2006 - what’s happening
when and where
Page 8-9 Special Feature
with the help of
Page 12-13 Oral-B
What are you worth?
Page 19 Essential reading
The new look
is brought to you
Welcome to 2006 and a brand spanking new-look Networking magazine. It has been a long
time coming but thanks to the enormous support provided by our partners Oral b and the
creative wizardry of Integra Design we are proud to finally launch a magazine that reflects
the modern, energetic and diverse face of 21st century dental practice management.
We all know how isolating being a practice manager can be; you’re the one who must have
all the answers and solve all the problems and that’s quite a burden to carry. Well, let us
lighten your load. Find out more about our telephone and email support service. At the end
of a simple “send” instruction are hundreds of colleagues waiting to offer you help, advice
and support. On page five read a few of the questions posed to us recently and be inspired
to send through your own.
Only a few months into the year and already conference season is beckoning. First off the
block is the BDA conference and exhibition in May. We are highly excited about the diversity
of speakers and topics throughout the event and on page eight have chosen some of the
highlights we would recommend you don’t miss.
Speaking of don’t miss, on page nine we wet your appetite with a brief reminder of our own
conference in June titled, Success without Stress. Not only can we guarantee two days of
fun, motivation and interest but we have probably the BEST early bird booking incentive that
you could ever imagine!
The start of a new year means a revised pay scale for dental practice managers so page
nineteen features what we believe to be the relative remuneration for the four levels of
management according to team size. At the BDPMA seminar at BDA in May we will be
discussing the implications that the diverse role of practice management has on remuneration.
Introducing the brand new Rewards, There is so much to talk about and so much to do; we’re all busy! We hope you enjoy this
a loyalty programme designed exclusively for the dental profession. new era of Networking and would really love to receive your comments on the issue so
please take just a moment to drop us a line and let us know what you think.
Best wis Bridget
Register with Oral-B Rewards today and you will be entitled to collect points on any Oral-B purchase*. These points can then be
We think it is great…we continue to stride forward on your behalf.
redeemed for great gifts, starting right now.
Just think, very soon and for very little effort, you could place a stylish new magazine rack in your waiting room. Or get a lovely
leather wallet, perfume or designer sunglasses – on us! Chairman Events Co-ordinator South East Regional Co-ordinator
Bridget Crump Vicky Stanbrook Kat Michaels
ddi 01579 325740 w 01579 342348 w 0208 4493411
How to get started: w 01579 342348 m 07916 121391 m 07957 661116
m 07974 657202 e firstname.lastname@example.org e email@example.com
1 register 2 order 3 tell us 4 redeem Membership Co-ordinator Devon & Cornwall Regional Co-ordinator
Hon Vice President Chrissie White Maggie Williams
You can start collecting Order your Oral-B products Detail your Oral-B Redeem your points Sheila Scott w 0117 9777181 w 01392 251105
points today by registering in your usual manner from purchases on your Purchase online or post a Rewards w 01997 421644 f 0117 9405633 m 0777 999 2410
at www.oralbprofessional. your preferred supplier. Confirmation form. Redemption form to us. m 07974 180366 h 0117 9609766 e firstname.lastname@example.org
co.uk /rewards. e Sheila@endhoose.demon.co.uk e email@example.com
The Westcountry Regional Co-ordinator
Secretary Assistant Events Co-ordinator (Gloucestershire, Somerset & Wiltshire)
Polly Toms Teresa Witchell Wendy Vass
If you register with Oral-B Rewards before 28 February 2006, we will credit you with h 0208 2889032 w 01454 281519 w 01454 777193
10 free points in your account to get you up and running. That’s a third of the points
you will need to get a book voucher, photo frame or jogging radio – all just for registering.
m 07788 440472
The Midlands Regional Co-ordinator
m 07783 671830
FREE So visit www.oralbprofessional.co.uk/rewards today to register
Settin wstandards o e e
excelle in practice managemen
SettingPatricia Grantham of excellenceSouth Westract Regional Co-ordinator nt
excellenceAlison Harrington e ma agement
in practice manage
Amelia Bray 0115 950 8260
w 01579 350831 f 0115 947 5385 w 0131 337 3936
h 01752 225575 e firstname.lastname@example.org m 07793 963 084
*Terms and conditions apply, see website for details.
m 07775 626354 e email@example.com
e firstname.lastname@example.org North West England Regional Co-ordinator
BDPMA TEAM CONTACTS
Regional Manager w 01606 782880
Debbie Moulding e email@example.com
h 0151 3342314
f 0151 3430643
m 07831 393705
Getting well co-ordinated! When it’s an emergency...
As a member of the BDPMA are you aware of the raft of benefits your membership entitles you to and
do you take advantage of them? Our telephone and email support service, operated from our head
Saturday 4th February 2006 was an historic Henry Schein is proud to be working with office every working day of the year from 9.00am-5.00pm, is a tremendous service that aims to:
day for the BDPMA because it was the first the Faculty of General Dental Practice
s Facilitate and circulate information and advice
time our six regional co-ordinators had met (FGDP) on the Key Skills in Primary Dental
news together for a day of training and
The day was led by Bridget Crump,
Chairman of the BDPMA who was
Care package. Henry Schein has provided
sponsorship to the “Medical Emergencies”
section of this unique programme, helping
all the dental team become competent in
the management of medical emergencies.
s Provide a platform for practice managers, who are primarily alone in managing their ‘businesses’,
to sound off and bounce ideas around
s Be a receptacle for issues and queries from members and to exploit the huge network of support
we have available to determine the right solution
s To offer a friendly ear, some well needed support and if possible, a helping hand MEMBERS
supported by Business Coach Dave Scarlett
Whilst members who use the service find it very useful, we would love more of you to
and BDPMA executive members Chrissie The Key Skills In Primary Dental Care
capitalize on it and with the advent of email, it couldn’t be simpler or faster.
White and Debbie Moulding. The team package provides guidance essential to the
The first Regional whole dental team on seven key areas: So if you need to bounce around an idea, get some advice or are just stuck for a solution, drop us am
Co-ordinators meeting email and we’ll be back to you in a jiffy!
on 4th February s Clinical record keeping
Batch numbers Getting inventive
Back row left to right: s Infection control
Chrissie White, Grazyna
in local anesthetic with staff incentives
s Legislation and good practice guidelines purchasing incentives by companies such as
Dickerson, Kat Michaels,
Bridget Crump, Dave s Medical emergencies Dent-O-Care and CTS) for each electric tooth
Scarlett s Radiography brush sold during the month. The vouchers go
Front row left to right: s Risk management and communication “Her principal wants to keep a “Does the BDPMA (or any members) into a pot and the collective total is divided
Alison Harrington, Wendy equally amongst the team at the end of the
s Team training computer record on each patient’s have any details of incentive schemes
Vass, Maggie Williams,
notes of the batch number each time for staff. They need to be fair and period regardless of the team members’
The medical emergencies section ensures salary or position. Our aim is to engender a
he uses LA. (They have Exact by SOE) easy to calculate”
participated in a variety of exercises all staff are able to treat a collapsed patient in whole team approach instead of "I closed the
The associate thinks this is overkill Sue Bird,
aimed at improving the quality of the general dental practice environment and Practice Manager of Bristol Orthodontics sale" or "I recommended the brush".
and they don’t have to record the
communication and execution of your can demonstrate evidence of necessary batch number each and every time… Currently, Polly Tom's is the only one on a
regional events and all left feeling positive, relevant training. In particular, the section what do you in your practice?” Thank you for getting in touch regarding bonus scheme in her practice. Polly receives
invigorated and confident of their helps staff demonstrate competence in CPR Cheryl Keep, incentive schemes. I have included in this an extra monthly payment, which increases in
contribution towards the ongoing success and potential use of available drugs in the Brook Vale Dental email suggestions from two practices that line with the practice’s gross takings, to
operate quite different schemes. encourage her to follow up implant treatment
of the Association. practice during a medical emergency.
Dear Cheryl, plans and other avenues that may result in
Thank you for your enquiry regarding At The Smile Centre we currently offer two
Children - facing a major
incremental business. Polly is planning to
recording batch numbers on Local incentives. The first relates to the achievement introduce a similar scheme with a common
problem with new NHS
Anaesthetic. (LA) For the most current answer of the BDA Good Practice scheme. structure for other members of her team.
regarding legislation on batch number
Whilst we are sure that the purpose of the Polly’s practice also puts 5% of the monthly
recording I would recommend you contact
scheme is to encourage practice teams to profit from sundries-selling into a kitty to
your principal’s Dental Protection Agency.
work together towards its achievement, in provide a meal/social night out every three
The Dental Practitioners’ Association has I can understand why your principal wants to reality the responsibility for realizing this months whilst vouchers from CTS, DHB etc
identified two major problems with the new do this and I believe that once the associate award (and in fact many other similar are shared out amongst the team at Christmas.
sees how simple it is he will be more awards) is largely due to the efforts of the
NHS dental contract due for We are also aware of an attendance bonus
understanding of the benefit to the practice manager working crazy hours and becoming
implementation on 1st April that may result scheme that offers one week’s additional pay
and the patients. As users of Exact software even more indispensable because she or he
in the withdrawal of large numbers of and recorders of batch numbers we can say for each year of service, up to a maximum of
is the only one who really understands the
children from the NHS. with confidence that the procedure is simple processes and systems. Sure this approach one month. Any sickness taken during the
to implement and operate. puts a certificate on the wall but in reality it year is deducted thus encouraging team
The first is the failure of most Primary Care members to maintain high standards of
only serves to create a vulnerable business
Trusts, in discussions with dentists that are I assume that they are using a code for the attendance.
Henry Schein is dedicated to the continuing where personal responsibility is absolved.
due to end on 28th February, to modify the administering of LA. Simply attach a custom
advancement of UK dentistry and considers I hope that this is helpful.
contract in such a way as children can screen to this code and then each time they Our team discussed a different approach. To
the key skills concept an integral part of use a cartridge, they can select what type of create a sense of ownership and an under- Ed If you have introduced any successful
continue to be seen on the NHS. The everyday general dental practice, providing a LA has been used and also record the expiry standing of procedures amongst the entire incentive schemes we would love to hear
second is an assumption in the contract framework that will help dentists achieve a date & batch number. We even go as far as team (including the associate), we divided the them and share them with colleagues. Email
that children must attend on average twice quality standard endorsed by the FGDP having the nurse read the expiry date out project into parts and awarded several small your contribution to firstname.lastname@example.org
a year, which will lead to a 40 per cent (UK). Henry Schein strives to provide the loud to the dentist as she hands him the LA. teams one or two sections each to tackle.
increase in the work dentists are expected highest service of care to UK dentists and This gives the patient the confidence to know
Upon achievement of the award we plan to
to do on children, within the same budget. that you are checking.
supports the opportunities that allow dentists remunerate every team member with a £200
For further details on this topic, please to offer their patients the same high I hope this is helpful and good luck winning bonus payment. The same rate applies for
standards. the associate around! each team member regardless of their
current salary or hours of work because their
For more information on Henry Schein, Ed SOE is one of the most widely used
contribution towards the achievement of the
software packages in our industry and with so
please call 08700 10 20 43 Or visit award would have been equal.
many of our members using the package you
are sure to get a positive response to an In our second example, we offer a £5.00 M&S Send your question to
enquiry regarding its functionality. voucher (the vouchers are those provided as email@example.com
TAKE YOU FORWARD
OR HOLD YOU BACK...
THE CHOICE IS YOURS!
We make decisions every moment of every day and sometimes
they can change the very nature of our lives. Christine Stephenson
talks from experience about the possibilities created and forsaken
by the decisions we make.
Christine is Managing
Consultant of CS Training I believe life is full of defining moments; speech and you might be surprised to have any beliefs that hold you back and the choice is yours. So take a few
& Consultancy Services moments when we make choices that know that whenever I thought about it my limit what you do in life. Or do yours take moments now to
Without my decision to
and specialises in forever change the path we take. They can heart rate went up from about 130 beats you forward, build your confidence and reflect on where
leave I would never have
management and be as big as getting married, moving home, per minute to about 160. (At least thinking enable you to take opportunities that create your choices have
become an Investors in
leadership training. or leaving a job or smaller choices like how about the conference helped me burn great experiences and memories? taken you and will take
People Assessor, never have
She will be presenting we respond to specific events, even calories!) you. Will they hold you
I am not afraid of making big choices. The become proficient in conducting
a session on whether we say hello to someone on the back or take you forward?
I did two presentations at the BDA, the first reason I resigned from my last employed occupational personality profiles,
Leadership at the street or not. Some people struggle with What goals do you have,
of which I really enjoyed; mainly because a position 10 years ago and set up my own and never have had the privilege
BDPMA conference the concept that they are responsible for how motivated are you to
great group of people turned up and they consultancy was because I was told by my to train thousands of people. I
on June 17th 2006 the choices they make but to me life is a achieving them, what
were loads of fun and I was talking about then manager that I may have leave would never have coached
bit like having a fantastic car, it is a shame barriers might hold you back
Learn more about something I am passionate about – cancelled at very short notice; even executives and managers across a
to leave it in the garage because you think and what positive beliefs will help
Christine at inspiring leadership. on the day before I was due to take it! wide range of companies or gone back and
it might get scratched or stolen. you overcome those barriers? What will life
www.cstraining.co.uk worked with dental practices once again
The one later in the day was quieter and The decision he took to tell me that and be like when you have achieved your goals?
When I was asked to present at the BDA culminating in my presentation at the BDA
shorter as I was supporting another speaker. how I responded changed my life forever When you look in the mirror after achieving
conference last year it was a big choice – conference. There are many new friends I
I made some mistakes, I overran and didn’t and enabled me to move forward and your goals – what sort of person will you
I had never presented to a large group of would never have met if I had not made
know where to sit, thought I had to pass experience some wonderful achievements see? How will you feel?
people before and I had previously turned that decision.
the body microphone over and I didn’t. since; ones that I may have otherwise
down the opportunity to speak at a We make choices all the time so before
missed. Who would have thought it – On a more personal level I would never
European conference ten years before Well, I learnt a lot during that presentation you make your next one just take a breath
definitelya fantastic outcome from a very have climbed over Sydney Harbour Bridge
because at the time I believed I wasn’t which will put me in good stead for my to consider whether you are saying yes or
negative experience? Some things take you or up the Mayan pyramids; never walked
confident enough. It was a great next opportunity and the thrill of the first no to success?
forward and others hold you back – over hot coals, held a snake or gone deep
opportunity that my refusal relegated to presentation carried me buoyantly through
sea diving. (By now you must be thinking
the realms of “if only” and “what if.” the imperfections of the second. I have a
she is crazier than I thought). All the things
fantastic memory of the day and I am so
This time though I decided to say yes. that I have done have been goals that I
glad that I made the right choice – to say
I had heard a story about fear, that it is the planned to achieve, positive decisions I
yes. I am delighted that I have been asked
same emotion as excitement but is just have made. (Except walking over the hot
to speak at the BDPMA conference in June
interpreted differently. So I decided that coals, that was a spur of the moment
this year; I just can’t wait to do it all again.
every time I felt nervous or afraid when I thing!) And whilst you might be thinking
thought of the conference, I would imagine I learned a lot from that experience which I that I may have done those things anyway;
it was excitement. Whilst I was at the gym would like to share with you now. Just take you never know.
Sydney Harbour Bridge - not for the faint-heated!
I would think up ideas for the conference a few moments to consider whether you
Great Practise for Success without Stress
Is your Practice
occurring within our own industry, let alone conditions and their likely impact on dental encourage you to book your place by
2006 BDPMA Conference Manager a great one?
the macro-environment called the market practices. If you participate in strategic March 31st and take advantage of our
The 2006 BDA Conference and AGM: 16-17 May 2006
place, we must all continually re-evaluate planning, this seminar may prove highly unprecedented early bird offer. The Good
If so, nominate them
17-19 May 2006 inclusive
our contribution and that of our practices. advantageous. Employment Law Handbook by the Law for
for the BDPMA Practice
It doesn’t matter what your strengths and Business Corporation (LBC) is truly an
Later on Friday afternoon the Dental
Manager Award 2006!
weaknesses, the diversity of the 2006 BDA The BDPMA Conference comes exceptional offer. The handbook is a highly
Technicians’ Association hosts a topic we
The BDA Conference promises programme means every delegate will leave with a fabulous venue and comprehensive document that we are
are all interested in: teamwork! Achieving a
to be a super event offering more enriched than when they arrived. great speakers - says BDPMA positive will prove to be essential to you.
culture of support and understanding that
a wonderful opportunity for Conference Organiser Vicky Or so the banner screamed
From a comprehensive list, I would facilitates productivity is the holy grail of It is through the generosity of our partners
personal and professional Stanbrook on our latest flyer in the
recommend the following seminars for every manager. Everyone has their own at Oral B that we are able to offer a limited
enrichment - says BDPMA March issue of The Dentist.
practice managers: idea of how to build a great team so take number of these handbooks valued at
Chairman Bridget Crump The new-look BDPMA award
the opportunity to find out how the DTA £250 each so make your decision the right
We would obviously love you to join us on The 2006 Programme - Success without really is the essential way for
suggest it can be achieved. one and book your place at conference
Thursday morning (or Friday and Saturday stress - Be inspired to lead and motivate principals, associates and the
As dental practice managers, we tend to afternoons if Thursday doesn’t suit). Whilst During Friday afternoon there are rafts of your team - offers members and non team to recognise your worth
work in a constrained environment that can we have previously communicated a great speakers delivering a prescribed amount of members alike the opportunity to see, For anyone who is concerned about
So often, the PM is the one who
limit our scope for growth. Often as the deal about the results of our 2005 national their own reality in the Hot Tips programme hear and learn from some of the finest attending the conference on their own, fear
ensures the rest of the team remains
only manager in the practice we have no survey, in this forum we will talk more which provides the perfect chance to hear motivational speakers in the country in one not! Executive members Debbie Moulding
constantly motivated and inspired so
one to bounce new ideas off and no about its implications: what are PMs doing, real people talk about their experiences; the of the most stylish conference venues, and Chrissie White have a welcoming party
mentor to learn from so any event that what is preventing many of them from problems they faced and the solutions they Tortworth Court in Wotton-under-Edge, in and buddy system arranged so that you
challenges our beliefs, encourages us to undertaking the sort of role we know they applied to overcome them. Sharing ideas is Gloucestershire. never feel isolated or alone and the format
question beyond our usual boundaries and should be and what are the implications on a wonderful way of making you feel less for the two days is such that
that introduces us to other, like-minded their remuneration? We would welcome isolated and may even provide you with you will meet and make new
colleagues has got to be looked upon as a your candid views on these and any other that Eureka moment when you discover a friends almost before your BDPMA
great prospect. issues you feel strongly about regarding solution to your own practice issue! first glass of wine hits the
dental practice management at large. back of your throat. We really
The 2006 line up provides another full On Saturday, the British Dental
look forward to seeing you all
programme of seminars and events across Half the battle we face in creating and Receptionists’ Association focuses their our award affords an opportunity for
in June and know that we
a diverse range of topics supporting the maintaining a thriving and profitable practice seminar on inclusion. Thriving commercial the PM to be recognised, applauded
will all enjoy and benefit
breadth of skills the successful practice is building a great team of motivated people practices must call on all team members and appreciated. Whilst you may not
from our time together!
manager must have to run an effective and so we suggest you don’t miss Marcus to enhance their skills and contribute in a think of nominating yourself (blowing
dynamic practice in the 21st century. Child’s seminar on improving motivation. variety of ways that perhaps traditionally our own trumpets is never one of our
We all suffer the affects of long hours and were not expected of them. Considering the strong points) dropping a few hints
It is said that there is no greater constant in
gruelling schedules so this seminar offers skills of the receptionist and how they can Tortworth Court when the flyers hit can’t hurt and there
life than change and with all the changes Gloucester
you two rewards: firstly it will give you a be developed to enhance patient care for are other benefits too like:
much needed and deserved motivational lift the practice at large is of interest to all By now you will have received your
s £500 for the Practice Manager
and secondly it will inspire you to do the practice managers. conference invitation but have you taken
same with your team. action? In case you haven’t yet read s A 3MTM ESPETM EliparTM FreeLight 2
Wow! - see what I mean? So much to
Christine Stephenson’s earlier article about LED Curing Light for your Practice
Two huge benefits from one simple seminar; choose from and so little time. The BDA
making the right decisions, we would
worth the investment in time we’d say! conference is such a great way to get s Recognition for
inspired, get supported and to get out and your whole team
Determining your practice’s long-term
about. We know your time is limited. We, through PR in
strategy can be mind boggling. Not only do
better than anyone, know there is so much general dentistry
you have to consider the financial objectives
to do at the practice. But we also know that press and the
of the principal but you must establish how in association with
you really can’t afford not to attend. BDPMA Networking
you will achieve them in a dynamic
marketplace. On Friday, Graham Penfold of Make the time, make the effort – we
Practice Plan encourages us to consider the guarantee it will be worth the investment! s An engraved BDPMA Practice
To get hold of copies of the 2006 BDPMA
future by taking a look at current market See you in May! Manager Award 2006 and a framed
Award Nomination Form or the 2006
BDPMA Conference Registration Form certificate to display in the practice
contact the BDPMA on 0870 840 0381
or by fax on 0870 840 0382
A visionary is someone who sees the end Church had produced explaining the project Four Steps to a Powerful Vision If not, then your behaviour today and your
result and acts purposefully to make it and understood that minimal cost and vision of tomorrow are not congruent.
Stage 1 Get away from everybody and
happen. maximum effect would be achieved from Where you're heading is almost certainly
everything. Don't give me that "I work best
quality material that would otherwise choke not in line with whom you really wish to
Wendy had been watching a video for under pressure" nonsense. Go somewhere
land-fill sites. be; with what you really wished to do. You'll
about eight minutes and what she had where you won't be interrupted and where
need to dig deep and rework your thoughts
seen has set her alight. How could a plain Wendy immediately persuaded the Church the noise of life won't drown your intuition
until they are.
old video set her aflame like that? Well let leaders throughout the counties of Sussex and spirit.
me ask you this.... and Surrey to start the process here in the How do you know when you have a
Stage 2 Try to imagine a wonderful
UK. First she co-ordinated collections of clear vision?
Have you ever dozed on an airplane and celebration towards the end of your life.
seat covers from Gatwick airport and even When you have finally satisfied yourself that
thought, "Golly! I wonder what happens to People from every aspect of your history
raised the game by collecting new material what you read rings true then you have a
this airline seat after a couple of flights?" have gathered to honour you.
that was excess to airline needs or out of passionate vision: a vision that becomes a
Of course not, why should you? fashion. Assume you had fulfilled each of the roles motivating force so powerful that it almost
in your life - spouse, parent, leader, becomes the DNA of your life; a vision that
But now we're on the subject I'll tell you... She organised teams of people to cut out
educator, manager - to the utmost of your gives your life depth, purpose and direction.
the bags and sew them. She had the bags
Dave Scarlett Long before they can get grubby they rip potential. What would you want people to
stuffed with packets of pencils, pens, Have you ever slumped back at the end of
talks passionately about the off all the plane seat covers and throw say about you as they took the microphone?
coloured pencils, rulers, rubbers, tiny an exhausting day, and groaned, "What is
benefits of having a clear vision them away. They just toss them out. Now Now write that down.
blackboards, chalk and other educational the point?!" A powerful vision constantly
to keep you well focused and
consider how many planes roam the sky
and you'll get an idea of the airline seat
stuff and finally co-ordinated vans to and Stage 3 Imagine that you were looking brings to mind ‘the point’. A visionary is
motivated. from the Midlands to fill huge containers to down upon your life in three years time.
covers ditched each year. So what Wendy
be shipped. Describe it. Where are you? What does it
When all is said and done, the heart of a someone who sees
had seen was an epiphany! business and the heart of man (or woman)
look like? Describe the view from where
Some bright spark had persuaded Delta
What a visionary she is!
you live. Who are you with? What are you
are not too different. the end result and
Airlines to donate the seat covers to him.
Then he gathered teams of people to work
A Visionary’s Route to Business Success
One of my favourite clients, John, commented
doing? Why? What does it sound like, smell
like, feel like?
When life's deepest trials beset you –
as they will – such vision carries you
acts purposefully to
on the material to make bags and other this week:
Write it all down in immaculate detail.
through, with a strength, energy and make it happen.
items for children in Eastern Europe and clarity that others can only wonder at.
"I meet wonderful, capable business leaders
other war-torn and devastated areas across And this is Important – write everything in
in my role as Business Mentor. But when I
the globe. Little school bags that could be the present tense. As if you're living it today.
ask them to describe their vision for
filled with equipment and toys; stuff those
themselves, and for their businesses, they Stage 4 Now check back. Does your
little ones could never get in a
look at me as if I'm barmy! They not only three year vision align with the scenes of
struggle with what they're doing; they celebration near your life's conclusion? Are
Wendy was alight! She had haven't a clue why they're doing it!" the two in harmony? Is your vision taking
watched the video that our you to where you would eventually feel
Have you ever wondered how you go
THE VISIONAR Y’S ROUTE TO
most honoured, most joyful to be?
about constructing a powerful vision for you
and your business life?
Known as the Soul
Millionaire; best selling
author, professional speaker,
and creator of The Ultimate
System for Small Business
£2,500 Grant 13
Winner 2004 Winner 2005
Lisa Carter Amanda Huntley
What inspired you to enter? What inspired you to enter?
TIPS FOR PREPARING YOUR ADVICE SHEET
After undertaking a basic PM course, I felt there was more to learn It was a subject I was passionate about but I was very certain that Your task as the writer of a fact sheet is to convey
but I didn't know what to do next or how to fund it. Training courses I would not be able to win - so I guess I thought, what the heck – information to achieve your aim.
with good qualifications tend to cost more money. I felt inspired let's give it a go – nothing ventured...! Writing the essay really Your chosen topic should be one that you are
because it was support from within the industry specifically to train focussed my thoughts on people management though which was interested in, that you possess some degree of
to do my job better. Although I never thought I'd win, I felt like my very valuable to me in my work. expertise in and that you think will benefit other
needs to do further training would be met by receiving sponsorship. practice managers.
What was it like to win?
For the Association to provide wonderful What was it like to win? I was really excited to receive this award. It has opened up new First, clearly set out your purpose; what is the fact
opportunities like the Career Development I was unbelievably shocked when I won - it still makes me watery opportunities for me to further my career. sheet designed to do?
Grant we have to build great partnerships with eyed thinking about it now!
What was the professional and personal impact? In terms of content, ensure it is accurate,
forward-thinking companies. For many years What was the professional and personal impact? Much praise from my bosses, has raised the profile of the value of complete, relevant, and that it anticipates the
now Oral-B has supported us in our drive to More respect from my Dentist - winning and continuing my training training and development in the practice (for all the team), and readers’ questions and answers them.
has shown my commitment to my role and further development, encouraged others to enter things, for example nurses case studies
offer you every opportunity through your In terms of structure, organise the information so
respect from my team and peers for doing a degree course and a for the orthodontic conference.
participation in a variety of activities including full time job. It's improved my self esteem and confidence, I feel that readers easily find their way through it
What are the benefits of the training?
CDG, regional seminars and conference. more educated to be able to speak out. logically. Use headings and sub-headings to
The team are clamouring to do more training! That’s what training maintain interest and focus and to make it easy
In 2006 the BDPMA, in association with Oral-B, What are the benefits of the training? does; it creates a desire to want to know more, it harnesses the to digest and understand.
I don't know how I managed to do my job without it! mind and challenges it to go on beyond what it thinks it is capable
endeavours to arouse your interest once more.
Comprehensive modules on Finance, Marketing, Managing People, of. Training motivates, inspires; it generates understanding and Where appropriate, make use of charts, diagrams
If you have expertise in a particular area, no or illustrations. Remember, a picture paints 1000
Training & Development, Contemporary issues (such as managing consequently develops a team ethos. People management is
matter how specific, help us share it with your change, different types of management and organisational structures difficult work so learning to lead, to build strong working relationships, words.
colleagues by entering it as an advice sheet in and how to work them to your advantage) have been invaluable. to raise performance expectations and to provide the necessary Ensure sentences are, on average, no more than
this year’s CDG competition. You may not It's been very hard at times but worth it. By the summer, I'll be two pathway for people to achieve is what training is all about. 15-20 words in length and keep things punchy.
thirds through the degree course... it's been worth every second of
win the grant but your colleagues Ensure spelling and grammar is correct.
blood, sweat and plenty of tears!
will win as beneficiaries
In terms of layout and design, ask your self these
of your experience. A conversation between the last two years’ winners:
Lisa I feel better equipped to do my job. I feel educated and questions:
And who knows, as Amanda Why did you enter the CDG Lisa? more confident to make decisions. I seem to have more respect
- Does it look good?
previous winners Lisa Lisa Because I knew there was so much more that I wanted to from my dentist, team and peers. How about you?
learn so I could do my job better but didn't know where or Amanda Yes, I feel more confident and I think that my bosses - Is there a clear hierarchy of headings?
Carter and Amanda how I could get the funding to achieve it. How about you? value me more - they seem to regard me as an expert on training - Does the design help readers navigate through
Huntley discuss, it could Amanda I was really interested in the subject, didn't think and development now! How is your course going Lisa? the document?
just be you! You have to I had a hope of winning, but felt inspired because of the Lisa Hard work, very rewarding though. I'm nearly two thirds
Just remember, you are offering support to your
topic. I nearly didn't send in my entry! What was it like to through the degree (Strategic Administrative Management) and
be in it to win it! win Lisa? it's flown by! What about yours? peers by offering them the benefit of your experience.
Lisa Emotional! Having never entered or even considered Amanda I've finished the on line DIPPM and found it useful, and If you wanted to know a bit more about a specific
entering anything like this before, I basically forgot about my have not quite decided what to spend the rest of my grant topic, how would you want it presented to you?
SUPPORTED BY application after I sent it as I was sure I wouldn't win. It's on...watch this space! Are you glad you have done your course? We look forward to your contribution. Good luck!
changed how I feel in myself - more confident, I guess. Will you be doing any more study?
Amanda Same for me...Has anything changed at work for you Lisa I think I'll always want to keep learning more but I’ll have a
since you won? well earned rest after over four years of continual study in 2008!
BECOMING A TRAINING
CDG Winner 2005
Amanda talks about how I’m becoming a bit of a training junkie! ‘public performance’ where, each week, Dale Carnegie encourages us to build
I was so excited to win the BDPMA Career each member of the class was required to on our strengths and make
winning the CDG was the
Development Grant last year that I discovered ‘perform’ at least once in front of the whole the most of our innate what a failure
beginning of an awakening all these courses I wanted to go on. I even class. I’m naturally a very shy person, who ‘humanness’. It is a crash I’d been, I was fulfilling the
that has seen her undertake inspired my bosses to join me on one of has learned through 44 years of experience course in self-development. brief of “recognizing my achievements”
further training. the courses I had chosen! how to cover up that shyness. Yet, still, my by illustrating how far I had come from
There were, of course, some
worst nightmare is speaking to a group of the 11-year-old failure at maths, to the
Which is how, recently, I came to be cheesy American moments – I felt resistant
people. I have to do it at team meetings manager who successfully, on a daily basis,
standing on a chair in front of 20 Managers to some of the ideas (chanting Marvellous
and it never gets any easier. deals with all aspects of financial management.
and Leaders (including my two bosses), Monday, Tremendous Tuesday etc on
relating my experience of the time I got This course was the ultimate heart-stopper waking each morning has not caught on After my talk, the group applauded me and
17% in my maths exam. (I was eleven at though. In the first two weeks I was not in my household!), yet the overall Dale I received an ‘achievement’ award. This
the time and my terrifying Maths teacher sure that I would be able to meet the Carnegie principles of building self felt great and in true cognitive-behaviourist
was so disgusted by my exam score that challenge. However, although the course confidence, people skills, communication, style, I felt encouraged to take a similar risk
she stood me on my chair and announced never got any easier or less scary, I was leadership and attitude control through an again the following week!!
my appalling score to the whole class). enlightened by the experience of watching intense, structured programme, I have
Attending the course with my two bosses
other group members present their own found to be helpful and useful tools that I
I am not sure which event was more scary was also a good experience. We found we
challenges and dilemmas of working in continue to develop, even several months
– the original experience, or revisiting it in were able to discuss the course together,
their very different environments (from after the end of the course.
front of so many powerful and talented and practice some of the Dale Carnegie
property development to factory
people. It was at that point that I decided I So, why did I stand up and tell everyone ideas in leadership and people management
did not, after all, want to do any more about my failure? Because that experience back at work. I think it has helped us
training or development! However large the company they were has always haunted me, and although become a closer ‘management’ team with
managing, group members were feeling it was embarrassing and painful to tell a clearer shared goals.
However, now that the Dale
and experiencing similar challenges to mine group of powerful and talented people
Carnegie Management and I can really recommend the course as a
– I found I was not alone! The group
Leadership course has way of enhancing your professional
support was strong and inspiring, meaning
finished and I have development and building your confidence
that over the time of the course we all had
graduated successfully, as a manager.
‘breakthrough experiences’, finding
I feel quite different. It
ourselves performing at levels previously www.dalecarnegie.com
was a very challenging
only dreamed of!
experience – a 12
week course in People management is difficult work, and
Left: Amanda receives her award from Richard Everitt
learning to lead, achieve goals, build strong
(Oral-B) and Bridget Crump (BDPMA Chairman)
working relationships and raise performance
are all important skills that this course has
helped me to develop and build.
The cornerstone of Dale Carnegie’s
Dental Practice Manager
principles is “Believe that you can succeed,
Newton Dental Practice is currently looking to recruit a dynamic, full time (negotiable) practice manager to join
and you will”. I started the course as a fairly
its expanding team of highly motivated dental professionals.
new manager with low confidence in
myself, and left feeling I could succeed in Our modern, spacious, superbly equipped practice provides patients with the latest hi-tech dentistry, along with
the highest possible quality of patient care and comfort. We are located in Newton-le-Willows, Merseyside,
my role, without having to compromise my
midway between Manchester and Liverpool, local to Warrington and Wigan, and close to the M62 motorway.
individuality – reinforcing my knowledge Closing date for applications: Friday 17 March 2006
The successful candidate should be an intelligent, highly motivated and well presented individual and must have
that leadership and management are For more information and to obtain an application
proven healthcare management and customer care skills. Possession of (or studying towards) a recognised pack, please call Dr Beard on 0161 799 3411 or
creative processes requiring individuality
management qualification is highly desirable. Additional experience in marketing will also be considered a bonus. 07774 488678.
and flair – there is no rule book that tells
We offer excellent working conditions and a very attractive salary and benefits package (£18K - £24K). Alternatively, please e-mail
you how to manage every situation
The starting salary of the successful candidate will reflect his/her experience and qualifications. firstname.lastname@example.org
Emily Simmons RDN from We have been using EXACT ever since Other areas of improvement
Anchor Dental Practice talks Version 5 and have seen it change
Recall management process
enormously over the years.
about how she and her Managing recalls is key to the role of any
colleagues effectively manage Although a great advocate of the system practice manager and the latest version of
the only criticism I did have concerned the EXACT makes this process easier. A new
change within the practice.
look and layout of the software, which was dedicated ‘Recall Management Feature’ has
very busy and sometimes a little confusing been introduced that can be used as an
to new members of staff. The latest version alternative to creating Contact Lists each
has addressed this issue. The system has month. It simplifies the selection of patients
had a make over and functions have been to be recalled, writing to them and tracking
grouped more sensibly, making navigation the recall process. You’ll be able to tell at
At Anchor Dental, change is something we We feel the induction process provides an I think the great thing about our team is considerably easier. The wizards are better the touch of a button how effective
accept on a daily basis. Over the past two incredibly important introduction to our that no one is ever scared to ask questions and allow the system to work for you rather different recall strategies are. Also, the
years we have encountered change in all its team. It assists the new recruits to settle in or ask for help so if there are changes to be than constraining you to work with what practice recall preferences are automatically
you are given. Much effort has gone into
many guises but perhaps mostly in terms of comfortably and become integrated into the introduced we always have some backup, stored so that each time you repeat the
the dynamics of our team. team as quickly as possible and it also especially from the Principal, the Practice the management of the system. For example, process the list will be created according to
helps to sustain overall team performance Manager and the Assistant Manager. practice managers can now set up their the settings previously specified. Initiating a
A major change within any practice is the reports under ‘favourites’, which can then
and encourage staff retention. We know we recall is now just a one-step process!
introduction of new staff. Anchor Dental is a We keep our team solid with regular be scheduled to run at certain times.
have the right approach when we get such
highly successful practice; always growing, outings and team building days. We feel Prevent appointment booking
positive feedback from new team members Graphics have replaced text buttons in
expanding and improving and as such we that training days are one of the most warning and reason
have needed to take on additional team like Denise Bingham RDN, our newest important ways of introducing a new way of many places making the system easier to The software now has a checkbox at the
members. Over time and from a strong nurse who says, “I think the induction day is doing things. We recently had a training day navigate and simpler for the user to bottom of the patient file ‘Recalls’ tab to
base, we have built upon our original solid a great idea; the fact you are not being to look at improving our “patient journey.” customise. Small changes can make a big prevent an appointment being created. An
team with two new nurses, two hygienists thrown in at the deep end is so reassuring.” This was tackled with training from our difference. For example, lists can now be additional field to the right allows a coded
and one dentist. Whilst we believe we now business coach but also involved a lot of ‘candy-striped’, making them much easier reason to be added, such as ‘Patient
Each member of the team also has a to read with the user having the option to
have a perfect working family, it is the way team input including role-play and Abusive’ (‘PA’). Users are advised as soon
comprehensive, written job description configure the stripes in a colour of their
we have managed the introduction of these discussion. as the patient is selected that ‘Prevent
which is updated regularly at appraisals - choice.
new team members that has enabled us to Appointment Booking’ is turned on.
which we have at least once a year. Having In conclusion, I feel if a practice has a solid,
achieve such a successful and harmonious
a job description enables staff to know proactive team who are motivated, nurtured Capitation schemes
exactly what is expected of them and when and supported wholeheartedly by the EXACT copes well with third
For each new member of our team there is anyone is asked to undertake an additional principal and practice manager/s, as ours is, party schemes; how far you
The ‘Patient File’ has also been re-organised
first an induction programme to go through responsibility, it is never a surprise. For any new aspect to the workplace can be take it is up to you. We run
and updated for ease of use.
involving many aspects from a tour of the instance, nursing staff within our practice introduced, implemented and carried our own plan even down to
practice to the location of emergency drugs assume extra responsibilities regularly but through successfully. If the foundations are The existing ‘Mandatory Field’ feature has the direct debit. The great
and oxygen and advice on our practice they are always clearly explained before strong, all that is built upon them will last. been enhanced. Mandatory fields will now thing is that you can show the
policies. being issued. That is the secret of our success. be coloured yellow, visually alerting users discount on the treatment
as to which fields should be filled in, before plan. I have set up several of
saving the record. these for various practices.
With a capitation scheme you
Another great feature is the prompt to
can set up the system to tell
update all family member records.
you how much it costs you
When a change is made to one field in a to provide the service to your
patient’s file, a window will pop up asking capitation plan clients.
if this is a change to this individual only or
New reports window
to all family members. There’s also a new
A new option displays reports in a single
‘Add New Family Member’ button, which
window with columns. An icon is displayed
saves time as now you can add in existing
The Anchor Dental way
to the left, the group in the centre column,
family details more quickly.
and a detailed description to the right. This Andrew Copping
avoids errors being made and the wrong
of doing things differently!
a Practice Manager from
report being selected. Staff less familiar with
the software will find this particularly Thaxted, Essex, reviews
beneficial whilst they become accustomed the recent upgrade to
with the numerous options available. a leading practice
EXACT has come a long way over the management software.
years and it’s great to see the product
develop and be part of that process.
DENTAL PRACTICE MANAGEMENT
A Practice Manager’s life PAY SCALES
is never dull!
few back-ups just in case they didn ‘t
show on the day. The DROs have a
habit of asking awkward and probing
questions so we decided that our most experienced dental nurse
Recommended by the BDPMA
would work with them!
Child abuse is a hot topic at present for the DROs. You should have
a policy in place for all dental professionals to adopt in cases where
child abuse is suspected. All NHS trusts should have a named The recommended pay scales for Dental Level 2 Level 4
doctor and nurse with particular expertise in child protection. If you Practice Managers are based upon a 38 The Manager has responsibility for a range The Manager has responsibility for the
don° ‘t have this information a call to your PCT would be advisable. hour week; fewer hours should be of tasks normally carried out within agreed duties listed in level 3, plus the development
remunerated pro-rata. procedural guidelines. and implementation of a practice strategic
It is important to have your Quality Assurance Certificate business plan. The Manager is also
The life of a practice manager is never dull- and those of us with Managers with a recognised qualification Duties are carried out with only
prominently displayed within the practice, not forgetting that your responsible for producing regular reports
an NHS component to our practice will be only too aware of the such as NVQ Level III certificate in Practice occasional supervision.
PCT requires an annual report on your quality assurance system. either written or verbal in all areas of their
ever-changing nature of dentistry, particularly with the new contract Management should receive an additional
The DRO‘s will ask to see copies of all correspondence! Duties include day-to-day organisational remit including:
looming. 3% across all the recommended pay levels.
Preparation and organisation are the key to a successful inspection. responsibility for the team and other - Finance
The powers-that-be are anxious to ensure that NHS practices are up Managers with a recognised qualification areas of the business. - Resources
Having worked very hard preparing for the Practice Environmental
to speed with all aspects of delivering dental care to their patients, such as BTEC Diploma or above should - Marketing
Assessment, it was very pleasing when we received our final report Tasks are undertaken on the manager’s
therefore have introduced through the Dental Practice Board the receive an additional 4%. - Customer Care
and a clean bill of health! The DRO‘s were very impressed with own initiative.
‘DRS Practice Environment Assessment’. This 19 page, in-depth - Personnel
everything they saw. The final report was also sent to our PCT and Managers should negotiate pay with their
booklet contains over 100 separate items each cross-referenced There is a significant degree of - Strategic Development
put on file. employer according to their level of
with a further 21 points of reference; each of these is then further accountability.
subdivided into: We were advised that our next inspection will be in 5-7 years, will delegated responsibility.
there be any NHS dentistry then? Recommendations are based on the Level 3 Additional suggested package of
Ref: Guideline Reference/Legislation
number of team members within the The Manager has responsibility for a benefits:
Req: Requirement As we mentioned in the last issue of Networking, Xact - the
practice. complex range of duties with complete
Health and Safety experts - are working in partnership with Comprehensive dental care including
Adv: Advisory accountability for action taken.
the BDPMA to offer all members preferential rates for their Where the practice occupies additional cosmetic treatment and laboratory fees.
If this is starting to feel daunting, don’t panic! Help is on handˇ services. For more information contact us: email@example.com sites, an additional 15% should be Responsibilities include organisational
considered, per site. control in all areas of the practice
It is highly likely that you will be delegated the task of ensuring that Pension options with matched employer
(excepting those requiring clinical
all runs smoothly over the two day visit by the DROs. Given the Guidelines for London Weighting:
judgement). contributions up to 3%.
amount of preparation required, it is imperative to effectively - Central London 20% of basic pay
manage your diary and block out time specifically for the purpose - Outer London 15% of basic pay Responsibility for recruitment, training Increased holiday entitlement of 1
of working through the booklet. Divide the booklet into manageable - Fringe 5% of basic pay and development of team, and additional day for each additional year
chunks, and then using your practice manual, cross reference - Or bonus-related alternative undertaking appraisals. worked over 5 years, (Up to a maximum
everything. Whilst the list of policies/certificates/documentation North West England of 10 days).
Responsibility to review policies and
required may appear endless it does become easier as you work Regional Co-ordinator, maintain all documentation in accordance Membership of professional bodies, e.g.
through the booklet in a systematic fashion. Levels of Delegated Responsibility
Grazyna Dickerson, talks with current legislation and guidelines. BDPMA.
I recommend and praise the help of Xact and about the implications of Level 1
Responsibility to resolve problems by Fully funded training programme of
their Health and Safety managed system. It made The Manager has responsibility for a range
the new contract to your critical analysis, based on specific skills, relevant CPD with a specific expenses
life much easier having all the risk assessments of tasks with a limited measure of
workload and provides knowledge and experience. budget.
completed and gave me confidence in the independent judgement allowable.
knowledge that things were taken care of. The some helpful hints.
Duties are carried out under the direct
DROs were very impressed with the Xact manual supervision of the employer.
and comments were made to this effect in their Level of Delegated Responsibility
final report, which was also sent to the PCT. Responsibilities include assisting with Up to 5 team members 5-10 team members 10+ team members
recruitment and development of junior
There is also a clinical part to their visit and the DROs may ask to Level 1 £15,546.00 £16,169.00 £16,812.00
view any number of patient files for each dentist. We were advised
Level 2 £18,158.00 £18,911.00 £20,352.00
that four to six was the norm although in one instance at another Responsibilities include team
practice the DRO asked for 75files! supervision. Level 3 £21,272.00 £22,458.00 £23,842.00
From the guidelines given, we carefully chose patients to be Level 4 £25,433.00 £27,343.00 £29,359.00
examined in order to ensure trouble free sessions together with a
In the second of our two-part editorial that
began in the last issue of Networking with
‘Maintaining an Open Mind’, we change
the perspective, from that of a conference sponsor,
Jo Malyon of Lloyds TSB, to that of a conference
delegate, Felicity Taylor of Orchard Lane Practice.
Setting the scene
The theme of this years BDPMA annual back in the Association once again, she What’s to be learned?
conference is “Success without Stress”. decided to see if anything had changed. This two-part story has presented a
What a wonderful notion; to achieve win-win-win scenario.
Felicity began by attending the regional
personal and professional goals without the
seminars and was impressed with the Win - The principals of Orchard Lane
usual associated anxiety. You know the sort
quality of the speakers and the overall realised an enormous return on their
of thing: trying to fit everything into just
organisation of the events. She was also investment in Felicity. Their support of her
twenty-four hours, dealing with staff and
pleased to receive regular communication career and development through her
patients who seem to insist on opposing
from the Association in the form of membership of the BDPMA resulted in her
you at every turn, working on behalf of the
Networking and emails and consequently meeting with Jo at the conference.
principal/s who may only provide half the
felt a part of a support network.
tools but expect complete results. Win - Jo has won a new customer in an
Felicity attended conference 2005 following industry that is dominated by two of her
The conferences are intended to expose
recommendations from colleagues in other competitors because she decided to think
you to a variety of perspectives, skills and
practices who said it was a great event. Her laterally and invest in an unknown quantity,
development opportunities so that you
expectations were reserved but she was the BDPMA conference. Not only has she
return to your practices better equipped.
pleasantly surprised with the found a new client but she has made a
We also aim to present you with industry-
professionalism and size of the event; the new friend in Felicity and raised the profile
leading exhibitors in a relaxed environment
sponsors’ exhibits were expertly presented, of Lloyds TSB through this magazine.
so that you have the time to learn about
dynamic and held real interest whilst the
new product, discuss real business Win - And Felicity…well in feeling valued
variety and skill set of the presenters was
opportunities and determine how you might and respected by her principals – because
superb. And it was with cup of tea in hand,
use the resources of these people to greater of their investment in her – she has
ambling around the exhibits that
effect back in your practice. There’s that accepted the mantle of Business Manager
opportunity was presented to her in the
“Success without Stress” link once again! and stepped out of the realm of her
form of Jo Maylon of Lloyds TSB.
practice to meet new people and expose
In the continuation of our parable, Felicity
herself to new opportunities and
Taylor talks about how she came to be a
The Opportunity approaches. She believes that is part of her
member of the BDPMA, why she attended
You know the story; girl meets bank role, so do her principals and so do we!
the conference and the incredible turn of
representative, talk is of mutual interest
events that meant she left with a £25,000 Join us at conference 2006. We can’t
(interest rates that is!) bank representative
advantage for her practice. guarantee you’ll walk away £25,000
boldly asks what current deal has been
better off but you will leave richer!
presented and then brashly offers a 0.25%
The Delegate reduction. Girl laughs with incredulity and
With a reception-based insists bank representative press some
background, Felicity buttons on a calculator overnight before
has been a practice audaciously agreeing to a reduced rate.
manager for eight They agree to meet the next morning
years three of which where bank representative lays the
have been with the reduced-rate deal on the table in effect
Orchard Lane practice. offering girl a saving of £25,000!
Felicity joined the BDPMA eight years
Felicity returns to her practice to tell “her
previously but allowed her subscription to
boys” (yes they would be the Principals)
slip after one year because of her perceived
the deal she has struck. Do they jump with
lack of membership benefit, however, when
joy? No, they smirk with scepticism! But as
she was recruited to Orchard Lane, part of
we heard last time, the deal was legitimate Felicity Taylor
her package was membership of the
and agreed. (Yes smirk is replaced with Orhard Lane Practice
BDPMA along with funding to attend their
smiles of pure delight!)
events which included conference and the
regional seminars so having found herself For details of Lloyds TSB financing contact Jo
mobile: 07739 447408
of coffee. We sit in her office and talk about the practice, ordering
and how things are generally in the surgery. Rather than just talk The BDPMA warmly welcomes these
about products, Henry Schein feel it’s important to look at the new members to the Association:
bigger business picture. By doing this we can help our customers
become more profitable.
Frances Ansell - Bath
Many customers place orders using e-commerce either online or
Nathalie Bamber -Bicester
using Aruba Ez. This is easier and more cost effective and also
A Day in the Life of
serves to free up my time to talk to customers about other aspects Natalie Benson - Lancashire
a Dental Rep
of their business. I could spend the morning helping this customer Kulvinder Buller - Berkshire
set up a practice retailing programme or generate an additional
Emma Carlton - Birmingham
income stream. I arrange to see the practice manager again in a
month’s time and let her know that I’m available should she Ros Chambers - Swindon
require my input in the meantime. Dianne Charles - Oxon
Gavin Tolley During my next call I manage to see the dentist, we Deanna Dowley - Stoke on Trent
of Henry Schein have a chat about what products he is using and how
Sheryl Edwards - Kilbirnie
business is going in general, we also talk about the new
contract and what it may mean to him. I don’t know this Karen Fleetham - Hartlepool
They say education facilitates particular dentist too well so I arrange a lunch meeting Manjit Gill - Oxford
understanding. My aim here is to with him in several weeks. It’s good to get dentists and
Mario Gomez - Norwich
make you more aware of the ups practice managers out of the surgery for lunch; they can
and downs, the perils and the risks, and relax, don’t have the worry of being interrupted by the phone Susan Gould - Stoke on Trent
the available skills and support of a Henry and someone else is buying; never a bad thing…although my Sharon Green - Middlesex
Schein dental rep! expanding waistline won’t agree!
Kay Greenwood - Hebden Bridge
I’ve been working for Henry Schein for a year now so I’m still quite I could have a lunchtime appointment discussing staffing issues
Lorraine Gregory - Aylesbury
new to dentistry; previous to Henry Schein I worked for GSK on the within a practice which could lead on to training or continuing
pharmaceutical side. My territory includes Devon, Cornwall and education, something that we can arrange through one of our Mandie Hills - Market Bosworth
Somerset and I live in Newton Abbot with my wife and 2-year-old partners or an in-house scheme. A large proportion of my day Anne Hinchcliffe - South Yorkshire
daughter. between customer visits is spent on the phone calling customers
Vasiliki Hurrell - Kent
or suppliers to resolve queries or find information. It is even
My day normally starts the night before…if that makes sense? I look
possible to place orders using my laptop and a mobile connection; Joy James - Hawarden
at where I’m going the next day and plan my calls accordingly. I
my car is now a true mobile office. Karen Jones - Telford
check the laptop to see who’s buying what products and look for
opportunities and innovative ideas to talk with my customers about. The afternoon begins with a couple of cold-calls to surgeries that Siobhan Jones - Radstock
have not used Henry Schein before. It is not always possible to get Jane Lindsay - Wiltshire
In the same way the role of practice manager has developed over
to meet the decision maker on the first call therefore I make an
the last few years so has the role of the sales rep; so much so in Magdelena Loubser - Orpington
appointment to see the practice manager or dentist at a time
fact that the title ‘sales rep’ no longer really describes the job we do.
convenient to them. Melanie Maher - London
A more fitting job title would be field sales consultant; someone who ADVERTISEMENT
works in partnership with customers helping and advising them on A few more calls to resolve some queries and it’s time to call it a Bridget McGrade - London
many aspects of their business. day. As you can see, the role is interesting and varied; no two days Jeanette McKenna - Luton
are ever the same. All-in-all the days of just being an order taker are
The job used to focus on taking orders and providing information Bruce Nicol - Glasgow
long gone. The job is now so much more that I feel my worth to my
on new products just like the historic role of the practice manager
customers has increased; I feel part of their team. The official magazine of the Design and production: Integra DFM Limited Adrian O'Malley - Wirral
was to place orders and maintain the general administration of the
British Dental Practice Managers’ Association t: 020 8956 2220
practice. Both roles have evolved and continue to do so. Yes I arrive home just before 6pm, in time to play with my daughter Lynne Robbins - Herts
Osprey House, Primett Road f: 020 8956 2219
product knowledge is still important but with so many new and and give her a bath before she goes to bed. I’ve covered over 200 Stevenage, Hertfordshire SG1 3EE e: firstname.lastname@example.org Caroline Sayer - Manton
existing products in the market place it’s now more important to be miles, seen 10 customers, taken a couple of orders and arranged a t: 0870 8400 381
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able to professionally advise customers who to contact or which lunch meeting, a successful day. But my biggest challenge is getting f: 0870 8400 382
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courses to undertake to gain more in-depth specialist knowledge. to see the decision maker and making them aware of what Henry e: email@example.com
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Similarly, practice managers can’t be experts in every facet of their Schein can offer to help them run a more profitable practice. www.bdpma.org.uk Alison Stevenson - Kent
business but they are expected to have a general knowledge and
Chairman: Bridget Crump Melanie Turton - Devon
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give me a call on 07971 128171 so I can tell you how we does not constitute endorsement by the BDPMA,
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Dependant on where I’m traveling I normally set off just before can help your surgery and if you’re not, next time a Henry of the products and services concerned. Rachel Wales - Chippenham
t: 01949 851723
8am. I always feel the first call of the day is the most important Schein representative calls to make an appointment, give
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him a chance - you never know it could prove very
because if it goes well it puts me in good stead for the rest of the e: email@example.com Library as a magazine.
advantageous! Serena Wood - Derbyshire
day. I arrive at my first call around 9.30am; I meet the practice
manager in reception and receive a warm welcome and the offer Alyson Wynn - North Leigh
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