· Do I take my Case Acceptance Rate and remove the OBS patients from the number of exams?
· Remove OBS and those needing to see a specialist before we can start treatment (Interdisciplinary)?
· Do I count Scheduled Starts or Starts only?
The way we at Straight Wire Consulting explain it, is that the objective is to see how many of the convertible patients accepted treatment after the TC’s presentation. That’s what is going to evaluate whether the TC needs coaching or not. Are there patients capable of getting treatment choosing not to? The best way to determine this is by taking Starts & Starts Scheduled/Exams – OBS. In this formula, the OBS patients are removed because they are not ready for treatment and are not given a fee presentation. However, those patients needing to see a specialist (like an oral surgeon or periodontist or even their dentist for a cleaning) prior to starting the ortho treatment still count as treatment recommended because a fee is likely presented and therefore are just a “delayed start.” In many cases they become a Start within the month. Your treatment coordinator should be watching her new patients’ statuses and changing them as they move through the process accordingly. This is a much better representation of how many convertible patients are converting into patients of the practice. The average should be 85%, obviously higher in the summer months. Anything less than that would benefit greatly from coaching.