How should fees be presented when multiple doctors are involved in a complex dental case?
One fee, presented by one person. A patient hearing fees from three different practices on three different days, each preceded by overly technical discussion, will not commit to anything. The cumulative complexity overwhelms the decision. The fix: whichever practice has the most case-presentation skill closes the case, presents the total fee, and moves the patient into treatment. Ego goes away. The specialist may present the case if they are the strongest closer. The generalist may present if they are. Whichever one is the trusted lead presents one number for the whole case. Internal compensation arrangements handle who gets paid what. The patient sees clarity. Clarity converts.
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.
