Q
What is the easiest way to increase production in a dental practice?
A
This one is straightforward. You may find it surprising, but most hygiene departments can easily increase an office’s production by around 20%. Why? Hygienists are frequently behind when it comes to x-rays, adult fluoride, sealants, identifying potential elective dentistry such as implants, and following up on unaccepted or incomplete treatment. But hygienists are often hesitant to perform extra services or have conversations with patients about treatment plans due to the following three factors:
1. Hygienists don’t feel that they have enough time. Although hygienists often feel rushed, they actually do have enough time in their appointments to accomplish all of these services. One of the main reasons hygienists feel rushed is the dentist might be late for an exam, causing the hygienist to have to finish cleaning the hygiene room at a faster pace to prepare for the next patient.
2. Hygienists are resistant to changing their systems. During patient appointments, a certain set of steps must be followed. Adding services to increase productivity means changing the steps in the dental hygiene patient system and creating and following new habits and behaviors.
3. Hygienists may need more training. Not all hygienists are trained properly to identify procedures that can be referred back to the dentist. A top-level hygienist will be able to diagnose treatment in consultation with the dentist, present many different types of services to patients, and create a high level of patient interest and motivation.
Keep in mind that dental hygiene is the second largest and usually the only other dental practice production center. If hygienists focus on the key opportunities to increase services, production in a dental practice will rise.
Roger P. Levin, DDS, is the CEO and founder of Levin Group, a leading practice management consulting firm that has worked with more than 30,000 practices to increase production. A recognized expert on dental practice management and marketing, Levin has written 67 books and more than 4,000 articles and regularly presents seminars in the United States and around the world.
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