Examining and transforming your practice

Define your practice

A relationship-based, health-centered, comprehensive restorative dental practice is truly win-win for both dentistry and society. It permits practitioners to function at the highest level of clinical professionalism and personal guided toward discovering and accepting the finest levels of care and services.

Before exploring our consultation services, take a moment and think about your practice today. Does this describe your practice during the past month?

1) Most of my patients requested extensive dental work – very few asked for minimal repairs
2) I was able to frequently integrate my advanced clinical training into procedures
3) Most patients spent their personal money for my services – hardly any relied on insurance payments
4) Nearly 100% of my case presentations were accepted

Admittedly, answering positively to these four questions defines a mature, enjoyable practice. But if you have been unable to help more of your patients consider their longer-term health consequences, you may want to read further.

What is our practice model?

Are too many of your practice decisions motivated more by cost than effectiveness? Are your case presentations being dismissed or put off into an undetermined future? Is your insurance plan dictating the level of service you can provide? Are you finding it less enjoyable coming to your practice every day?

If these questions resonate, it may be time for you to explore ways to transition your practice toward a relationship-based, health-centered, comprehensive restorative practice model.

Let’s say those terms more carefully…

That’s the practice model we will be discussing.

If this is of interest, then our practice development team may be just what you are looking for.

Our consulting strategy

Every professional field has become immersed at a terrifying rate into an exceptionally aggressive and highly competitive marketplace. Health care providers are engulfed in exploding new developments and technologies.

Transitioning a family practice toward a fine, relationship-based, health-centered, comprehensive restorative practice model represents a far different challenge from just a few years ago.
When asked for practice development advice, the traditional answer for many years was to get more clinical training. The implication was simply, “build it and they will come.”

But this approach rarely works today.

It’s now known that behavioral sciences have a huge impact on the effectiveness and productivity of a dental practice. It’s been proven that even a modest improvement in behavioral skills can open a floodgate of new opportunities for a restorative practice.

Unfortunately, most of us have only minimal exposure to the critical nuances of behavioral science – that is, how to best help patients identify and accept complex multidisciplinary dentistry.
So that’s our focus.

We’ll help you and your care team identify and develop these critical behavioral skills. We’ll guide you toward functioning at a more authentic relational level. You’ll see patients responding more favorably and becoming receptive to listening and learning about how to improve their health and appearance. They will begin to see the value of more complex treatment approaches.

And as their acceptance of these procedures increases, you will have more and more opportunity to apply your advanced clinical knowledge. Your confidence and your business will grow. Your sense of competency will surge.

And with that, the joy of clinical practice returns!

It’s about creating a balance

The key to long-term success with your practice transition will be to create a balance between your behavioral and clinical skills.

As we help you learn more about the co-discovery process, you’ll find your treatment plan acceptance improving. The long-term health solutions you propose to your patients will be understood and perceived as important to them.

Our first step will be to deeply understand where you are today. We’ll carefully listen to what it is that you want to create. We’ll evaluate your strengths. We will help you assess where you are in your practice relative to your vision.
If it becomes mutually apparent that there is a good fit between our team and yours, we’ll create a unique and personalized growth plan to guide you to your goals. Our team will become your practice development partner.

We’ll help you learn and hone new behavioral skills so that you can put your hard-earned advanced clinical skills into effective, profitable use on a day-to-day basis.

Unique in the field of dental consulting

Our primary goal will be to help you make the best choices for yourself. When a practice is designed around this principle, everything else naturally follows.

Our recommendations will be based upon what you want and desire. We will be there to support and enhance your needs, goals and objectives.

You’ll find us carefully listening to you and your care team to gain a sense for how you feel and what you think about proposed changes. We’ll observe and discuss areas of apparent need. Specific recommendations will be structured around your time tables and budget.

We have no cookie-cutter solutions. There are no proprietary programs to lock you into long-term commitments. Just practical, experience-proven training and procedures that can be integrated into your practice.

Each member of our consulting team has had rich careers in their individual disciplines. This enables us to investigate and more importantly understand the unique challenges you are facing. Our practice development advice will be centered around these four critically important disciplines:
Advanced Clinical Training
Leadership and Business Development
Communication and Relationship Training
Professional Practice Marketing

As we progress, you’ll get assistance at critical moments with proven clinical training and implementation advice. You’ll be exposed to leadership techniques and solid business practices. You’ll learn how to professionally and honestly promote your practice to help qualified new patients actively and continually seek you out.

Facilitated learning techniques will help you learn to lead patients through a finely-tuned co-discovery process designed to significantly increase case acceptance rate.

And at the end of the day, our goal will be to help you advance toward a sustainable and profitable level of performance as a relationship-based, health-centered, comprehensive restorative dental practice.

Specific areas of training

These are the areas that our practice development team will focus on helping you accomplish:
• Safely and predictably transition your practice to a relationship-based, health-centered, comprehensive restorative practice… while maintaining your profitability.
• Create harmonious practice systems that accurately reflect your approach and personality.
• Predictably and profitably convert initial patient contacts into successful, long-term health-centered relationships.
• Safely transition your practice away from the negative influence of the insurance industry.
• Apply advanced co-discovery skills to organically create a powerful, easy-to-learn, and non-confrontational new patient process.
• Enhance and improve your digital intraoral and portrait photography—keys to advanced co-discovery.
• Select, develop, and lead your practice team using proven developmental tools designed to synergize your efforts and communication skills.
• Create principle-centered practice vision and mission statements to serve as the pillars of your future practice and lifestyle.
• Apply personalized niche marketing concepts specifically designed for the relationship-based, health-centered, comprehensive, restorative practitioner… concepts that build top-level practices without disrupting them.

It will be exciting to help you create and maintain the practice and lifestyle of your choice. The relationship-based health-centered comprehensive restorative practice model is certainly not for everyone.

But if you desire to move in this direction, you will transition towards practicing at a high level of clinical professionalism and personal satisfaction.

That’s our goal.

Co-Discovery practice development team

Paul Henny, DDS – Dr. Henny maintains an esthetically-focused restorative practice in Roanoke, Virginia, and is the founder and philosophical leader of the Co-Discovery movement. He has been a national speaker in dentistry, a visiting faculty member of the Pankey Institute for Advanced Dental Education and visiting lecturer at the Jefferson College of Health Sciences.

Dr. Henny has been a member of the Roanoke Valley Dental Society, The Academy of General Dentistry, The American College of Oral Implantology, The American Academy of Cosmetic Dentistry, and is a Fellow of the International Congress of Oral Implantology. He is Past President and co-founder of the Robert F. Barkley Dental Study Club.

He is a former teaching faculty member at the University of Kentucky College of Dentistry and the University of Washington School of Dentistry. Dr. Henny is a member of The American Academy of Cosmetic Dentistry, The Academy of General Dentistry and for the past many years has served as a consultant to dentists and dental education organizations.

Stan Kingma, Marketing – Stan offers the emotional-intelligence and business knowledge gleaned from multiple careers including marketing, sales, public speaking, engineering, music, photography and business management. He has owned the Kingma Agency for the past 25 years, a full-service marketing and publishing company in Roanoke, Virginia. He currently serves as its marketing director, photographer and business manager. Stan has worked with Dr. Henny and multiple dentists to create their marketing materials and web sites.

He is the former Vice-President of Marketing for Wheaton Industries in New Jersey; taught at Virginia Tech University; created and directed multiple musical groups touring and performing nationally and internationally; organized and managed multiple sales and civic events; worked as sales trainer in the direct-sales industry; received a patent as an engineer while employed at General Motors; received a BS in Mechanical Engineering from Purdue University; and perhaps most importantly, now lives a life aligned with his deepest values.

Let's Get In Touch

We look forward to working with you