01
The "Number Behind the Number" Concept
Imagine five dental practices. Each practice is 10% below its production goal this month. At first glance, they appear to have the same problem.
Free Guide
Production Is Down — But Why?
A Root-Cause Guide for Dental Office Managers, Practice Administrators, Dentists, and Practice Leaders
- ✓ The "Number Behind the Number" Concept
- ✓ Before You Investigate, Make Sure the Comparison Is Fair
- ✓ The Dental Production Pipeline
- ✓ Root Cause #1 — Diagnosis Is Down
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Inside the guide
What's inside Production Is Down — But Why?
A Root-Cause Guide for Dental Office Managers, Practice Administrators, Dentists, and Practice Leaders
02
Before You Investigate, Make Sure the Comparison Is Fair
Before sounding the alarm, add context to the numbers. A raw month-over-month comparison can be misleading if the underlying conditions were different.
03
The Dental Production Pipeline
Think about production as a pipeline. Every patient who ultimately generates completed treatment revenue had to pass through each stage of this system.
04
Root Cause #1 — Diagnosis Is Down
Start near the top of the pipeline. If less appropriate treatment is being diagnosed, there may eventually be less treatment available to schedule — and production will…
05
Root Cause #2 — Case Acceptance Is Down
What if diagnosis looks healthy? Move down the pipeline. Perhaps patients are being presented with treatment but fewer are choosing to move forward.
06
Root Cause #3 — Accepted Treatment Isn't Getting Scheduled
This is one of the easiest and most costly opportunities to overlook. A patient says "yes, I want to move forward" — but then says "I need to check my calendar.
Meet Kyle Summerford
Kyle has spent more than 25 years in dentistry. He started at the front desk, worked his way up to dental office manager, and became one of the most recognized voices in dental practice management.
As the founder of the Dental Office Managers Alliance, Kyle is focused on helping dental office managers strengthen leadership, systems, communication, team management, and daily operations through practical tools built around the realities of dental practice management.
This guide was created to help managers put the ideas in this guide to work in their own practice, one small change at a time.
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