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March/April Newsletter
Your Resource for Communication Skill-building and Relationship Issues
In This Issue
But That's Your Job!
Deeper Competencies
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Sandy Roth
DXR
Co-chair of AACD 
2010 Scientific Session

We encourage you to attend this year's American Academy of Cosmetic Dentistry Annual Scientific Session April 27th through May 1st in Grapevine Texas.


This year, Sandy Roth is co-chair of the meeting and will be presenting several programs that you won't want to miss!

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American Academy of Cosmetic Dentistry
 Greetings!

This is the time of the year when the weather changes, spring break and vacations become a focal point of conversation and we all get a bit distracted from the work at hand.

That is why we want to turn our attention to team members and two important issues that deserve our time and focus. As we continue to re-define our practices to become more viable, we naturally have to consider staff, their roles and the cost of keeping team members. Many of you have moved toward down-sizing your staff to make your overhead more manageable. And it is critical that each person fully take on their role and responsibility.

In the article But That's Your Job! we address the 800 pound gorilla in the room; team members who complain about the job they were hired to do and what to do about it. And in Deeper Competencies, we will examine why cross-training does not serve us very well.

While on the subject of teams, we encourage you to take advantage of our Workshop Teleconference sessions to help your group "retool". Book a session to work on Vision and Re-focusing, Goal Setting, Team Expectations and Accountability and Team Dissension, among others.

And as you are making your spring and summer plans, remember Sandy is also available to lead your PRACTICE RETREAT. Contact us to find out more.

Happy Spring Everyone!

But, That's Your Job!
by Sandy Roth

Several years ago, I visited with a practice that had made the decision to accept assignment of dental insurance. (NOTE: while this might on the outset appear to be another article about insurance, bear with me. It is about something entirely different.)  During the visit, we had occasion to discuss the problems the team was experiencing. One member spent several minutes ranting, literally ranting, about the aggravation she experiences around dental insurance. Her complaints: she spends hours on death-defying hold when she calls insurance carriers, the patients seem to think she is responsible for monitoring their insurance benefits, it takes forever to get paid and it is a lot of work to set up and maintain an effective monitoring system, there is too much complicated paperwork and too many insurance carriers to monitor, she is isolated in her office in the back, the job is boring and repetitious, she often has to come in on Fridays to catch up and no one else has to do that. Now that is a list of complaints!

This young woman was not making up any of these objections. They were all true for her. The problem was, however, that she had been hired as the insurance clerk. All of that was her job. She hadn't been hired to chit-chat with patients and entertain them socially. She had been hired specifically to handle insurance submissions and deal with the details to make sure the practice got paid as much as they were due as quickly as possible. In essence, she was telling the dentist, her team mates and me that she didn't want to do the job she had been hired to do. Case closed.

Now, I wish this were unusual, but it is not.  And while this is, perhaps, an extreme example of what I observe, it is more often the case than not. People are hired to perform certain tasks or carry certain loads or provide certain services then complain about having to do what they were hired to do.


Read on

Deeper Competencies
(or why we need to advance beyond cross-training)


Cross-training: one of the most poorly implemented ideas ever to be embraced by dentistry. It may be an effective training technique for athletes and, under certain specific circumstances, a useful corporate tool, but it has had terrible implications for dental teams. It has, in my opinion, shifted our expectations from deep competency to general ability in our employees.

In industry and the corporate world, cross-training is used as a motivational, training and investigative tool in which employees at all levels of the organization participate in a strategically planned process which exposes them to other areas of the business' operation. In this way, employees have a greater understanding of how the entire business functions and how the employee's unique role impacts every other department. A significant and intentionally targeted outcome is the greater appreciation for the challenges faced by those in other areas of the business.

In some cases, corporate planners use job-rotation as a tool for improvement. In these circumstances, employees actually shift into another person's role for an extended period - often six months at a time. Clearly this requires a broad array of skills and is very difficult to implement even in large organizations.

In order for cross-training to be effective, it must be carefully planned and part of the master plan. There must be great clarity about the objectives of this project and how it is part of the overall business plan.

In dentistry, however, none of these processes or guidelines are actually honored nor does dentistry fall under the typical corporate structure. So why is cross-training done in some practices and why is it a bad idea?

Read on

A final note.

We encourage you to attend this year's American Academy of Cosmetic Dentistry Annual Scientific Session in Grapevine Texas, April 27th through May 1st.

The Professional Education Committee, along with the entire AACD staff and leadership have worked very hard to raise the bar in professional dental education for both dentists, assistants, hygienists, patient coordinators, office staff, and lab professionals.

This year, Sandy Roth is co-chair of the meeting and will be presenting several programs that you won't want to miss! Visit the AACD's web site to learn about the programs.

We hope to see you there!

Sandy Roth and MaryBeth Head
ProSynergy Dental Communications