UIC Lunch & Learn
Kara Tess
Principal/Sr. Account Executive
Your TRUSTED Dental Advisors
Agenda
 The Resume
 The Interview Process
 After The Interview
 The Job: What You Need To Know
 Dental Stats
 Final Thoughts / Questions
The Resume
The Resume
A solid resume should contain the following:
 Contact Information
o Name
o Address
o Phone / E-mail
 Overview / Objective
o 2-3 sentences max
o State your objective; what you are seeking in a job
The Resume
A solid resume should contain the following (cont.):
 Professional Experience
o Start with your most recent position
o Include :
• Place of Employment
• Job Title
• Job Functions (3-5 bullets)
• Employment Dates
 Volunteer Experience
 Other Experience
The Resume
A solid resume should contain the following (cont.):
 Continuing Education Courses Completed
 Research & Professional Affiliations
 Research & Professional Publications
 Professional Societies
 Education, Activities & Honors
The Resume
Common Resume Questions:
 What is the difference between a resume and a CV?
 How many pages should my resume be?
 What if I don’t have very much relevant experience?
o Sell yourself and ALL of your experience
• Work Experience
• Extracurricular / Athletics
• Community Involvement / Philanthropy
Top 10 Things to Leave OFF
Your Resume
1. Photo
2. Age
3. Ethnic background
4. Marital status
5. Number of children
6. Political and/or religious affiliation
7. Hobbies
8. In-depth descriptions of previous jobs
9. References
10. Work history beyond 10 years
The Interview Process
The Interview
Remember …..
 Sell yourself!
• This process is as much for you as it is for them
Top 10 Interview Must-Do’s
1.Listen & maintain eye contact
2. Smile when you talk
3. Dress for success
4. Have a firm handshake
5. Introduce yourself
6. Maintain posture – be attentive, sit up straight
7. Be prepared with questions
8. Bring a portfolio with paper to write on and extra copies of
your resume
9. Be prepared with how you can benefit the company
10. Be prepared to discuss previous job duties
and professional/social successes
Top 10 Most Common Interview
Questions
1. Tell me about yourself.
2. What have your achievements been to-date?
3. Are you happy with your career to-date?
4. What is the most difficult situation you have had to face and
how did you tackle it?
5. What do you like about your present job?
6. What do you dislike about your present job?
7. What are your strengths?
8. What is your greatest weakness?
9. Why do you want to leave your current employer (if
applicable)?
10. Why have you applied for this particular job?
Top 10 Ways to Ruin An
Interview
1. Be late
2. Chew gum
3. Lie about anything
4. Swear and cuss
5. Be too quiet or too talkative
6. Show indifferent body language
7. Answer your cell phone
8. Ask about perks and vacation
9. Don’t know about the company
10. Criticize current/previous company and/or
boss
Are You Prepared For the Interview?
➡QUESTIONS CONCERNING YOU
• What unique skills will I gain?
• Is there a mentorship program?
• What type of involvement will I have in decisions being made within the practice?
• What benefits do you offer?
• How are your doctors compensated? Will lab fees be covered?
• Are the patients I diagnose and care for mine to treat?
• Will those patients become my patients of record?
• Are there any partnership or buy-out opportunities?
• Are the doctors on call? If so, how often?
➡QUESTIONS CONCERNING THE PRACTICE
• What is the collection rate?
• What is the number of active patients?
• How many new patients does the practice get per month?
• How are new patients channeled?
• How many operatories will I have?
• How many assistants will I have?
• How far out are new patients booked?
• How many patients do the doctors see per day?
• What is the practice philosophy?
• How are your fees established?
• What are your age demographics?
• Is there a payment plan for patients?
• How long does it take to collect your payments?
After The Interview: Things To
Consider

Ensure the practice fits your practice goals, standards and philosophies.

After a job offer is made, but prior to accepting the offer, ask to review a sample of
patient records.
o This helps you to determine whether or not you agree with the treatment philosophies
and also demonstrates your attention to detail and professionalism.

Understand the production requirements you will need to perform at.

Know what segments of the practice you will treat.

Make sure the physical office space can accommodate another dentist.

Identify what you’ll need in order to succeed and whether or not it will be provided.
o Training schedule
o Integration / On-boarding plan
o Mentor
o Sufficient staff / Patient base
The Job: What You
Need To Know
Dental Practice Models







Solo Practice
o Sole Ownership
Partnership
o Dual Ownership
Group Practice
o Multiple locations, generally not all practitioners have ownership
Military
o Guaranteed salary/benefits/tuition reimbursement
FQHC
o Tuition reimbursement provided
Indian Health Service (IHS)
o Direct Hire via Tribe
o Hired through federal government (would be a commissioned officer)
o Guaranteed salary/ benefits/tuition reimbursement
State of __________ (Corrections)
o Guaranteed salary/benefits/tuition reimbursement
Compensation Methods
Base Compensation: A set wage for a service based on hours worked per year.
Base Compensation w/Incentive: A lower base salary; however, incentives are provided for
reaching company established goals which may increase the overall compensation.
Production Reimbursement: A salary based on a percentage of what the dentist produces. This
percentage is then multiplied by the total production to come up with the dentists compensation.
– Example: A dentist produces $360,000 worth of dentistry per year, and is paid based on
30% production; therefore, $360,000 x .30 = $108,000.
Production Reimbursement Based on Collection: Similar to the Production Reimbursement from
method, but instead of the percentage being multiplied by what the dentist actually produces, the
percentage is now multiplied by what the dentist produces minus the money unable to be
retrieved by the office (i.e. write-offs).
– Example: A dentist produces $360,000 worth of dentistry per year, and is paid based on
30% of production, minus ‘write-offs.’ For this example, ‘write-offs’ are equivalent to
10% of total production; therefore, $360,000 x .90 x .30 = $97,200.
Laboratory Fees
On average, lab fees run 10% – 12% of monthly
production. So, if you earn $100,000 per year, and
produce $480,000 per year, then:
0% Lab Fee Covered:
50% Lab Fee Covered:
100% Lab Fee Covered:
Average Monthly Cost: $1100
Average Annual Cost: $13,200
Annual Salary: $86,800
Average Monthly Cost: $550
Average Annual Cost: $6,600
Annual Salary: $93,400
Average Monthly Cost: $0
Average Annual Cost: $0
Annual Salary: $100,000
Laboratory Fees (cont.)
Out of 2000 dentists surveyed, 33.9% said lab fees represent 8% 10% of their overhead.
Over one-half (52.5%) claim lab fees represent 11% - 15% of their
overhead.
Another 13.6% report fees at 16% - 20% of their overhead.
Contracts/Agreements
A Solid Employment Contract/Agreement Should Contain The Following:
 Define terms of the employment agreement: compensation, classification
status, job duties
 Confirm insurance benefits that will be offered: professional liability,
workers compensation, property, loss of income, disability, etc.
 Other areas an associate may be reimbursed (i.e. CE).
 Define the termination policy: timing for notice of termination, disability,
sale of practice.
 Consider a covenant not to compete.
 Have an anti-solicitation clause.
 Spot to solidify the agreement (signed and dated written contract).
Employee vs. Independent Contractor
Employee
Independent
Contractor
Utilizes the office’s materials, tools and equipment.
X
X
Follows instruction put forth by employer such as
when/where to work, where to purchase supplies,
what work is required and other procedures.
X
Abides by office policies, rules and safety
regulations.
X
Produces according to the practice owner’s plans
and requests.
X
Works in tandem with the practice owner, shares
patients and philosophies.
X
Receives benefits including unemployment
insurance and workers compensation.
X
Employer withholds income taxes, withholds and
pays social security and Medicare taxes.
X
Paid per time in the office and possibly a
production commission on top of salary.
X
Negotiate to work for a percentage of work
performed. Job is usually bid.
X
X
Dental Stats
Average Doctor hours worked p/m:
Average exams per Doctor hour:
Gross Production per total exam:
Total exams p/m:
Gross Production p/h:
Active Patients:
Adj. Production:
Sikka Software Corp. Jan 2013 to May 2013 trends.
139.8
0.434
$1,745
61.4
$761.60
2,045
86.05%
 The average income of a dentist is in the highest 8 percent of
U.S. family income.
 The average gross billings per owner dentist in 2007 was
$713,100 for a general practitioner and $1,049,320 for a
specialist.
 The average net income for an independent private
practitioner who owned all or part of his or her practice in
2007 was $205,960 for a general practitioner and $353,280
for a specialist.
Amongst dentists that have practiced less than four years, about 42
percent own their own practice; within six years after graduation, this
figure increases to 53 percent.
In 2001, 67.0 percent were working in a solo practice; 21.0 percent with
1 other dentist; and 12.0 percent worked with 2+ dentists. In 2005, the
numbers shifted to 63.1, 20.0 and 16.9 percent respectively. In 2009,
58.9%, 22.8% and 18.3%.
Year
Solo
Partner
Group
2001
67.0%
21.0%
12.0%
2005
63.1%
20.0%
16.9%
2009
58.9%
22.8%
18.3%
Yearly % Change
-3.9%
1.0%
4.9%
Projecting the ADA Numbers
Solo Practice Group Practice
2001
67.0%
12.0%
2005
63.1%
16.9%
2009
58.9%
18.3%
*2013
54.9%
21.5%
*2017
50.81%
24.6%
Current snapshot of the male to female
ratio
65 and Over
55 to 64
45 to 54
35 to 44
Under 35
Male
11.90%
23.70%
32.60%
20.80%
11%
100.00%
Female
1.10%
4.90%
27.30%
39%
27.60%
99.90%
U.S. Full time Male: 87.1%, Part-time 12.9%
U.S. Full time Female: 76.5%, Part-time 23.5%
General Dentists in the
US
Specialists in the US
Speciality
Oral Surgeon
Endodontist
Orthodontist
Pedodontist
Periodontist
Prosthodontist
Number
7,184
4,953
10,375
6,134
5,252
3,343
Year
1993
2000
2009
2010
Number
116,372
132,835
146,675
150,043
Male vs. Female Dentist
in the US
Year
1998
2006
2009
Male
140,000
140,000
144,775
Female
23,513
35,444
41,309
Total
163,513
175,444
186,084
Final Thoughts
My Best Advice
 Get started early
 Be honest
 Be yourself
Questions?
Thank You
Kara Tess
920.634.9788 / [email protected]
Check out our website at
www.EdgeAdvise.com