Why are diagnostics described as only 20 percent of the dental case acceptance equation? Because diagnostics are clinically necessary but operationally insufficient on their own, and the other 80 percent of the conversion work happens in the marketing, selling, and follow-through that surrounds the diagnostic visit. The diagnostic appointment produces the clinical findings the doctor needs to build treatment options. Without those findings, no case presentation is possible. With them, the case presentation has the data foundation it requires. That makes diagnostics necessary. The 80 percent that diagnostics do not cover is the work of getting qualified patients to the diagnostic [...]