Good Morning

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 Private
practice
management

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 Contents
Introduction
Understanding The Culture Of Dental Care
Selection of place
Practice modules
Financing The Dental Practice
Personnel Involved
Compliance With Regulation
Practice Image
Incorporating Technology
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 Associateships

After starting the practice

Marketing Dentistry

Time Management

Financial Control

Record keeping

Conclusion

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 The future you see is the future you
get.
Robert G. Allen

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 The major career question has already been answered.

You are in dental profession and have already graduated.

For those still in dental college, questions often center on

what area of dentistry: a generalist, specialist, public
health, military, dental educator, or are you one of the
few that will join one or more of your relatives in your
family practice?

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 Dental practice the practice of dentistry.

The term practice means arrangement or agreement

to provide certain services under a roof by an
authorized person.

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 Dental requirements of the public in India are vast,
varying and largely unmet.

It is the stone age for certain patient groups while this is

the platinum age for dental care providers.

According to Mark Maremont of the Wall Street Journal,

as of 2005,
dentists in the past few years have started making more
money than many other types of physicians.
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 Dental practice in developed
&
developing countries

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 Each country has its own licensure requirements
and application process.

It is very important to know the requirements in

the state where you wish to become licensed and
which clinical licensing examinations are accepted
by the state board before setting up a dental
practice.

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 After the completion of the educational program, take the National
Board Dental Examination Part II.

Take the appropriate clinical licensing examination administered by

a state or regional clinical testing agency.

Request an application from the state board of dentistry where you

wish to become licensed. Carefully review the application and
identify and complete any additional requirements.

Send the completed application to the appropriate state dental

board where you wish to practice
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 Before becoming a self-regulated
profession dentistry had its share of
amusing folk remedies, colourful
quacks and cults.

Now dentists must observe the

highest ethical standards by placing
patients interests first and acting
to protect them.

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 Selection of the place
The place selection should follow a thoughtful decision which
depends upon many factors:
Personal choice of the dentist.
His/her liking for a place.(Eg. native place)
Number of dentists practicing in that area.
Dentists interest in different hobbies.
The areas social and economic status- could be in a business area,
professional area or a residential area.
Transportation & Parking facilities.
Easy access to schools and residential areas.
Opinion of the spouse and family members
Ambience of the location ( noise, surrounding area)

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 The establishment of dental practice is a major
commitment one that for life time .

Dental practices can be divided in to three basic types

Independent solo practice
Solo with facility sharing
Partnership group practices

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 The dental professional community has responded to the
winds of change with some growth and little change!

Dental spa
Certain color themes
Dental studio
24 hour dental services
Ecofriendly dental practice
Herbal dentistry
Mobile dentistry
Teledentistry
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 Modern approach to dental practice involves subjecting
the venture to a SWOT analysis and a MECA analysis.

SWOT stands for

S strength , W weakness , O opportunities & T threats

MECA stands for Market, environmental and

competitive assessment.

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 Financing the practice
Financing for a new dental practice is a difficult
issue for dental graduates unless someone is really
well-off.

It is appropriate to procure finances from banks

which are nationalized, private or state financial
corporations but care should be taken to be
familiar with the rules, terms and conditions
before availing such financial assistance.
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 Low Fixed Interest Rate
100% Financed
over 7-15 year Term
Graduated Payment
Certain factors to be considered while approaching for
finance-
Parameters on Leases
Credit Score Parameters
Personal Debt Including Student Loans
Projections & Business Plans
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 Understanding practice valuation
Marketing budget
Protect yourself with
Personal insurance and
Business insurance

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 Accounting
Accounting gives the dentist figurative
information on the performance of the practice.

It includes income generated, expenses met, tax to

be paid & interest on loans.

This, by preference, should be done by a qualified

auditor.
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Personal Qualities Related to Dentist
Confidence
Personality
Politeness
Patience
Punctuality
Humane Attitude
Perseverance
Good Health
Salesmanship
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Dental hygienist Dental Health Educator Dental assistant

Attender
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 Compliance with regulations

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 Compliance with regulations
Dental council of India

Local state dental council

ISO certified

BMW management

OSHA regulations
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 An attractive and distinctive practice image, displaying
character and good taste, will make a practice stand out
from others in the area and will have a very positive
effect on increasing patient numbers.

Planning architecture and interior design firm providing

services exclusively to the dental professions can be
contacted for this aspect.
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 Name of dental practice

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 External Dcor

Good practice image starts at

the entrance to the premises.

The external appearance of the

building must be clean, tidy,
attractive and welcoming.

Display board of the clinic

should be readable with
appropriate dimensions.
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Internal Dcor
Textures

Visual
Colours
foci

Lighting &
Windows air
conditioning
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 Reception
First impression

Project the correct image of warmth, care and quality.

The reception desk or counter must look attractive,

tidy and esthetic

A smiling receptionist should be the first sight to

greet patients when they enter.

A SMILE CAN DO THE

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WORK
Waiting area

Occupies patients who are awaiting treatment.

Should welcome patients, project the image of the

practice, reduce apprehension and offer information about
the services the practice offers.

Childrens corner in waiting area.

CCTV coverage
Display Boards
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 Physical arrangement of dental
equipment is very important.
Dental chair can be angled
slightly for max convenience
and to save space.
Wall mounted X- ray machine is
preferred to save space.
Lead lining for doors and
partition.
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 Soundproofing of working area.
Special facilities for patient with special needs

Emergency drug kit should be available .

According to dentaleconomics.com, a practice can operate
effectively in from 36 to 60 square feet, but some offices
require 24 square feet just for suction pumps, compressors,
X-ray processing and chair setups.
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 Equipments and Materials
This is left to an individuals
choice and should be done wisely.

Equipments and materials should

be of superior quality and
technology but based solely on
necessity and demand.

Annual additions as and when

necessary are required for
financial
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growth of the practice.
 Sterilization and Disinfection
procedure should be strictly followed in the dental practice
to ensure patient and staff safety.

Steam Autoclave
Dry Heat Oven
Unsaturated Chemical Vapor
Bead Sterilizer
Handpiece Sterilization/Asepsis
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 Stock control
Careful control of stock of consumable
materials held is an essential part of
good financial control.

The level of stock held must be no

more than the minimum required to
ensure that the practice will function
efficiently at all times.
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Computers are as indispensable to general dental practice
as the high-speed drill.

A computer is a combination of a storage system and a

calculator.

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 Types of software available-
Dental practice management software
Patient education software
Case presentation software
Dental stone model scanning and analysis software
Dental supply and inventory management software.

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DIAGNOSTIC APPLICATIONS:

Digital shade-taking system allows dentists to digitally map

teeth.

Digital Imaging Fiber Optic Transillumination software for

caries detection (www.Difoti.com).

Periodontal probing instrumentation, such as the Florida

Probe

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Practice administrative applications of
computers

Patient appointments and recall

Billing
Accounting
Correspondence
Inventory controls and supply orders
Dental insurance claims
Document preparation and word processing
Referral information
Missed appointments follow up.
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 Digital radiography
Intraoral Camera
CAD/CAM technology,
utilizing digital prescriptions.
Overall, the use of information technology in dentistry
can be a great asset, but one must caution against
putting too much emphasis on this technology.
Information technology is just another instrument in the
dentists armament.
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 Proper medical and dental lab assistance

Dental supply companies

In panel with some corporate sector / NGO/ government sector

Association with various medical, dental and social

organizations

Multitasking in collaboration with other specialties

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 Inauguration

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 MARKETING DENTISTRY- THE
PRACTICE BUILDER

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 Marketing of dental services may be defined as the
management process responsible for identifying,
anticipating and satisfying patient needs
profitably and ethically.

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The primary objectives are:

To determine the needs of the target population.

To make population aware that the practice exists, through the
appropriate means, or message.
To ensure that patients understand the message sent.
To relate the message to their needs. Patients buy benefits, not
features.
To convince patients that the practice has honesty and integrity.
To achieve patient satisfaction more effectively and efficiently
than competitors (that is, other dentists)

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 Internal marketing programs
refer to practices implemented within the office to promote
additional services and satisfaction with existing patients:

Recurrent training to encourage office personnel to solicit

referrals from patients as well as the employees own family,
friends, and associates.
Availability of in-office printed material (brochure) describing
the range of services.

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 A posted mission statement that articulates the
values of the practice

Morning staff huddles including informal

ongoing technical and administrative education

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 Patients in Practice
The patients who walk into the clinic
belong to various race, culture, religion,
occupation, socio economic status,
behaviors & personalities.

Patients are a good source of

advertisement (word-of-mouth
marketing campaign) to the clinic
whether good or bad according to the
treatment they receive at the clinic.

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 Improving communication

Written communication
Practice brochure Educational pamphlets and brochures
Practice stationary Posters, Leaflets & news paper cartoons

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 Tooth Fairy Poems
Books

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 Improving communication
Visual communication
Photographs
Videos / Multimedia presentations
Models

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 Appropriate treatment planning & Informed consent

Improving payment facilities

Incentives

Referral bonuses to patients who refer new clients

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 External marketing programs
Building a Brand for Your Practice

include activities selected to increase community awareness

of the dental practice and to acquire new patients:
Advertising in telephone yellow pages

Inclusion of business cards in all outgoing

correspondence

Patient referral bonus

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 An internet presence on the world wide web

A quarterly newsletter to all active patients

featuring educational topics and news about
the office staff

Additional advertising as appropriate

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Appointments
Appointment scheduling is the foundation of a dental office.

A good appointment system will,

Maximise productivity
Minimise wastage of time
Reduce tension
Helps patient without causing the dentist
to work inefficiently
Buffer Zone is essential for good time
keeping and a smoothly run day.
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Appointment cards

These should reflect the practice image and as such can be

very useful for public relations.

They should therefore be distinctive and attractively

designed, with a modern style of print face and wherever
possible a practice logo.

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Recall systems
To maintain an adequate patient flow through out the year.
To ensure a sound patient basis for future years.

Methods of recall:
Advance appointments
Telephoned reminder
Mailed reminder
Mailed appointment

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 Time to shake the money tree

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The following factors must be considered when setting
proper fees:
1. The dentist's and assistant's time required to do the procedure
or the hygienist's time for hygiene procedures
2. Cost of operations per hour (overhead), including salaries,
benefits, rent, supplies, laboratory costs, insurance, taxes,
continuing education, infection control, equipment
purchases, maintenance, and repairs
3. Prevailing professional fees in the area
4. Profit after debt service

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Methods of payment
Conventional
Cash discount
Extended payment
Credit card
Bankers order

FINANCIAL POLICY

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Fee-for-service dental care

Third party payment

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 Record keeping
Maintenance of clinical records of patients,
consent papers, radiographs, casts, photographs,
lab reports is a must and should be kept
confidential.

These serve as a basis for future treatment and

also as evidence in case of legal claims or when
summoned by law.

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 Measure of success in dental practice
Success is a relative term.

The extended practice, awards, citations, good

bank balance, a well known dentist who is
respected, loved by his patients for his work are
some of the indicators.

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 Unifying Vision of Dental Practice

Dental practice is a continuum extends on into

life-long learning in dentistry. The notion of an
educational continuum is fundamental and profound.

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sshhhh!!!
I m revising!!

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 `
It is time for a creative revolution to sweep
across the profession to bring it into the
21st century led by a contemporary,
vibrant and exciting dental practice !

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 Finally, remember the Hippocratic oath. It will
stand you in good stead when the going gets
tough.

Happy practicing

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 Glenys Bridges: Dental Reception and Practice Management.
Blackwell Munksgaard, Blackwell Publishing Company,2006.
Robert T. Kudrle and Lawrence Meskin: Reducing the Cost of
Dental Care. University of Minnesota Press, Minneapolis,
1983.
David G. Dunning, Brian M. Lange, A John :Dental Practice
Transition - A Practical Guide to Management. Wiley-
Blackwell, 2008.
Handbook Of Dental Practice. DCNA ,52 (3), JULY 2008.
www.google.com

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James P. Morreale, Susan Dimitry, Mark Morreale, Isabella
Fattore: Setting up a Mobile Dental Practice within Your Present
Office Structure. J Can Dent Assoc 2005; 71(2):91.
Patrick J. McGuigan, Alan B. Eisner :Marketing the dental
practice- Eight steps toward success. JADA, Vol. 137, October
2006.
Burt BA & Eklund SE. Dentistry, Dental practice and community.
New York. Elseiver. 6th ed. 2005.
Soben Peter. Essentials of Preventive and Community Dentistry,
2nd ed. New Delhi : Arya Publishing House, 2003.

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 IAPHD, Bangalore chapter
Chairpersons
Staff Dr. Syamala Reddy Dental College
To my fellow PG students
To M S Ramaiah Dental College & Hospital
Audience

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