Strategies to Boost Results During Lean Times
It’s tough running a successful dental practice right now with patients losing insurance, stretching time between visits, postponing treatments or not coming in at all. Here are three strategies to help you keep going in the right direction and improve revenue and cash flow during these difficult times.
1. Use Downturns for Staff and Process Improvement
When income falls due to economic downturns, you may think there is nothing you can do to improve the situation, but there are plenty of things you can try. Use times like these to develop staff, improve business processes, cement your relationship with your dental team and focus your marketing.
2. Focus on a Specific Tasks and Measure the Results
Most practices have something they could or should improve. What do you need to work on? Appointment scheduling, reminders, follow-up? Timely and accurate billing? Patient education and reducing obstacles to treatment acceptance? Pick an area. Set goals and track results with your staff. Develop a “dashboard” of key results and use it to review progress on a regular basis. As you see improved results (and you will, with some persistent attention), pick another area to work on.
3. Connect With Your Patients
Consider both the cognitive and the emotional connections you make with patients and all of the points in your practice at which those connections are made. Are they positive? Neutral? Or negative? Do you have both credibility and rapport with your patients? Be open, transparent and informative so patients can be confident when making treatment decisions. Learn what’s important to each patient and make that part of his or her record. Do things that get your patients saying, “Wow, I wasn’t expecting that.”
The above information was based on the article, Boosting Results in the Short-term and Beyond, by Bill Granda, Regional Director in Las Vegas for Paradigm Associates LLC.