For years I’ve given this topic a lot of thought. It’s a subject that, not until now, I had any answer to. First, let’s define the word “dichotomy”. di·chot·o·my /dīˈkädəmē/ noun: a division or contrast between two things that are or are represented as being opposed or entirely different. synonyms: contrast, difference, polarity, conflict; gulf, chasm, division, separation, split; "the great dichotomy between theory and practice" Now let’s discuss the typical background of the dental office personnel: The Doctor: This person has typically gone through four years of undergraduate school, and four years of doctoral training at an accredited dental school. Very few dentists have received any [...]
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Each year in January many dental practices adjust their Fee-for-Service (FFS) fee schedule to help cover rising expenses in their dental business, and to hopefully generate higher profit margins. There have been many approaches throughout the years I have seen dental practices use to determine these new fees: There is the “across the board” approach where practices increase fees between 3% and 7% for all services. This works great if your practice is predominantly a fee-for-service practice. But if your practice is PPO insurance driven, this approach really doesn’t work that well because it doesn’t increase revenues from work done on [...]
In the State of Utah our Dental Association puts out a publication every two months called the UDA Action. In the January February 2019 publication Dr. Chamberlain, our UDA President, shared some fantastic stats on dentistry here in Utah. If you live in another state, listening to this podcast, you might want to take note on my comments to this article, as it may have some cross-over where you practice. Last September, Marco Vujicic, an economist and head of the ADA’s Health Policy Institute (HPI), came to the Roseman Dental School, located in South Jordan, Utah, and presented information to the [...]
Oh my, where do I even begin? Many years ago, I lectured on digital imaging and radiography. Trying to help practices understand the benefits of this technology was difficult back then, and now it’s the norm for most practices. However, how many offices still use analog radiographs today? With the constant changes in dental technology, it’s not healthy to embrace the status quo. Most of you have heard the phrase, “change or die”. We hear that phrase in business classes or seminars, yet I don’t think that is entirely correct. There are many techniques and materials I learned about in [...]
I’m finally getting around to looking at my first quarter results in my dental practice. Sound familiar? I was shocked to see our profits were down. How could this be? The number of patients seen and procedures worked were both up. But, profits were down for the first time in years. It was time to dig a little deeper and learn why. We discovered several things that have changed incrementally over the last several years: Several of the major insurance players have been decreasing reimbursements on our primary procedures by a few dollars each year. Our lab fees have increased [...]
The other day we got a phone call from a new dental insurance company attempting to build their panel of dentists in the Salt Lake area. My office manager asked them to send us their fee schedule and we would consider joining. The fee schedule came, and we made a close observation to see if they cover our top forty codes we use the most. We noticed they had fees associated with them, but the real question was this, “do you pay out on all the fees you are showing on your contracted fee schedule”? The representative engaged in conversation [...]
We’ve all seen them, the dirty little tricks insurance companies do to make our lives a living hell, right? At My Practice My Business our dental consulting helps practices deal with this “hell” head on with our Clinical Business of Dentistry Training. However, here is a small list of typical insurance tricks they use to torment us, and how to deal with them. -Baked in codes: This is one of my favorites. It’s where they tell you to include the build-up code with your crown code, therefore, giving away the build-up. If you look at your contracted fees, you will see the CDT [...]
One of our team members at MPMB reached out to a long-term client of ours, and spent some time training a new office manager on our cloud-based dental software and key concepts with the Clinical Business of Dentistry Training. When it came to teaching the OM about upgrading, and the documents in My Dental Docs to print out, she said, “Oh no, we don’t upgrade as we have chosen not to nickel and dime our patients.” The MPMB team trainer asked her if they upgrade anything, and it came out they DO upgrade implants so that they can use the hi-end grade five [...]
Whenever I give a lecture with the Clinical Business of Dentistry Seminar, which is the introductory to our Clinical Business of Dentistry Training at My Practice My Business, I always ask a few questions to watch people squirm in their chairs. Question 1: How many of you take intraoral photos on your patients to show or prove the need for treatment and charge for it like you would an x-ray? Question 2: How many of you upgrade and charge for more expensive all porcelain crowns? Question 3: How many of you take x-rays on cementations to make sure the crown is seated and [...]
We’ve all seen them, the dirty little tricks insurance companies do to make our lives a living hell, right? At My Practice My Business, our dental consulting helps practices deal with this “hell” head on with our Clinical Business of Dentistry Training. However, here is a small list of typical insurance tricks they use to torment us, and how to deal with them. -Baked in codes: This is one of my favorites. It’s where they tell you to include the build-up code with your crown code, therefore, giving away the build-up. If you look at your contracted fees, you will see [...]