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E-xactly!

Hints, tips and techniques for advancing your
practice and making your job easier!

July 2007


Dear JILL,

Happy summer to everyone, we hope you had a wonderful and safe 4th of July.

The year continues to fly by for us, with our first class of The Consulting U set to graduate in October. (We'll tell you more about them all in our next issue.)

Our new class starts in August. Please call if you're interested in how to take your management consulting business to new heights of success and prosperity. We'd love to talk!

We're also proud to announce that we have been chosen by Dentistry Today as a Leader in Continuing Education for 2007. We have previously been chosen as Leaders in Consulting, but this is a new and much-valued honor for both of us. Thank you, Dentistry Today.

In this issue:
  • Managing Risk: Platinum Strategies to Protect Your Million-Dollar Practice
  • Susie Sarina: Financial Administrator Extraordinnaire!

  • Managing Risk: Platinum Strategies to Protect Your Million-Dollar Practice

    Linda Harvey, RDH, MS

    Risk Management issues can easily derail the best practice management program. Couple this fact with results from a National Patient Safety Foundation poll, where 42% of respondents believed they had been affected by a medical mistake, either personally or through a relative or friend.

    Patient complaints to licensing boards continue to rise, with fines and penalties easily exceeding $10,000. This trend indicates the systems and processes we have had in place for both risk management and patient safety have not met the needs of our patients or our clinicians.

    Is your practice as safe-guarded as you would like? It's never too soon to incorporate platinum risk management strategies that can safeguard not only your practice, but the profits you have worked so hard to produce. Read on for answers to some commonly asked questions about how to ensure you have risk management strategies in place in your practice before you need them!

    Q: What is the most common cause of patient complaints to a dental board about their dentist or the dentist's staff?

    A: Patients tend to file complaints against their doctor or staff when they feel their concerns or complaints aren't being heard. They may not be happy with the quality of their care, or the type of care they received. And since they are likely to have made a significant investment in their treatment, the results can be costly when they are unhappy. They want restitution. They want the doctor to 'pay' for not listening to them.

    Q: Are damages covered by a dentist's liability insurance?

    A: Not always, it varies by policy. Not all liability carriers cover complaints made to the licensing board against a dentist's license because the complaint does not constitute a lawsuit. Even if some of the costs are covered, other out-of- pocket costs for the dentist can still be enormous. In Florida, for instance, the maximum penalty is $5,000 per violation, but the dentist also pays for the cost of being prosecuted, and for any cost associated with required CE courses relating to the complaint. When facing any type of legal proceedings, it is wise to have legal representation. This may be an out-of-pocket expense in addition to any time spent away from patient care while attending to the details of the complaint.

    Q. You say there are six main areas in a practice where there are underlying risk management considerations. What are they?

    A. They are:

    1. Operational. Risks resulting from your core business practices including clinical risk. This category includes all the critical operational aspects of your practice, such as patient records, coding and billing practices, and office policies and procedures.
    2. Financial. Risks associated with the ability of your practice to make money and remain fiscally sound. What do your monthly, quarterly, and yearly financial reports tell you? Have you identified any trends regarding overhead, billing, or collections that need attention?
    3. Human capital. Risks related to your staff, encompassing recruitment, training and maintenance of these individuals. With an ever-changing workforce, employee-related risks continue to grow. Consider possible employee-related risks ranging from property or identity theft to embezzlement or employment-related lawsuits within your practice.
    4. Strategic. Risks associated with external events and trends that can impact the growth and value of your practice. Does what is happening on Wall Street affect your practice? How? What about trends in your local dental community?
    5. Legal and Regulatory. Risks associated with state and federal rules, regulations, and statutes affecting dentistry. If an auditor, state regulator, or federal agent appeared at your doorstep, is your documentation up-to- date? How will you prove you are in compliance?
    6. Technology. Risks resulting from rapidly evolving technologies and equipment, biomedical products, computers, or teledentistry. Is newer always better? Consider the impact that new piece of equipment or software will have on your practice (beyond the bottom line). Poorly maintained and operated equipment can provide a costly lesson. In the case of electronic equipment and devices, security measures must be addressed.

    Adapted from Ching, W.R.H. 2004. Enterprise Risk Management: Laying a broader framework for health care risk management. In R. Carroll, (Ed) Risk Management Handbook for Health Care Organizations, 4th Ed. (pgs. 3-14). San Francisco, California Jossey Bass.

    Q. You recommend that practices implement a 'no losers' policy to ensure a culture of safety. What do you mean by that?

    A: A 'no losers' policy refers to the fact that everyone in the office should feel they are on the same team, and that no one should feel like a 'loser' when an unexpected incident occurs. The object of developing a culture of safety is not to place blame on each other, but to develop teamwork strategies that translate into patient safety strategies as well. By the same token, a team member should not be made to feel badly for identifying an opportunity for improvement within the practice. Everyone should feel safe within the team environment to freely admit a mistake as well as contribute ideas for improving patient care. The culture and philosophy within a practice ultimately drives risk management and patient safety endeavors.

    Q: What other Platinum Strategies do you recommend?

    A: Proper documentation is key. For instance, subtle differences in the words we use when documenting treatment can make a huge difference in successfully defending a patient complaint, if it ever comes to that point. But we have to teach our team members how to capture and document this information correctly and consistently. Just because lengthy progress notes are kept doesn't mean they are of proper quality.

    Communication patterns should be consistent as well so that all team members are conveying the same message. Your team should use the same phrasing and wording when discussing treatment so that patients get consistent and coordinated explanations. This is even more important if a patient related mishap or incident occurs. Good communication skills also help us pick up on subtle messages patients may be trying to tell us - the kind that lead to complaints when they go 'unheard'.

    Remember, when a patient makes a complaint to the licensing board, regardless of how frivolous, the dentist will be required to provide a copy of his/her records to a peer review panel. This panel may decide the treatment met the standard of care, but the documentation is below par. Without adequate and consistent documentation, the chances of disciplinary action skyrocket.


    About the Author

    Linda Harvey, RDH, MS teaches dentists how to protect their million-dollar practices through effective risk management and patient safety. She works with dentists in multiple states who have been reprimanded by the dental board. Linda presents, writes and consults in the areas of risk management, patient safety, health literacy and regulatory compliance including HIPAA and employment law. Her company was the first private company approved by the Florida Board of Dentistry to provide risk management, record keeping and ethics courses in disciplinary cases.

    Linda holds licensure in both healthcare risk management and dental hygiene. She combines these unique credentials to show clinicians and other practice management consultants how they can help clients significantly reduce risk and legal liability.

    You can reach Linda by email at Linda@LindaHarvey.net, or visit her website.


    Susie Sarina: Financial Administrator Extraordinnaire!
    Susie Sarina July 2007


    An introductory note from Debbie Castagna: It's so exciting to see Susie's interview in this issue of E-xactly! I've been working with Susie at Dr. Ellington & Hulbert's office in a consulting capacity since June of 1996. I've never known a group to be more committed to becoming better and better! Susie has taken the role of Financial Administrator seriously. She gets it. She is a perfect combination of empathic listener, terrific communicator, and a professional who understands the job at hand and the results expected of her.

    It has been an absolute delight to watch her take this role on with such success. Thanks for contributing Susie. Virginia and I appreciate it!


    Susie Sarina, is the Financial Administrator for Ellington & Hulbert Family Dentistry, located in Potomac Falls, Virginia. She has been working with insurance companies and arranging financial plans for patients for over 17 years, and her experience and advice is valuable not only for patients, but for other Financial Administrators as well.

    Q: What makes a good patient financial coordinator?

    A: First and foremost, they must be a good listener. They should know how to make the patient feel comfortable discussing financial issues, and not be afraid or embarrassed to talk about money. They should also recognize that every person is different, with a different ability to pay, whether that is $100 or $10,000. There is no 'one-size-fits-all' solution.

    A good Financial Coordinator also works hard to help the patient understand the importance to their overall health of completing recommended treatment in a timely manner.

    Q: Is the doctor involved in the financial discussion with the patient?

    A: No, not usually. The doctor diagnoses the patient's dental needs, and then decides on the best treatment options for the patient, which is known as a treatment plan. This diagnosis generally takes place during the patient's initial visit, then the treatment plan is presented by the doctor at a second visit.

    Once the patient understands and accepts the treatment plan, we - the patient and I - start the process of dealing with financial and insurance issues. We encourage the patient to bring family members to this appointment to help them in the decision-making process.

    Q: But what about the patient who says, "I just can't afford it right now."?

    A: That's where good listening skills come into play. Empathy is also important. I understand that the cost of treatment can feel like a financial burden, but we have many options we can offer, from in-house payment plans (generally 3-4 months maximum), to outside financing through third parties like CareCredit. Bank loans are also a possibility I explore with patients, if that's an option for them.

    Q: What about insurance benefits?

    A: By the time the patient sits down with the doctor to discuss the treatment plan, I will have contacted their insurance company and be well-versed in their coverage, including things like flex spending accounts, or pre-tax dollars offered through their employer. I even work with some patients to put money aside for the following year.

    Q: How does it make you feel when you've helped a patient find the best financial solution for them so they can move ahead with their treatment?

    A: It's very satisfying, because I know I have not only helped the patient get needed dental treatment, but helped my doctors continue to run a successful business as well. It's a win-win for everyone!


    Where?

    Who in the world is talking about The Practice Source books today?


    Will you be a member of the next class of THE CONSULTING U?



    Everything You Need to Advance Your Consulting Business

    Don't forget! The next class starts in August. Will U be in it?


    Thanks to Susie Sarina (see article below) for reminding us what it takes to make a great patient Financial Administrator.

    Susie uses her natural skills, plus the advice contained in our training manual, "Perfect" Payment Arrangements: Profit Driven and Patient Pleasing Guidelines to Ensure a Successful Outcome Every Time.

    Order today and save $20 off the regular retail price of $99.


    Use the same training manuals the professionals do!

    THE DOCTOR AS CEO


    Including:
    1. Take Control of Your Overhead
    2. How to Assemble A Winning Team
    3. The Solution Forms Kit (with customizable CD)

    THE ULTIMATE STAFF


    Including:
    1. The Comprehensive New Patient Experience
    2. Making Meetings Work
    3. Foolproof Appointment Scheduling
    4. The 1-2-3 of Remarkable Recare
    5. 'Perfect' Payment Arrangements

    Recommended Resources

    Bent Ericksen & Associates

    Berning & Affiliates

    Dr. Charles Blair

    CareCredit

    Susan Gunn Solutions

    Matsco

    Mary O'Neill, MA, MFT

    Valmont Research



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