The Aspiring Associate’s Lucky Seven:
How to Land the Perfect Position after Graduation
LISA PHILP
There are many benefits to becoming an associate after graduation. First and foremost, an associate dentist gets the opportunity to work on their speed & technical prowess without suffering the substantial costs of ownership. Associate dentists learn firsthand the importance of a dental team, and what it means to be a dentist leader. Since these lessons will impact you throughout your career, it’s important to take your time with the selection process and find the right fit. Follow these important steps to making the most of your first year in practice and keep your eyes on the prize. You too can live the life you’ve always wanted as a dental professional.
Here are seven key questions to ask every hiring practice when seeking out a position as an associate dentist.
“Why are you looking for an associate?”
The most typical answers are: “we are too busy,” “we need to see patients quicker,” “I want to slow down,” and “I want someone who will deliver services that I don’t like to provide (such as children, endodontics, etc.)” Regardless of their given answer, you’ll need to assess the active patient count in order to insure that you will earn a living. At Transitions Group North America, we consider an active patient to be anyone who has visited the practice in the last two years. If the practice cannot give this number, then the decision to hire an associate may be based solely on short-term issues. If the principal doesn’t intend to take time off of work or have you replace his hours, then the active patient base should be at least 1,800 to 2,000.
“Can we put our formal agreement in writing?”
So many associate relationships break down due to miscommunication or lack of a written plan or formal agreement. A simple contract that details your defined role, scheduled hours, compensation, and any non-competes or solicitation rules will greatly reduce unnecessary stress.
The best way to get off to a great start and to avoid future miscommunications is to make sure that both you and the principle dentist are clear on how to successfully integrate you into the team.
“How much time should I spend with each patient?”
It’s impossible to improve your techniques and gain new skills without practice, and that means a steady flow of patients. Unlike dental school, the speed that a procedure is completed is critically important, and the principal dentist may already have a timeframe in mind for each procedure. It’s important to know this ahead of time.
“Which patients will be transferred to me?”
Some practices will assign a portion of their clientele to you from the beginning, while others may choose to send you emergencies & walk-in appointments only. If there is not a plan on how patients will be transferred to you from the principal, then you may have a lot of downtime on your hands.
Also, make sure you are clear if you are expected to market for your own patients and most importantly, that the dental team is open to a new dentist and are comfortable promoting you to the patient base. Remember: the dental team will make or break an associate relationship. If you develop a good rapport with them, then they will help you become successful.
“Will I be doing hygiene checks?”
When it comes to restorative and cosmetic services, the hygiene department quantifies 80% of a dentist’s schedule. Essentially, it’s the hygiene checks that bring patients back four to six weeks from today.
“What is the diagnostic philosophy of the doctor?”
The diagnostic differences from dentist to dentist are vast and must be understood in order to find the right fit. What do they believe in regards to periodontal disease, restorative and occlusion as well as cosmetic or functional dentistry? How do they handle emergencies? There is so much you can learn from an experienced clinician who has built their dental career on research, clinical judgment, and occasionally, trial and error.
“How do they manage the business of dentistry?”
Make sure they have a well-run front end in regards to their financial policy, financial arrangements, insurance plans, and accounts receivable. All this information can be found on a few printed reports from the front desk. There is nothing wrong with asking for some information, especially if your compensation is based on collections.
Some topics and/or reports you may want to request are:
• Accounts receivable report/Insurance plans and payment options
• Adjustment by category report
• Production by code report (procedure analysis)
The accounts receivable report will provide you with the amount of outstanding monies to the practice. Typically, it includes a breakdown of 30, 60, 90, and over 90-day accounts as well as the split of insurance and patient balances. From this report, you can gauge whether or not the practice is collecting at the time of service, if a practice is insurance driven, and the practice’s collections policy. This is a vital part of the process, because not only are collections what pays the overhead costs, but it also covers your income.
An adjustment report is helpful to see what’s considered a write-off, how much dentistry is given away, and why. If the adjustments are high, it is likely that they have a high insurance participation. If they are low, this means that they don’t track write-offs, which is dangerous for any business.
A production by code report will show which areas of the practice are the most profitable, and which types of services have the highest patient volume. This is helpful to see if a practice does tooth “drill and fill” dentistry, has a periodontal program, and if they regularly handle the major procedures such as fixed and removable prosthetics.
The decision to start your career with an associate position is wise, so be patient while you seek out the ideal practice. Take the time to insure a positive start and know what you want. With due diligence, your lucrative career will arrive before you know it. ■
Lisa Philp is the President of Transitions Group North America, a division of Benco Dental, a full service coaching company for dentistry. Her mission is to make dentistry simple and fun. Her work with dental professionals focuses on ways to achieve personal and professional fulfillment in the workplace. Transitions Group North America, lphilp@tcgdds.com For more information, call 800-345-5157 or visit www.transitionsonline.com.