Understanding the value of a treatment coordinator
Treatment coordination has become one of the most influential and most talked about changes in dentistry in the last five years. The benefits it brings to a dental practice are vast and can ultimately boost a practice’s income and profit.
Treatment coordination experts Laura Horton and Michael Bentley are both passionate believers in the vital role it plays, so to share their knowledge and passion, the duo is teaming up with Practice Plan to host a series of Business of Dentistry events focusing specifically on treatment coordination.
You have the option of attending Treatment Coordination Live! either on 1, 8 or 16 July. It has been designed to provide you with everything you have ever wanted to know about treatment coordination; how to put the treatment coordinator (TCO) role into day-to-day practice and why it’s so important in today’s dental world.
This hands-on, practical training day will see the duo playing the roles of TCO and patient and demonstrating first-hand best practice examples of how treatment coordination should really work, giving you lots of tips and advice that you can take back and put into your practice.
With heaps of practical experience, passion and enthusiasm, what this duo don’t know about treatment coordination really isn’t worth knowing. We took the opportunity to pick Laura and Michael’s brains to understand why it is so important and why building a relationship with your patients is paramount.
Building a solid relationship
Both Laura and Michael believe that the TCO role is fast becoming a pivotal role. Not only because it dramatically increases communication between you and the patient but also because it acts as the linchpin between the two and further cements the patient consent process.
The job of the TCO is to provide outstanding customer service to patients, to build a secure, trusting relationship with them and to provide them with a positive, value-added dental experience.
The duo believes that the key to building this type of relationship with your patients is the initial welcome they receive on your first meeting. First impressions count and what you do in the first few minutes of meeting a patient can make all the difference.
According to Michael: ‘The patient is king and good treatment coordination is all about being genuinely interested in them, asking open-ended questions and making them the sole focus of the conversation. This will all help you to build a genuine rapport with your patients.’
This one-to-one relationship is key, as not only does it result in them becoming more educated on proposed treatment plans, but it also helps them to make more informed decisions about the treatment they choose to have. You are then able to gain patient consent and your patients feel more comfortable and confident in the dentistry you are providing. Surely a win/win for both you and your patients.
Laura further adds: ‘An effective TCO can not only aid patient-to-patient referrals but also help to increase turnover in the practice. We have seen instances of turnover increasing by up to 40% within the first month of a TCO operating in practice.’
It’s clear that effective treatment coordination can not only help you to convert new patients and boost treatment uptake but can significantly grow your business. And, let’s be honest, who doesn’t want that!
Treatment Coordination Live! with Laura Horton and Michael Bentley takes place on either 1 July in Birmingham, 8 July in Heathrow or 16 July in Manchester.
For more information and to book your place, visit www.practiceplan.co.uk/events or call the Practice Plan events team on 01691 684135.