Dental Training Center

Dentist CEO Business Management Training

Curriculum: 2 Days of Eight Hour One-on-One Training

Just two days separate you from being the CEO of your office and the leader of your team. This customized training program walks you step-by-step through the business side of your practice and what it takes to be an effective leader. You'll leave with a thorough understanding of how your practice numbers compare to industry standards. You'll learn effective human resource management techniques so that you can successfully direct your team - from performance reviews to determining salary increases, to establishing accountability throughout the office. You'll know precisely how to recruit, hire, and retain truly excellent employees.

You'll understand what it takes to establish realistic production goals and specifically what you can do to ensure that everyone on your team contributes to achieving them. You'll be given the tools and training to determine where your practice is losing patients and exactly what you and your team need to do to grow your new patient numbers. What's more you will get clear precise answers to literally hundreds of practice questions, such as, how do your fees compare? Should you be marketing more or less? Is your overhead out of control or on the mark? Are you interpreting your practice numbers right? No more guess work, no more hoping, no more wondering if you are making the right business decision for your practice. After this session, you will clearly understand the difference between "I think" and "I know".

  • Certificate of Completion is awarded
  • Curriculum Training manual

The Business of Dentistry

  • Understanding your numbers vs. industry standards
  • Analyze and interpret profit and loss statements
  • Manage your practice overhead
  • Hygiene department's productivity ratio
  • Determining hygiene availability
  • Patient retention
  • Determining the need for additional producers
  • Setting production objectives
  • New business vs. lost business
  • Fee analysis and setting fees
  • Marketing/Practice identity
  • Customer Service

Staff Management

  • Staff recruitment, selection testing, hiring and dismissal
  • Determining raises, how much, when
  • Developing job descriptions.
  • Setting accountability protocol
  • Performance reviews.
  • Employee policies, vacation, jury duty, sick leave, etc.
  • Team planning meetings, structure, agenda
  • Performance notice
  • Employee policies

Systems Management

  • Keep track of growth/realistic concept of active patient status
  • Reach daily scheduling objectives
  • Treatment presentation and acceptance rate
  • Compare production versus adjusted production
  • Value of unscheduled time units
  • Cash flow management, accounts receivable, over counter collections, delinquent accounts, financial arrangements
  • Insurance assignment and its impact
  • New Patient protocol
  • Computer utilization

Cash Flow Management: If you're falling short of consistently meeting benchmarks such as: 98% collection ratio, % of accounts receivable over 90 days less than 12%, 45% over the counter collections, 55% overhead expense, 15% minimum increase in collections each year then this book is for you. Chocked full of proven "scripts" that make collecting money easy! Step- by- step protocol on how to achieve industry objectives that are accomplished by highly successful practices. Techniques are given to increase your production yearly by scheduling more effectively, and... to reduce your overhead in the most common "out of control" areas: dental supplies, laboratory salaries and miscellaneous categories.

How Personality Styles Affect Practice Success: Problems in dental offices are caused by a breakdown in communications due to different personality styles. Understanding your employees' personality traits can help to better match your staff with the work they are likely to do best. Based on the Myers Briggs Temperament Type, each job position in dentistry, business, clinical and hygiene is matched with the best temperament type suited for the position. Dentists will learn how their personality affects their ability to successfully manage the business and its employees. Included is the book Please Understand Me that provides the personality test and scoring form.

Performance Measurements for the Dental Team: Rating employee performance is a dreaded task for most dentists. Now it will be easier for you using objective performance measurements that are specifically designed for the dental practice. These extensive, ready-to-use appraisal forms help you measure an employee's performance based on:

  • Job description
  • Job performance
  • Productivity, innovation
  • Work ethics
  • Cooperation

Your Performance Measurements kit includes an extensive workbook and CD-ROM allowing you to generate electronic reports on your computer and/or e-mail them to staff members. You will learn: how to determine the number of employees needed for a successful practice, how to design results-oriented job descriptions for all business and clinical staff, use performance charting to objectively measure your employees, and make sound hiring and firing decisions.

How to Hire the Best Employee: Now there is a complete guide to help dentists in hiring new employees. Chapters include: developing a job description, advertising, reviewing the resumes, initial telephone screening, the interview process, the application form, asking the right questions, testing applicants, and checking references. The manual includes ads that generate responses, a ready-to-use application form, over 100 questions designed specifically for business, hygiene, and clinical assistant positions, as well as competency tests.

Support Follow Up: Four telephone meetings are available for you at your request and can begin anytime up to three months after the program. You tell us what will work best for you. We want you and to achieve the success that you desire and are eager to work with you to make that success a reality. Before, during or after the program, you have the entire support team at McKenzie Management to answer your questions.