RevUp Dental

Is your dental practice stuck growing? It's not your dental skills holding you back, it's what's happening under the hood. RevUp shows you where you're losing patients and fixes it with proven systems, training and marketing that makes you money.

Blog By:
Nick Fotache

The Problem with Secret Sales

Typically, a dentist will examine a practice, check its financial health, and make a decision based on the numbers. However, what often gets overlooked is the importance of understanding the team dynamics. These are the people who interact with patients daily, handle administrative tasks, and essentially keep the practice running. For example, a dental practice might appear profitable on paper, but the team could be burnt out or poorly managed, issues that aren’t always visible in financial reports. This oversight can lead to a rocky start for the new owner, who finds themselves at the helm of a team that might not be as robust as the numbers suggest.

The Staff's Reaction to New Ownership

New owners often come in with big plans to modernize the practice, such as introducing the latest dental technology or expanding services to include cosmetic dentistry for example. While innovation is essential, it can be met with resistance from staff accustomed to certain routines and wary of change. 
Dentists are trained to be meticulous and methodical—qualities that don’t always translate to effective people management. Imagine a scenario where a dentist wants to implement a new appointment scheduling system that uses sophisticated software. The existing staff, comfortable with the old booking system, may resist learning new technology, fearing it will make their jobs harder or even redundant.

A New Approach to Taking Over

Adopting a fresh start approach can help. This involves re-interviewing the current staff to redefine their roles and expectations. It’s a strategy akin to resetting a video game—where the new owner sets new rules and objectives. This might sound harsh, but it can be effective. For instance, by informing the staff that they need to reapply for their jobs, it's made clear that the past practices will no longer apply. 
This can help align the team with the new owner's goals and ensure everyone is on the same page from the start. This approach not only gives the new dentist a clear slate to work from but also provides staff members the opportunity to decide if they're willing to adapt to the new environment.

Facilitating a Smooth Transition

Clear communication is crucial for a smooth transition. New owners should be proactive in sharing their vision and explaining the benefits of the changes they are bringing. For example, if a dentist plans to introduce a new patient management system that promises to reduce waiting times and improve patient care, explaining these benefits can help win over skeptical staff. 
It’s important for the new owner to establish themselves not only as a boss but as a leader who values input and recognizes the contributions of their team. Building a successful practice under new management requires buy-in from all team members, who must feel respected and understood. This approach fosters a cooperative environment and sets the stage for collective success.
Conclusion

Taking over a practice is a significant step for any dentist, combining the intricacies of business management with the challenges of leadership. It's a balancing act that requires a thoughtful approach to both the financial and human aspects of the business. With empathy, clear communication, and strategic planning, a new dentist can transform an existing practice into a thriving, innovative space that benefits patients and staff alike. 
For further insights into effective dental practice management and marketing, we invite you to explore our YouTube channel or visit our website. If there's a specific topic you'd like us to cover, please feel free to leave a comment below.