few patient referrals
Even though patients may be very satisfied with the
practice, they usually will not think to refer others
unless the team specifically asks them to do so. An
effective patient referral program should be in place
that uses proven strategies such as appreciation programs and patient testimonials, as well as requesting
referrals in correspondence, brochures and mailers.
overdue collections
In a difficult economy, an increasing number of
patients are having trouble paying for treatment.
Does the practice have accounts overdue by more
than 30 days? 60 days? 90 days? Practices must rein
in overdue accounts as soon as possible with effective scripting and efficient tracking.
TARGET: Increase patient referrals
by 20% in six months.
TARGET: Within the next six
months, use powerful scripting to
reduce overdue collections to less
than 1%.
staff issues
A well-trained team adds to practice growth. A dysfunctional team detracts from it. Any number of
challenges can keep teams from performing at their
best. For example, are staff members properly
trained on all systems? Are they capable of doing
what is being asked of them? What additional skills
do they need?
Conclusion
A comprehensive practice analysis encompasses many facets,
including production numbers, staff evaluation and doctor leadership. Remarkable growth opportunities exist for practices that
understand their challenges and establish appropriate targets
as benchmarks for practice growth.
Article originally appeared in Dental Business Review. Reprinted with permission.
TARGET: Establish training protocols for 100% of team members in
the next six months.
Dr. Roger Levin is a third-generation general dentist and the Chairman and CEO of Levin Group,
Inc., the largest dental practice management and
marketing firm in North America. As a leading
authority on dental practice management and
marketing, he has developed the scientific
systems-based consulting method that will increase practice production and profitability, while
lowering stress. Dr. Levin has authored 65 books
and more than 3,700 articles. He presents 100
seminars per year worldwide.
If you like Dr. Levin’s article, attend one of his upcoming seminars and get the leading-edge insights that will help you
increase production. Pick a date and location that fits your
schedule at www.levingroup.com/gpseminars.
www.northtexasdentistry.com
|
NORTH TEXAS DENTISTRY
23