By Virginia Moore and Debbie Castagna, Co-Founders, The Practice Source

Successful dental management consultants almost always start out their careers in other, non-management, roles within the dental community. Some are software trainers, many are former office managers, dental assistants, or hygienists. Even many doctors decide to hang up their clinical hat at some point in their career and enter the consulting arena.

Some join consulting firms, while others opt for self-employment. The focus of this article is on those who choose self-employment, with all the challenges (and equal number of benefits) that come with being your own boss. Some will flourish, earning healthy six-figure annual incomes. Some will do reasonably well, and some will fail.

Why? What separates an 'okay' consultant from a 'great' one? And what is your potential as a dental management consultant?

To help you answer that question, first take this self-quiz and evaluate your score. Answer true or false to the following 12 statements:

T/F: I am willing to take a calculated risk to start my own company.

T/F: I am good at problem- solving.

T/F: I have good verbal and written communication skills.

T/F: I can be firm when necessary, even when it involves someone in a position of authority over me.

T/F: I am often the first one to arrive and the last to leave.

T/F: I'm good with numbers, and know the difference between a Profit & Loss Statement and an Expense Forecast.

T/F: I am willing to work hard to learn new skills.

T/F: I am able to portray confidence, even when I don't always feel it.

T/F: I'm flexible and understand things don't always go according to plan.

T/F: I understand the importance of a professional appearance and demeanor.

T/F: I return phone calls and email promptly, within 24 hours.

T/F: I do what I say I will do, when I say I will do it.

How did you score?

10-12: Congratulations, you have similar personal and professional qualities to the most successful management consultants.

7-9: Well done, with a little effort and willingness to learn, your successful career as a management consultant could be waiting for you!

0-6: Never mind, consulting isn't for everyone!

Are you consulting already, just without the job title?

"During my five years as an Office Manager for a specialist, I often found myself giving him advice on ways to fix problems in the office, ways to save money, how to deal with personnel issues, what kind of benefits we should be offering our staff, whether or not to refinance our building, what kind of computer system we should be buying. I was providing a basic form of management consulting, just without the job title or the recognition. I think if I'd known how to get started, or where to go for more training, that is the path I would have chosen."

Have you ever felt this like former office manager?

Do you find that you are often the 'go to' person when problems need solving, or when someone else in the office has an issue they can't resolve?

"During our 25-plus years in management consulting, we've seen many dental office employees we believe could have had a successful career in consulting," according to Moore. "So much so, in fact, that my business partner, Debbie Castagna, and I recently founded our own management consulting training program called 'The Consulting U'".

The Consulting U is an intensive, 12-day 'Masters' training program held over the course of 5 sessions in 10 months. Class size is limited to 6, and each class member receives intensive, one-on- one training from both Moore and Castagna in every aspect of successful management consulting, from how to set up your business, to the all-important how to get clients. Participants will also learn how to:

• Teach doctors to understand and take control of overhead.
• Conduct successful new patient exams, and results-oriented staff meetings.
• Make 'perfect' payment arrangements and implement 'foolproof' appointment scheduling.
• Structure a 'remarkable' and profitable recare department.

Only serious candidates should apply

The course is not right for everyone, the two say. Participants need to commit a significant amount of time to the process, and tuition is "similar to what you should earn on your first comprehensive consulting contract."

But the potential pay-off is significant as well.

"Many consultants start out by giving their services away almost for nothing just to get a foot in the door. Once that happens, the doctor expects to pay a lower fee than is appropriate, and it's awkward to ask them to pay more. We show consultants how to avoid that, and how to finally start earning the income they deserve."

• Completely self-assured in interactions with doctors and staff members.
• Comfortable with your credibility, your skills and your knowledge level.
• Proud of your expertise across a comprehensive range of office systems and protocols.

Do you have what it takes to be a successful management consultant?

The second class of The Consulting U begins in August of this year. First year participant Adele Reische calls the experience 'life changing':

"There is no way I would be doing as well as I am doing right now with Debbie and Virginia's program. It has truly changed the course of my career. I have finally stopped giving my services away for less than they are worth, and my income shows it. Debbie and Virginia's knowledge level is awe-inspiring, and their willingness to share this information with us is equally impressive. I would encourage anyone who is truly serious about a career in dental management consulting to consider The Consulting U."

Adele's first-year classmate Jan Keller is equally enthusiastic:

"I can't tell you how much I have gained bother personally and professionally with Deb Castagna and Virginia Moore. It is the best investment I have made in my career. Please contact them for more information, you will not be disappointed."

For more information on the program, or to speak privately with Moore or Castagna, please email or call them today.

By Teresa Duncan, M.S.

An implant practice is only as skilled as its dentist. The dentist is only as skilled as his or her team.

Take a step back and evaluate the skills of the team members involved in your implant case presentations. No doubt you will be able to immediately pinpoint your most and least knowledgeable staff members. Usually it is the administrative staff that has minimal experience with, or training on, implants.

However these are the staff members that will field the most questions from potential patients calling for appointments.

The ideal practice should have all auxiliary members operating with the same understanding of the basics of implant dentistry.

How do you help your team members learn more about implants? Here are three good ways.

1. Assign your dental assistants the task of explaining the criteria and considerations of placing implants to other staff members. This can take place during your next training meeting. You should be present during this meeting so that you can answer any questions that may arise.
   
   Use this opportunity to also assess your assistant's comfort level with the subject matter. If he or she is hesitant when explaining to coworkers, how are they handling patient inquiries?
   
   
2. Another proven method is to invite your implant representative to conduct a "lunch-and-learn" with your staff. The representative has financial incentive to get your staff up to speed so that more implant cases are performed at your office. They also have some wonderful models and learning materials that can be referenced at future training meetings.
   
   
3. Consider sending your staff to continuing education courses. The Association of Dental Implant Auxiliaries offers informative courses and certification programs. These courses are usually offered in conjunction with its parent organization, The International Congress of Oral Implantologists, so that you can attend seminars on the latest innovations in implant dentistry.