Times are hard, and nobody is pretending they are going to get easier in the short term. In spite of the Government's stated commitment to protect the National Health Service from the draconian spending cuts being imposed in other areas, it seems unlikely that NHS dentists can look forward to incomes even keeping pace with inflation over the next few years. When the 14 per cent increase in VAT is factored into the equation, it's not surprising more practices are seeking to expand their private work, or to leave the NHS altogether.
It's not only blighted career prospects which are prompting the NHS exodus. Many clinicians are equally frustrated by the limitations of the NHS treatment schedule, which inhibits their ability to offer their patients many of the latest remedial and cosmetic treatments. The last two decades have seen significant advances in diagnostic technology and clinical possibilities, and NHS dentists have been left, to a large degree, on the outside looking in.
Making a practice private is a big decision, especially in a period of austerity, and it's important to secure the financial future of the business by retaining as many existing patients as possible, as well as seeking to expand the patient list. Dentists, many of whom are their own principals, are clinicians by choice and businessmen by default, and so for most it's a wise course to invite the help of an experienced payment plan provider to help guarantee a regular cash flow.
As demand for their services has risen, the number of plan providers has also grown, and principals need to be aware that direct debit schemes to finance dental treatments represent a specialist market, and more recent entrants may not possess sufficient experience or familiarity with the industry to offer their client practices a comprehensive or competitive service. Consequently the choice of plan provider can make a real difference to a practice's success.
All dental practices differ in the services they offer and the demographic they serve, with a recent industry development being practices that specialise in cosmetic treatments. Patient payment plans must reflect the needs of the practice and its clientele, and so plans must be adaptable to suit the discrete circumstances of each business. The Dental Plan asks its client practices to fill out an initial questionnaire identifying the practice's precise needs and patient list profile to enable the appropriate plan to be installed from the outset.
The best plan providers deliver a great deal more than a direct debit payment scheme. Along with a free set-up package and staff training in plan administration, there should be quarterly visits from a regional manager and a keen awareness that the practice must succeed or neither partner will prosper.
After advising on direct debit payment levels and the treatments covered, the Dental Plan will monitor the scheme's progress as well as offering further training and CPD to every member of the practice team. Training is available online, one-to-one via the telephone, or through seminars to suit the needs of the partner, practice or individual.
Taking a dental practice into the private sector is not a passport to Shangri La; patients who pay for their own treatment are discriminating and demanding; it's also a more competitive market and a different marketing approach is needed.
From the patients' point of view, payment plans bring the quality of private dental care, whether routine or discretionary, within the reach of all but a very few by allowing the costs to become part of their normal household budget. While most plans will cover regular checkups and hygienist appointments, the best plan providers offer a range of options to ensure the scheme is as inclusive as possible.
No responsible dentist would cut corners in the surgery; the same uncompromising approach as that employed to maintain the quality of patient care should also be applied to selecting the practice's payment plan provider.