• Philosophy in clinical diagnosis, including radiography review.
• Completed, recommended but not completed, undiagnosed.
• Case acceptance.
• Recall for completion of accepted treatment.
• Procedural mix and clinical proficiency in non-referred treatment.
• Growth opportunities in referred treatment.
• Legibility and thoroughness of patient records.
• Conservative/moderate/aggressive treatment planning.
Billing and Collection
• Consistent and current financial arrangements.
• Provide payment options (cash, credit/debit card, internal
payment programs, outside financing solutions, checks, etc.).
• Fee schedule – most recent increase, state
reimbursement rates, peer-competitor rates.
• Obtain accounts receivable aging (30, 60, 90 days, etc.)
and historical monthly average aging.
• Review accepted insurances/PPO/HMO/capitated
programs/fee for service.
• Transferability of accepted insurance contracts
and/or managed care plans.
• Are patients pre-scheduled three to six months
ahead in hygiene recall?
• Is the doctor’s schedule 70 to 80 percent booked
two weeks out?
• Does the current schedule allow time
for emergency treatment?
• Are there gaps in the current schedule
(doctor or hygiene)?
New Patient Flow
• Average total per month – contrast the number of exams in the schedule to the number represented by the seller/broker.
• Source of referral – determine how and what forms of marketing are utilized:
• Internal – staff or patient incentives, such as gifting, discounts, giveaways.
• External – direct mail, print, radio/TV, webpage, social media, affiliated groups, such as community, religious, social, etc.
• Attrition – create a plan to bolster new patient flow for loss recovery