Jason Lipscomb, DDS
Paul Goodman, DMD
Jason
As a general practice grows, and the owner-dentist becomes more successful as a clinician and businessperson, there comes a time when some help is in order! Getting an associate can be a daunting exercise . . . so daunting, in fact, that many docs just don’t. On the other hand, many of us want an associate, but don’t recognize the factors that make associates successful.
Paul
It’s normal to want to share in the joy of delivering dental care day in and day out with a young dentist—mentoring someone in the fine art of dentisting (yeah, I made that up) and giving him or her the privilege of working Friday afternoons while you work on your golf game. We are here to help. Many dentists want an associate, but the real question is, do you need an associate? Let’s find out together.
Jason
As a true skeptic and Steve Jobs fan, I look at the problem first. What causes most associateships to fail? The big three causes that I see are (1) not enough production, or perceived production, for the associate dentist, (2) expectations are not voiced or are unrealistic, and (3) personality differences.
Paul
So, with that being said, let’s explore a scenario . . .
Jason
So, if you answered yes to the questions, and you want an associate and understand the pros and cons, start interviewing and feel free to reach out to us for help! What are some milestones that you need to reach before bringing on an associate? Given that an associate will probably want a salary that matches current trends, you will probably need to be collecting $750,000 with some growth trends to $1 million.
Paul
Your schedule should be booked out consistently by three weeks or more—remember, you will be eating for two soon. You refer out several procedures that could be kept in office. You should have a physical room, or schedule room, to accommodate another person.
Jason
You have a way for that associate to get new patients when the time comes. Most associates don’t have the magic skill to produce new patients. And, importantly, you are a realist . . .
Paul
As you hit those milestones, write down a list of what you want your perfect associate to be. Remember, human cloning is illegal in the United States, so you probably won’t be able to find an exact copy of yourself.
Jason
Your associate will have wants and needs too. A good associate will need a daily guarantee so he or she can pay her bills, rent, and nacho tabs. An associate usually sees new patients and does the most unproductive procedures initially, but you still need to pay the team when the associate is there. And remember, the associate is in a learning phase and cannot treatment plan, execute care, and manage patients as well as you can—you could not either at his or her age.
Paul
In conclusion, if you think you want or need an associate, then know your numbers! Generate reports on procedures and monitor referrals closely. Go to some local dental meetings to start interacting with young dentists. Associates can be awesome and last a long time, or they can fail in a few months and cause stress—kind of like dentistry!
Jason Lipscomb, DDS, is a general dentist in Richmond, Virginia. He has three offices and finds time to cohost the wildly popular Dental Hacks podcast. Dr. Lipscomb is also the Virginia representative for the Dental Transitions firm United Dental Brokers of America. This firm, located in Pennsylvania, helps dental buyers and sellers across the country. Your transition questions can be answered by contacting Jason at [email protected].
Paul Goodman, DMD, is a practicing general dentist and managing partner of a two-location group practice in Mercer County, New Jersey. He has a passion for helping dentists as transitions broker for United Dental Brokers of America and through the Facebook group Dental Nachos, which he founded. Dr. Goodman lectures nationally on dental implants, practice management, and practice sales. Share your favorite nacho recipe or contact Dr. Paul at [email protected].
