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The Top 10 Things to Consider When Hiring A Consultant by Tammy L. Carullo, RDH, MBA, PMC, PS

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When dentists are considering a consultant, it is important they do their homework thoroughly. Hiring a consultant takes commitment and it's important for the dentists to make informed decisions on whether they need a consultant and who will be the best match for their office.

There seems to be confusion about what practice management consulting is and what it can do for you. One of the biggest questions is, 'are you willing to conform to the consultant’s way of doing things or would you prefer someone who is willing to conform to you?' Following are 10 things to consider before hiring a consultant for your practice.

 1. Is the approach more in line with reality or fantasy?
 You need solutions, real world stuff, not fantasies! Generally if it sounds too good, it probably is.

 2. Does the consultant have a dental background?
 A dental background is certainly not a prerequisite for consulting. But someone who has working knowledge of clinical hurdles, understands the pitfalls often associated with dental teams, and who has the knowledge about the business details of the practice are all necessary components to attain true success.

 3. Does the consultant utilize a broad-spectrum approach or focus only on systems?
 There are THREE components of your dental practice: business, clinical and team. If you only address one component, i.e. "number crunching," and lose site of the other two equally important areas, true success will never be fully achieved.

 4. Is the consulting approach goal-oriented?
 You need a game plan, one that will not only decipher what's wrong, but the best way to solve it that's right for your situation. Beware of consultant programs that only implement THEIR goals, with zero regard to YOURS!

 5. Do they offer on-site support or are you on your own after the money's changed hands?
 I do not believe that the practice owner should ever relinquish control of their practice, but a good consultant will not abandon you after the initial workup either. Only you can determine if you feel your goals can be accomplished with minimal on-site support.

6. Does the consultant have experience in consulting & listening skills?
 You are about to make a considerable investment, an investment in improving your current practice situation. There is a lot riding on what the consultants say, as well as how they reached their conclusions. Look for how well the consultant listens to your issues and whether or not his or her proposal reflects your goals or their own. References also are a great way to get to know your consultant.

 7. Is the project you are considering custom designed or "one-size-fits-all"?
 Do you feel more comfortable conforming to the consultant's vision? Or, would you rather the consultant custom design a program tailored to your practice's goals and needs?

 8. Is this cost effective or does it have guaranteed ROI?
 You're paying for advice, guidance, and expertise. Ask yourself first if you can afford it. Then ask: "What exactly am I getting for my money? When can I expect to see a Return On Investment? Are there guarantees?" If the consultant truly believes in what he or she does, they should offer some type of guarantee.

 9. Are you still in control?
 If anyone tells you that THEY will be making the decisions from this point forward–run away, as fast as you can! There is no legitimate reason for a doctor to relinquish power over his or her business. A good consultant will instead teach you how to redefine your role as leader, stay focused, gain the edge necessary to face reality and make difficult decisions in order to establish policy.

 10. Does the consultant exhibit accountability?
 One of the clearest signs of a successful business is the presence of individuals who not only feel, but also act accountable for their own actions and responsibilities. This trait will tell you the level of commitment that the consultant is going to give to your project and your practice. DT
Tammy L. Carullo, RDH, MBA, PMC, PS is a professional speaker, Senior Consultant, and an 18-year veteran in dentistry. She is the CEO of Practice by Design Consulting, Inc., one of the fastest growing, privately held practice management companies in the country. For more information call (717) 867-5325 or go online to www.practicebydesign.com today. Mention you're a "Townie" and receive special discounts on seminars and consulting services!
Dentaltown Magazine
September 2025
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