practice management
End
the Year
Strong
by Roger P. Levin, DDS
Now that we’ve entered the fourth quarter of the calendar year, you can probably project how
good a year 2015 will turn out to be. If you’re disappointed by what you see, take action now to
generate short-term gains and lay the foundation for a more productive 2016.
Strategies for a Year-End Surge
There are several ways to bring more revenues into your practice in a relatively short time. These include:
Push to collect 99% of what you’re owed. Your financial picture
might improve considerably if you concentrate on collections.
Use the Three 3s technique—a weekly phone call for three
weeks, a weekly email for three weeks and a weekly letter for
three weeks. Most patients will pay before you complete this
process.
Contact overdue hygiene patients, especially those with unused
insurance coverage. Hygiene visits are the gateway to increased
per-patient production. Some patients who’ve fallen out of the
“hygiene habit” can be persuaded to come in… and will appre-
26 NORTH TEXAS DENTISTRY | www.northtexasdentistry.com
ciate it if your front desk coordinator can point out that, otherwise, their insurance will go to waste.
Look for other ways to increase insurance utilization. Patients
who would benefit from non-urgent, need-based treatment—
and who will miss insurance reimbursement opportunities if
they don’t act by the end of the year—should be identified, contacted and advised to accept treatment before it’s too late.
Promote cosmetic services for the holidays. In order to look
their best for holiday socializing, and as a gift for themselves,
many patients will be interested in cosmetic procedures such as
professional whitening, caps or veneers. As fee-for-service dentistry, these esthetic services can contribute significantly to your
practice’s 2015 income.