
3. Put the Patient Experience First
Changes that benefit our patients always got the dentist’s attention. Whether it was improving billing systems or setting up patient reminders, I demonstrated how these enhancements could improve satisfaction and retention. After all, happy patients are the lifeblood of any successful practice.
4. Focus on Improving Team Efficiency
When I addressed inefficiencies in our workflow, like communication breakdowns or scheduling issues, and offered practical solutions, it became clear that these changes would reduce stress for everyone. The dentist was quick to see the benefit, and our team became more cohesive and efficient.
5. Build Trust Through Consistency
Consistency was key. I knew that to make bigger changes, I had to prove myself in day-to-day operations. By consistently managing the office effectively, handling scheduling, and leading the team, I earned the dentist’s trust. Once that trust was established, they were far more willing to hear me out on larger initiatives.
6. Frame New Services as Solutions
When it came to suggesting services like data analytic analysis, automation, VoIP, communication upgrades, credit card processing or website improvements, I made sure to present them as solutions to existing problems. I showed the dentist how these tools could save time, increase efficiency, and even cut costs. Sharing success stories from other practices also helped make the case that these weren’t just expenses, but smart investments.
About the author:
With over 22 years of experience in the dental field, Kyle L. Summerford has honed a unique approach to case presentation and patient acceptance. As a seasoned dental office manager and financial dental consultant, he leverages his expert knowledge to assist both new and struggling dental practices. Through his education programs, Mr. Summerford empowers staff members with effective patient education skills and persuasion techniques, significantly enhancing overall case acceptance rates.
Driven by a passion for teaching and sharing knowledge within the dental community, Mr. Summerford has lectured at numerous Continuing Education (CE) events and prestigious academic institutions, including Stony Brook University, the New York City County Dental Society, and Georgia Regents University. His expertise is further recognized through his self-authored articles in his renowned dental coding column, "Dental Coding with Kyle."
Mr. Summerford is also the founder of the Dental Office Managers Community and www.dentalofficemanagers.com. These platforms serve as invaluable resources for dental professionals, fostering connections and facilitating the exchange of knowledge among peers.
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