In our last Data Snapshot we broke down Diagnostic Percentage, and this week we’re adding another layer on by exploring the average dollar amount of the treatment you present. Average Treatment Presented shows you the size and completeness of the treatment plans you’re presenting, but it also does so much more!
This metric provides insight into the type of practice you have. If your Average Treatment Presented amount is low, it may indicate that you’re practicing reactively and only addressing the most urgent tooth while “watching” the bigger picture issues. A higher number, however, indicates proactivity and dentistry that’s more comprehensive.
Additionally, it influences case acceptance and long-term growth, because when you’re presenting smaller, fragmented treatment, it leads to less commitment from patients. However, larger and big picture cases lead to better long-term outcomes. Patients value the prevention of larger issues, so treatment that reduces future emergencies and permits them to financially plan for their needs is received more positively.
Through intention, you can impact this metric today:
- Create a plan to address emergencies. The more emergency appointments you have, the lower your Average Treatment Presented amount will be. You need to have a plan to identify true emergencies, and if a patient's concern is not a true emergency, consider a system of identifying whether they can be scheduled with your hygiene department to address the full picture instead of just their chief complaint.
- Build trust through value conversations. Patients appreciate a personalized solution. When discussing recommendations, talk about their potential outcome, not the treatment. With this approach, you’ll demonstrate the value of the treatment being recommended and show the patient what’s in it for them. For example, don’t recommend a crown– instead recommend a full coverage restoration that provides chewing stability and comfort.
Examine where you stand with this metric — try to increase it a bit more and watch how your life, your practice, and your patients’ health improves.
