Dentists with high case acceptance rates yet weak revenue growth need to look more closely at what treatment is being accepted… or, more to the point, what treatment they’re presenting to increase their dental practice revenue.
Many dentists are more reactive than proactive in their approach to case presentation. When patients present with a dental problem, these doctors propose treatment to fix the problem—usually single-tooth, need-based non-elective procedures. Patients will tend to accept such treatment (pushing the practice’s acceptance rate up) because they know they really need it. Also, because insurance often covers such dentistry, the compensation received for the work is relatively low.
This unrewarding situation can change dramatically when doctors begin focusing on what they present as much as on how they present. To increase revenue as well as case acceptance, implement these strategies:
In the days when there was greater demand for care and profitability was higher, practice growth came automatically. However, in today’s market, you must present more—including more large cases—in order to succeed.
This resource was provided by Levin Group, a leading dental consulting firm that provides dentists innovative management and marketing systems that result in increased patient referrals, production and profitability, while lowering stress. Since 1985, dentists have relied on Levin Group dental consulting to increase production.
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