Focusing on key business areas and making a few adjustments will result in a more profitable practice....
When Steve Anderson and his then business partner, Walter Hailey, first started their consulting company, dentistry wasn’t part of it. They focused on a variety of other professionals, including attorneys, CPAs and bankers—basically anyone who had direct contact with customers. It didn’t take long for dentists to find them, though, and to see how their approach could help them grow their practices. That’s how Dental Boot Kamp and eventually the Crown Council was born.
The first dentist who attended one of their business courses did so based on a patient’s recommendation. He was so impressed he started telling colleagues they should attend as well. Dentists began to learn about the course via word of mouth, and Anderson was invited to present at various dental conferences, giving them even more exposure in the industry.
“We started getting more dentists so we created a separate program called Dental Boot Kamp. We ran that program for 15 years together all over the country,” Anderson said, noting Hailey passed away in 2003. “What really attracted dentists to us was our focus on engaging patients in meaningful conversations about comprehensive care, not just one tooth dentistry or what their insurance will cover. We had a formula that we used in other industries that fit very well in dentistry.”
The program was eventually rebranded to become Total Patient Service Institute. While dentists love the institute, many of them told Anderson they wanted more, and for him to create a place they could network and exchange ideas with like-minded dentists. That’s what lead to the Crown Council, which formed in 1995.
The Crown Council’s mission is simple: to help dentists create a culture of success. The group offers a variety of resources to make that happen, including conferences, video training for team members and webinars.
“We refer to Total Patient Service Institute as the restorative part of what we do. We work with practices to implement a system that will help them have a more patient friendly environment and better case acceptance,” Anderson said. “Then Crown Council is like the hygiene department and is where practices go to maintain a healthy culture of success. That’s what patients buy. The dentist and the culture that’s in the practice and the personal relationships they have with the dentist and the team.”
The Crown Council offers a positive environment and an outlet for dentists to share the best of what they do. When members get together, whether online or face-to-face, they focus on what’s working in their practice and what’s successful. There’s no complaining or negativity. They build on each other’s successes and share their best ideas to help everyone flourish.