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March 07, 2024
by Gabriele Maycher, CEO, GEM Dental Experts Inc. BSc, PID, dip DH, RDH: 

Don’t let flawed processes hold your team back from experiencing better efficiency, healthier clients, happier employees, and continued practice growth.

Challenge

My hygiene team has not embraced nonsurgical periodontal therapy, and as a result, a significant number of my clients still face active periodontal disease, even after years of coming to our practice. The prevalent approach among hygienists is a routine “cleaning,” neglecting the potential benefits of quadrant or sextant scaling to address client’s’ periodontal needs. Each attempt to address this issue results in pushback. Any suggestions?

Solution

Operating within distinct practice standards, hygienists face autonomy challenges. Hiring a hygiene consultant versed in evidence-based literature, standards, and ethics can aid constructive engagement. Choose a consultant who grasps your culture, challenges, and values, with a personality and clinical experience that suits your team. Their passion for your practice’s success is crucial. Consider these tips when seeking a consultant:

Scope and Background

  • Ensure the consultant’s scope aligns with your needs; opt for a hygienist or periodontist consultant to guide your team effectively. Those transitioning from roles like assistant or practice manager may lack the requisite scope of practice to effectively guide or instruct your hygiene team.
  • Validate their educational background for evidence-based teachings and understanding of provincial practice standards and codes of ethics rather than personal perspectives.
  • Seek consultants with higher training and experience levels than your team, paying attention to credentials.

Passion

  • Seek consultants who genuinely display passion for their work, evident in their voice and demeanor.
  • Recognize the power of positive energy in driving transformation.
  • Choose individuals whose contagious enthusiasm inspires and motivates your team, fostering eagerness to follow their lead.

Delivery Method:

  • Assess consultants on their capability to introduce practical systems for change that seamlessly integrate without creating mistrust among clients or imposing an undue burden on the entire practice. Recognize that change is challenging, and a methodical and gradual approach is essential to maintain team and client satisfaction, preventing any desire to jump ship.
  • Seek consultants who offer hands-on training and support alongside their recommendations.
  • Evaluate the practicality of their approach and its compatibility with your daily operations, ensuring a smooth integration into the existing workflow.

Testimonials and Track Record

  • Give preference to consultants boasting a diverse history of successful transformations. Be cautious if the promised success has only materialized within his or her own office, as this might not necessarily translate to the same success when working across multiple practices simultaneously.
  • Scrutinize testimonials for authenticity, and seek details on his or her ability to deliver superior, consistent, measurable, and reproducible results within your specific business model.
  • Evaluate the consultant’s commitment to long-term growth over quick fixes. Recognize that understanding the needs of adult learners requires a distinct skill set. And solutions focused on sustainability rather than expediency, are imperative for enduring success.

Return on Investment (ROI) or Earnings Before Interest Taxes Depreciation Amortization (EBITDA) Metrics

  • Choose a consultant who can clearly describe how he or she will deliver substantial value for your investment.
  • Clarify the anticipated timeline for achieving results. Understand the consultant’s projected end date and the duration of the engagement.
  • Assess the potential ROI and EBITDA metrics, scrutinizing the sustainability of the proposed changes.
  • Consider whether the implemented changes are sustainable post-consultant engagement or if ongoing services are necessary for the continued success of your practice.

In addition to these considerations, assess a consultant’s communication style, adaptability, and ability to collaborate effectively with your existing team. Efficiently finding the right match involves dedicating time to assess your top contenders, but the payoff will be a more effective, aligned, motivated hygiene team.

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