By Susan Kulakowski, Director of Dental Practice Acceptance Encourage your clinical team to set the stage for case acceptance through “third party selling.” The sun rises and sets on great clinical assistants who are three steps ahead of the doctor, always properly set up and never leaving the treatment room for a forgotten instrument or … Continue Reading »
Why Dental Team Familiarity is Key to Performance
In December 2013’s issue of Harvard Business Review, Robert Huckman (professor at Harvard Business School) and Bradley Staats (associate professor at the University of North Carolina), reviewed studies on the benefits of keeping teams intact to optimize performance and the probability of highest success. They reported that even though managers understand intuitively that team … Continue Reading »
Is the Conversation in Your Dental Practice Setting the Stage for Case Acceptance?
By Susan Kulakowski, Director of Practice Enhancement Is the conversation in your dental practice setting the stage for case acceptance? Observations of dental practices indicate that most conversations between team members and patients are 75% social and 25% educational. Reverse that, and “magical” things begin to happen. It is important to make patients feel … Continue Reading »