DTUK1510

June 7-13, 2010United Kingdom Edition KaVo Dental Limited Raans Road, Amersham, Bucks HP6 6JL Tel. 01494 733000 · Fax 01494 431168 mail: sales@kavo.com · www.kavo.com Vo – ESTETICA E80 ESTETICA E80 • Innovative suspended chair gives improved ergonomic working • Unit includes the option of an integrated Endo function • Future-proof • Unit allows for the integration of additional instruments • More comfortable positioning for patient • Integrated technology offers a perfectly harmonised system • Includes free COMFORTdrive speed increasing handpiece Rise above the rest with outstanding ergonomics and an attractive, highly functional design CALL US ON FREEPHONE 0800 281 020 W hen referring pa- tients on to an- other practice, any professional practitioner has to be sure that the high standards of service they provide their patients will be maintained and that the whole process will be seam- less and as uneventful as possible. This is especially important if the patient in question has built up a rela- tionship with their regular dentist, as they may be un- willing to receive treatment from an unfamiliar clinician they do not know or trust. With this in mind, it is the responsibility of dentists on the receiving end of the refer- ral to reassure the practitioner that their patients will always be in safe hands and returned to the surgery ready for any further treatment they may re- quire. Referral dentists need to find a way of proving to fellow practitioners their abilities and dedication to excellent patient care, rather than simply rely- ing on word of mouth or costly advertising campaigns. Offering reassurance Holding a well-organised refer- ral evening is an excellent way of conveying this message in person to potential referring dentists. Not only does it give you the oppor- tunity to showcase your skills, it also highlights your dedication to fostering relationships between fellow practitioners. By meeting potential referring dentists in person, solid foundations will be laid onto which good working re- lationships may be built. In order to arrange a suc- cessful referral evening, clini- cians will need to plan the event down to the last detail. A poorly arranged or half-hearted attempt will reflect badly on your pro- fessional abilities and will only serve to drive practitioners away rather than recommend your services to their precious pa- tients. Of course, time will have to be set aside to delegate roles to other members of staff and keep them well informed, as you will be relying greatly on their assist- ance too. Nevertheless, the more effort the team can put in before the event, the greater the rewards will be afterwards. Even if just one impressed GDP sends their patients on to you for treatment as a result of the evening, all of the planning and preparation will have been worth it! Giving something back No dentist will want to waste an evening of their free time with- out feeling that they (and by ex- tension, their patients) will gain something from it. Although some practitioners in your area may be actively seeking a dentist for pa- tient referrals, chances are most clinicians will already have sys- tems in place to deal with cases that lie outside of their own abili- ties. So, referral practices looking to cast their net a little wider will need to provide an incentive for clinicians to attend their event. One possibility is to offer prac- titioners an educational evening that counts towards their verifia- ble CPD hours. And why limit the evening to dentists alone? Consid- er inviting dental nurses along to the event and offer them training too. After all, dental nurses play an important role in the team, so keeping them up to date with new techniques and procedures will make communication during procedures much clearer. Building relationships All referral practitioners should aim to work as an extension of their referral patients’ practice. In order for this to happen, excellent communication between practi- tioner, patient and referral dentist is key. If the referring dentist has an understanding of the kind of treatments you provide, they will be armed with the necessary in- formation to inform their patients of their options and to describe the outcomes they should expect. For example, an implantologist holding a referral evening could organise a session outlining their work with implants, and then go on to talk about impression tak- ing and fitting the completed res- toration. Many referring dentists will want to take control of one or perhaps more of these stages, but by involving the GDP in vari- ous stages of treatment, all parties involved will be reading from the same page and will benefit from mutual understanding. Demonstrating your skills Of course, no amount of re- freshments and well-pre- sented slideshows will be able to convince attendees of your practical skills as a clinician. A great way to showcase your abilities is to enlist the help of a real pa- tient (with their permission of course!) and to perform a live demonstration. This cer- tainly requires some nerve, but it will prove to delegates that you are confident in your abilities and will do wonders for your credibility as a profes- sional. Even in a worst case scenario if something does go wrong during the demonstra- tion, by keeping a clear head and following the usual procedure, delegates will leave with the knowledge that you know how to overcome tricky situations – fur- ther cementing your reliability. Involving the whole team Another aspect to consider dur- ing a referral evening is that of any outside help you may require when treating referred patients. If, for example, you specialise in aesthetic dentistry and enlist the services of a laboratory for your prosthetics, invite a technician along to the evening to guide delegates through the range of products and materials that they offer. This not only serves to bet- ter inform practitioners, but also demonstrates, yet again, your dedication to close teamwork and communication throughout the entire patient journey. Holding a well-planned re- ferral evening is a perfect way to introduce your team and your services to other dentists in your local area, and to show them how you can work closely together to achieve the very best outcome for the patient. DT Planning a referral event Holding a well-planned referral evening is a per- fect way to introduce your team and your serv- ices to other dentists in your local area, says Dr Dattani who offers some advice About the author Dr Shushil Dat- tani qualified from the Royal London Hospital in 2000, com- pleted a two-year programme and membership to the Faculty of General Dental Practice at the Royal College of Surgeons, then became accredited with a Diploma in Implant Dentistry at the Royal College of Surgeons of England. He is a member of the Association of Dental Implantologists, the American Academy of Cosmetic Dentists, regu- larly trains and attends courses around the world and is principal dentist and owner of the Kent Implant Studio. For more information or to obtain a refer- ral pack please call 01622 671 265, or visit www.kentimplantstudio.com. Invite local practitioners to view your practice