Why should the dental team review a complex case before the case presentation to surface remaining barriers?
Because team members often see patient signals the doctor missed and can identify barriers that would otherwise blindside the case presentation, leaving no time to address them. The pre-presentation review pulls together the relevant team members for a focused conversation about each upcoming case. The assistant who handled the diagnostic visit shares what they observed about the patient’s reactions, anxiety levels, and statements during workup. The front office team member who interacted with the patient on the phone shares early signals. The financial coordinator shares what they learned during financial qualifying. The doctor synthesizes the inputs and identifies any remaining barriers that could derail the case presentation: an unaddressed concern, an absent decision partner, a financial assumption that needs verification, a behavioral pattern that needs accommodation. When a barrier is identified, the practice can address it before the case presentation. Sometimes that means rescheduling the visit. Sometimes it means proactively reaching out to the patient with additional information. Sometimes it means small adjustments to the case presentation itself. The team review takes minutes per case and prevents many of the lost cases that would otherwise blindside the practice.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.