Dentaltown October 2019 - 58
office
visit
that his patients' fi nancial demographic
could not benefit from higher levels of
care based on affordability, and as a result,
his "outcomes" were less than ideal. Near
the end of the lecture, one dentist in the
crowd raised his hand and asked if he could
provide some insight. The attendee said,
"Dr. Smith, I've been sitting here listening
to you talk about how your patients can't
afford higher levels of care. I looked up
the average median household income
of your town and compared it to mine.
Your community is $25,000 more wealthy
per household than mine, and so I must
conclude that it's not the money, because I
do comprehensive care daily. Instead, maybe
it's you and your inability to create value in
higher levels of care."
It was an intense moment for me to watch
this battle, but one that shaped the trajectory
of my career. After the lecture, I approached
the dentist in the crowd and talked with
him about what his thoughts were regarding
value building during treatment planning.
He went on to talk about the fact that dental
58
OCTOBER 2019 // dentaltown.com
school prepares us for single-tooth dentistry
and not much more, but most patients with
single-tooth problems have oral systemic
problems (problems with the gnathologic
system). He recommended Spear, Dawson,
Pankey, Kois, etc., as a means to learn how
to increase value in the eyes of our patients.
And he was correct, because all of these
advanced treatment concepts focus on the
entire gnathological system for answers, not
a single tooth or isolated problem.
A classic example is metal show-through
on a PFM crown on #18/31. An easy conclusion would be the porcelain just "wore
away." But the answer is much more than
that-specifically, a manifestation of a broken
system. I guess what I'm trying to say is that a
patient's ability to afford treatment changes as
we get better at treating comprehensively and
presenting with a value-building approach.
Therefore, although I'm in the "sticks,"
I've found that patients will find means if
you can increase the perceived value of the
proposed care. Done ethically, comprehensive
treatment planning is not deception, but
http://www.dentaltown.com
Dentaltown October 2019
Table of Contents for the Digital Edition of Dentaltown October 2019
Dentaltown October 2019 - Intro
Dentaltown October 2019 - Cover1
Dentaltown October 2019 - Cover2
Dentaltown October 2019 - 1
Dentaltown October 2019 - 2
Dentaltown October 2019 - 3
Dentaltown October 2019 - 4
Dentaltown October 2019 - 5
Dentaltown October 2019 - 6
Dentaltown October 2019 - 7
Dentaltown October 2019 - 8
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Dentaltown October 2019 - 40
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Dentaltown October 2019 - Cover3
Dentaltown October 2019 - Cover4
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