Orthotown June 2019 - 30

office visit

We have monthly training meetings where
we discuss simple things like sealants or
more complicated issues such as growth and
development. In the end, having everyone in
the office be knowledgeable about both the
pediatric and orthodontic specialties is the
key to success. It requires more effort, but
the practice grows as a result.

What led you to make the decision
to partner with a pediatric dentist,
and how did you go about choosing
one to work with?
After my purchase of the patients who
populated my current practice, I was personally delivering consultation letters to
Robert-something I do regularly when
new dentists appear attached to new patients.
I had a number of them from Robert and
the patients loved him and were very loyal.
We got to talking about his new spacious
office that was about 20 miles away from my
current office, and I wished to continue to
see patients of his. I mentioned to him that I
had experience working in other practices and
that the situation helps to reduce overhead
for both parties in addition to benefiting
overall patient care. I also showed him the

30

JUNE 2019 // orthotown.com

system that I use for referral of patients.
Behind the scenes and during the next
couple of months, he contacted many people
in my past practice area of Tucson, because
he earned his pediatric specialty certificate
in a residency there. Fortunately for me, he
got great reports about me and my treatment
results and reputation. We decided to forge
a business relationship.
As you know, most business partnerships
in dentistry don't go well or last very long.
My previous experience with Mark Donovan
was an exception to the rule. I think that
just like marriage, a business relationship
needs to focus on the same goal of keeping
clients happy-but each partner has to
have a different personality. Just like Mark,
Robert-or Robbie, as I call him-likes to
hunt and fish, while I like to sit on the beach
and golf. We have different personalities,
but we're both concerned about doing the
right thing for patients and getting it done.
We also have a somewhat low-key
approach to care. In other words, we present
the findings and give patients the options.
If framed well, most will opt to choose the
care that we suggest. We realize that families
need to make tough financial decisions



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Orthotown June 2019

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