6 FactorsForTop LineGrowth

Scott Cairns, D.D.S

Decrease, Eliminate FAILURES

Scott Cairns, D.D.S

Decrease/Eliminate Failures

Deliberate practice as a means of improving your dentistry.

See: https://www.linkedin.com/pulse/deliberate-practice-healthcare-scott-cairns?trk=hp-feed-article-title-publish

Make sure it has the right fit the first time.

Train the dentists

Train the dental assistants

Create a safe environment to evaluate failure

Funnel highest frequency failures to the best trained dentist or dental specialist.1

Scott Cairns, D.D.S

High Margin Procedures

Scott Cairns, D.D.S

High Margin Procedures2In a perfect world we

would get paid for our time and the lab fee would be separate.

Our world is not perfect.Insurance sets our fees.Fees are not based on

time, or risk or utility (value,) or cost.

Scott Cairns, D.D.S

High Margin Procedures2Most dentistry is not urgent. Managing

your personal supply of the delivery of non-urgent care is a key component of business success.

Dentistry is not as expensive as the rest of healthcare. Rarely are higher margin procedure un-affordable. Making a commitment to making dentistry affordable to everyone is a key strategy.

Lowering fee is not the same as making dentistry affordable. There are two elements to the foundation of making dentistry affordable.

Scott Cairns, D.D.S

High Margin Procedures2Two elements to the foundation of

making dentistry affordable.

1.The tenant that “quality is the constant and time is the variable” is the key element.

Give patients options to spread treatment out over time holding quality as a unwavering condition.

2.The ability to allow people to choose between a low monthly payment and a low interest rate.

Scott Cairns, D.D.S

High Margin Procedures2IMPORTANT

As healthcare providers it is imperative to do our part in providing urgent care to those who can and cannot afford that care. In addition, we must focus and if necessary subsidize preventative care as a precondition to the social contract of being a member of a profession.

Scott Cairns, D.D.S

Effective Use of Space

Scott Cairns, D.D.S

Effective Use of Space

Near 100% facility effective use of space. Define 100% (from facility point of view, not provider point of view.)

Any time that enough patients would be willing to come to fill the number of chairs available. Consider: 6 a.m.-9 p.m. weekdays, Saturdays 7a.m.-5 p.m. This may differ in different marketplaces.

Full Provider Schedules3

Scott Cairns, D.D.S

Grow Demand

Scott Cairns, D.D.S

Grow DemandUntil Capacity is fully utilized—then expand.1.Marketing

Direct to New Client

Raising Awareness Within Patient Base

Develop Referral Sources

Insurance and Benefit Plans4

Scott Cairns, D.D.S

Grow DemandUntil Capacity is fully utilized—then expand.

2. Patient Experience3. Parent or

Companion Experience

4. Employee Experience4

Scott Cairns, D.D.S

Good Better Best

Maximize FeeMaximize Fee Scott Cairns, D.D.S

Maximize Fee

Let Patients ChooseGood, Better, Best

Offer Elective Enhancements5

Scott Cairns, D.D.S

Maximize Frequency

Scott Cairns, D.D.S

Maximize Frequency

Operational Excellence to Ensure Prescribed Frequency is Possible.

Provider Excellence to Motivate Patients to Return at Prescribed Frequency.

6Scott Cairns, D.D.S