Case acceptance is critical to practice success. Unfortunately, it's not easy. It takes time and effort. Highly successful offices have mastered case presentation, which contributes heavily to overall practice production and profit.
Make a commitment to ideal diagnosis. All new patients should be thoroughly examined and diagnosed for any possible treatment. This includes periodontal treatment, tooth examination, cosmetic dentistry, implant dentistry, and occlusal dentistry. By evaluating these five categories and any other service categories offered by the practice, new patients are aware of all possible services and options.
Don't forget to focus on the patient. Many practices are stressed, chaotic, and running late. You may be used to this, but patients aren't. Case presentations need to be in a private, calm, and focused environment. This means that the doctor or treatment coordinator should be uninterrupted, relaxed, and completely focused on that patient.
Roger P. Levin, DDS, is the CEO of Levin Group, a leading dental management consulting firm, and one of the most sought-after speakers in dentistry. Dr. Levin has authored 65 books and more than 4,000 articles on dental practice management and marketing. You can sign up for the Levin Group Tip of the Day.
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