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the publication for those who aspire to success

ISSN 1756-5219CONTA

INS TWO HOURS OF

VERIFIABLE CPD

PracticeFocusquarterly magazine of the ADAM ■ summer 2014

■ Interview with ADAM President, Niki Boersma p10■ Protecting the practice goodwill p11■ ADAM Members survey results p12■ Perspectives about marketing p18

■ How to manage your time as well as your people p19■ AED or no AED – that is the question p20

Is your practice ready for flexible working?

5Exclusive

Dentabyte

offer to ADAM

members worth

up to £700!

See page 5

PracticeFocusquarterly magazine of the ADAM ■ summer 2014

the publication for those who aspire to success

Welcome to the summer edition ofPractice Focus - my first since takingover as President of ADAM at theend of June! First of all, my grateful

thanks to my predecessor Hannah Peek for herefforts over the past 12 months. I’m sure you will alljoin me in wishing her well for the future.

You’ll find an interview with me on page 12 inwhich I outline some of my plans for theAssociation over the next few years; I say ‘my plans’but that isn’t quite true as I’ll explain ... Much ofwhat we have in mind for your Association is basedaround YOUR feedback – that is, the feedback fromeveryone who took part in our Members’ surveyback in May. An astonishing 25% of the ADAMmembership did so, which is an incredible result!You can read about the survey findings on pages12 and 13.

I’m delighted to announce that Seema Sharma ofDentabyte has agreed to join ADAM as HonoraryVice President and, to reinforce her commitment toADAM, she has come up with some amazingexclusive offers for members.

Having used some of Dentabyte’s products myself Ican tell you – they are terrific! Read more on page 5.

Seema joins our current Honorary Vice PresidentTracy Stuart who very kindly delivered an excellentseminar for members on 27th June at the BDA inLondon – and I’m pleased to say that Tracy hascommitted to deliver further seminars for ADAMmembers in the coming months. Some of you mayknow Tracy from her training firm NBS Training and,from my experience at the BDA last month, theforthcoming seminars by Tracy – at dates yet to befinalised - are not to be missed!

Two of the hottest topics around at present areFlexible Working and Pension Auto-Enrolment –and there are articles on each in this month’s PracticeFocus alongside other articles about Protecting thePractice Goodwill and several other topics. Not tomention the latest News, forthcoming TrainingEvents plus of course 2 hours of CPD.

NikiP.S. On pages 2 and 3 you can read about AnnualRetention Fees and an e-petition has now beenlaunched about ARF – see: http://epetitions.direct.gov.uk/petitions/66982

editorial

in this issue■ news and information 2■ training events 4■ business planning 7■ BDA Scottish Scientific

Conference 8■ pension auto enrolment 9■ interview with ADAM

President Niki Boersma 10 ■ protecting the practice

goodwill 11■ ADAM members

survey results 12■ the modern workplace –

Practice Focus is the official magazine of theAssociation of Dental Administrators andManagers (ADAM), 3 Kestrel Court, WaterwellsDrive, Waterwells Business Park, Waterwells,Gloucester GL2 2AT. t: 01452 886 364 f: 01452 886 468 e: [email protected] w: www.adam-aspire.co.uk

ADAM members receive Practice Focusas a member benefit. The annual subscriptionfor non-members is £100. Practice Focus ispublished quarterly on behalf of ADAM by Stephen Hancocks Limitedwww.shancocksltd.com. ISSN 1756-5219.

The inclusion of advertisements in thismagazine does not constitute endorsement ofthe products and services offered by ADAM.

Editor & Sponsorship: Ian Simpsont: 01452 886 364e: [email protected]

Advertising: Wesley Tattont: 07436 791 353e: [email protected]

Design and production: Kavita Graphics t: 01843 583 084 e: [email protected]

contacts

flexible working 15■ Dental Showcase 16■ Heart Your Smile 17■ ADAM Seminar changes

perspectives aboutmarketing 18

■ How to manage your time as well as your people 19

■ AED or no AED – that is the question 20

■ CPD Questions 22■ CPD winter 2013/14

answer sheet 25

by Niki Boersma

PracticeFocussummer 2014

2

Impact of sugar on tooth decay remains a major health concern, says FGDP(UK)

It is important that the effect of sugarintake on tooth decay is consideredalongside obesity, type 2 diabetes andheart disease as a major public health

challenge, according to the Faculty ofGeneral Dental Practice (UK).

This comes as Public Health England (PHE)today published its plans to help thepopulation to reduce dietary sugar. TheFGDP(UK), which was part of the group thathelped to inform the plans, stresses the needto consider food policy as part of the keydeterminants of oral health, particularly withrespect to the consumption of sugary drinksby children. This was also highlighted in theFGDP(UK)’s June 2014 response to NHSEngland’s Call to Action on improving oral health.

Tooth decay, the softening and eventual lossof tooth enamel resulting in cavities, iscaused by acid produced when sugar andoral bacteria combine. A systematic review ofstudies over a 60-year period, undertaken onbehalf of the World Health Organization andpublished earlier this year, supported the linkbetween the level of sugar consumed andthe development of dental cavities.

It concluded that the risk of tooth decay islower when sugar intake is less than 10% of

adamnews&information

calorie intake, compared with more than 10%.

Charlotte Worker, policy spokesperson at theFGDP(UK), said, “Tooth decay remains asignificant health concern despite thewidespread use of fluoride toothpaste in theUK. We support PHE’s initiative to place sugarreduction high on the public health agenda.We also welcome the fact that the PHE’sreport recognises good oral health as beingan integral part of ensuring good overallhealth for all age groups.”

The FGDP(UK) has joined forces with otherorganisations and individuals concerned withthe effects of sugar on health in support ofthe work of Action on Sugar. The groupwould like to see added sugar contribute tono more than 5% of total energy intake,which echoes advice given to the EnglishGovernment by the Scientific AdvisoryCommittee on Nutrition in a draft report, alsopublished today. Among the key aims forAction on Sugar is to reach a consensusamong food and drink manufacturers togradually reduce added sugar in processedfoods and beverages.

● Read more at: www.fgdp.org.uk/content/news/impact-of-sugar-on-tooth-decay -remains-a-major-hea.ashx

GDC have launched aconsultation on the level of theAnnual Retention Fee (ARF) thatregistrants must pay.

The ARF is the fee all dentists and dental careprofessionals must pay each year to remainon the register and able to practise.The consultation is now open and the GDCwould like to hear views from registrants andthe wider dental sector.

● The consultation is open until 4September 2014. You can find out more atwww.gdc-uk.org

General Dental Council launch consultationon Annual Retention Fee level

Introducing the newADAM Executive Team

Niki Boersma writes ...I thought now would be a good opportunityto introduce you to the ADAM Executive teamall of whom (just like you and me) work in abusy dental practice somewhere in the UK solet’s put a face to the name - here they are:

In addition I’m delighted to announce thatSeema Sharma of Dentabyte has agreed tojoin ADAM as Honorary Vice President:

Finance DirectorMichael Hook

MembershipCoordinator Clare

Rudman

Regional TeamMentorLiz Northmore

Regional MentorJude Temple-

Edwards

Seema Sharma (left) with Niki Boersma


3

adamnews&information

effective and proportionate Fitness toPractise (FtP) procedures, which account foraround 80% of this year’s budget and aretherefore the main reason for the ARFincrease being necessary.

Kevin Lewis, Dental Director for DentalProtection said: 'Dental Protection has for sometime been highlighting the many problems withinthe GDC’s Fitness to Practise regime. This latestannouncement serves only to highlight them.

Not only are there deep concerns regarding themanagement of cases up to and through theInvestigating Committee(IC), and theunnecessary complexity and length of manyProfessional Conduct Committee hearings, theincorrect use of the present legal tests has alsocreated many inappropriate referrals to theInterim Orders Committee(IOC) andProfessional Conduct Committee. The IOCcommittee is only required to intervene whenthere is a clear and urgent need to protect thepublic and there should be very fewcircumstances when such urgent actionbecomes necessary.

Within weeks of the GDC’s own regulator (thePSA) announcing that it is once againinvestigating the GDC and its IC procedures inthe wake of further ‘whistle-blower’ allegations,reports of the GDC’s recent activity in the dentalpress have not helped the profession’s growingloss of confidence in its regulator.

The angry debate prompted by the proposed64% increase in the annual retention fee hascreated an unfortunate juxtaposition whenviewed against a recent GDC campaign in thenational press, encouraging private dentalpatients to make greater use of the DentalComplaints Service.'

● To read more go to www.dentalprotection.org/uk/newsnevents/pressrelease/ARF-protest

Dental Protection signpostsroute for ARF protest

The proposed increase in theAnnual Retention Fee (ARF) wouldsee the cost for dentists rising from£576 to £945, and the GDC is

currently consulting on its proposal.

Although sharing the concerns of thosealarmed by the size of the increase, DentalProtection is warning dental professionals totread carefully when making public theirreaction and also to think before consideringwithholding their ARF as both actions wouldthreaten their registration and ability topractise lawfully.

The Dentists Act requires that the ARF is paidin full on or before 31 December (for dentists)and there are no exceptions. It would beunwise to follow the “can’t pay - won’t pay”protest groups because a failure to pay in fullwill result in automatic de-registration and adelay (plus a loss of income) until one couldbe restored to the register. Continuing topractise or to have an interest in theownership of a practice while unregisteredwould be the illegal practise of dentistryand/or unlawful involvement in the businessof dentistry and could in both respects resultin a criminal prosecution and invalidate anyprofessional indemnity held by the dentist inquestion.

Dental Protection will be responding to theGDC’s consultation on the proposed increasein ARF for both dentists and DCPs and wouldencourage all registrants to do the same,either as an individual and/or collectively aspart of a wider group (LDC/BDA Section, etc).Public remarks about the GDC’s decisionshould be measured and directed throughnormal professional channels, avoiding anypersonal allegation of bringing the professioninto disrepute).

Dental Protection also suggests that the GDCcould contain spiralling costs by more

The General Dental Council (GDC)has indicated that it fully acceptsthe findings of the latest review ofits performance by the Professional

Standards Authority for Health and Social Care(PSA) and has put in place measures to tacklethe problems identified.

● The PSA’s Performance Review Report2013/14 was published on 27 June 2014and can be read in full at http://www.professionalstandards.org.uk/library/document-detail?id=d716599e-2ce2-6f4b-9ceb-ff0000b2236b

Overall the PSA found that the GDC ismeeting its statutory requirements. The GDCis pleased that it has met all the Standards ofGood Regulation for standards and guidanceand education and training but recognisesthat it is not acceptable to have failed to meetsix standards in Fitness to Practise (FtP) andtwo in registration.

The huge increase in complaints that the GDCcontinues to experience (110% over the lastthree years) has put additional strains on theGDC’s delivery and resources. Key measuresaimed at tackling the problems includeconsiderable extra investment with newcasework teams already in place, alongside aclear focus on management of performance.

● You can read more at www.gdc-uk.org/Newsandpublications/Pressreleases/Pages/GDC-accepts-need-for-improvement-in-Fitness-to-Practise.aspx

GDC accepts needfor improvement in Fitness toPractise

4

trainingeventsdiary–

–

Commencing January 2014London

Commencing January 2014London

-–

–

–

From May 2014Wakefield

From May 2014 EastMidlands/West Midlands

From May 2014Wakefield

From May 2014 EastMidlands/West Midlands

From May 2014London

From May 2014Birmingham

Sept/Oct 2014London, Manchester,Midlands, Wakefield

05 September 2014London




25-26 September 2014London

ILM Level 3 Certificate of Leadership andManagement UMD Professional Ltd

Performance management and appraisals in dental practices UMD Professional Ltd

ILM Level 5 Diploma in Leadership andManagement UMD Professional Ltd

Dental Business Management Programme leadingto the ILM Level 7 Diploma in ExecutiveManagement UMD Professional Ltd

BTEC Level 4 Professional Diploma in DentalPractice Management The Dental BusinessAcademy

BTEC Level 5 Professional Diploma in DentalPractice Management The Dental BusinessAcademy

Introduction to Dental Practice Management The Dental Business Academy

Professional Certificate in Dental PracticeManagement (L4) The Dentistry Business

Professional Certificate in Dental PracticeManagement (L4) The Dentistry Business

Postgraduate Certificate inMastery of Dental Practice Management (L7)The Dentistry Business

Postgraduate Certificate in Mastery of DentalPractice Management (L7) The Dentistry Business



Postgraduate Certificate inMastery of Dental Practice Management (L7)The Dentistry Business

Safeguarding children and vulnerable adults BDA

An IRMER course in dental radiography andradiation protection BDA

Management of medical emergencies BDA

Getting better results with business planning BDA

Staff management: two day intensive course BDA

Fiona on 020 8255 2070 [email protected]


Contact: Fiona on 020 8255 2070or [email protected]


http://thedentalbusinessacademy.com/shop/btec-level-4-professional-diploma-in-dental-practice-management

http://thedentalbusinessacademy.com/shop/btec-level-5-professional-diploma-in-dental-practice-management

http://thedentalbusinessacademy.com/shop/dental-practice-management-introduction

Contact Sim on 0161 928 5995 or [email protected] orwww.thedentistrybusiness.com/register.php to watch video intro

as above

as above

as above

Contact Fiona on 020 8255 2070 [email protected]

Contact Fiona on 020 8255 2070 [email protected]

Contact Sim on 0161 928 5995 or [email protected] orwww.thedentistrybusiness.com/register.php to watch video intro

[email protected] 020 7563 4590





Distance Learning Programme

This workshop course is delivered atyour practice and covers managingand maximising staff performance,and how to carry out appraisals indental practices.

Grants available towards course fees.Distance learning and modularcourses also available

Grants available towards fees plus afurther 10% discount for ADAMmembers.

Distance Learning Programme - 30%discount for ADAM members



UK's only university accredited Dental Practice Management courses9 full-day workshops over 1 year2 year and CPD courses also availableADAM members' discount

as above

as above

as above

£2450 payable over 13 months.Discount for payment in full at startof course

as above

UK's only university accredited Dental Practice Management courses9 full-day workshops over 1 year; CPDcourse also available. ADAMmembers' discount; matched grantfunding available to eligible practices

DCP price: £135

DCP price: £135

DCP price: £135

DCP price: £135

DCP price: £260

Date & location Name of event & provider Contact detailsCost & notes

PracticeFocussummer 2014... continued on Page 17 ...

Dentabyte Policies and Procedures Pack worth £199

50% discount to ADAM members*

p

5


Exclusive Dentabyte offer to fullADAM members worth up to £700!

dentabyteoffer

Digital CQC Gap Analyses worth £100

FREE to ADAMmembers*

... to help you keep the cogs of your practice turning

Level 1 access toDentabyte Cloud PracticeManagement Software worth £600

FREE to ADAM members*

For more details visit www.adam-aspire.co.uk To see the full range of Dentabyte services visitwww.dentabyte.co.uk

Turn over for more details...*Terms and conditions apply


6

£700 of member benefits free from Dentabyte

dentabyteoffer

Digital CQC Gap Analysesworth £100

FREE – just log on fromthe resources page atDentabyte.co.uk, and uponverification of your ADAMmembership we will sendyou log in details

Level 1 access toDentabyte Cloud PracticeManagement Software worth £600

FREE – 12 month licencefor all new and renewingfull ADAM members50% discount thereaftersubject to continuedADAM membership

Policies and Procedures Pack worth £199

50% discount – availableas templates within theDentabyte Cloud software

The Dentabyte CloudThe Dentabyte Cloud software has beendesigned by practice owners and managersfor practice owners and managers. It putsthe following at your fingertips:

1. A learning zone of practice managementand CQC videos for easy in house training

2. An interactive calendar to sharedocuments, instructions and tasks withyour team

3. Ready to use audits for health and safety,infection control, radiation, controlleddrugs, fire safety, disability access, referralsmanagement, clinical record keeping.

4. Management checklists for you to keepyour systems up to date

5. Personal Development Plan checkliststo support team members to takeownership of and monitor their progressand for you to use at appraisals.

Dentabyte’s formulaic fool proof frameworkThe first 3 items create a watertightoperations manual – yes it’s paperwork, butonce you know your gaps and have all theright policies and procedures in place, theygive you a framework for proactivelymanaging your business instead of reactivelydealing with problems which can derail youon a day to day basis.

Keeping the cogs turningThe real challenge, however, is having theright tools to train and monitor your team so that you use those systems to deliveroutstanding patient care and value topatients and have efficient operationalsystems. This frees you to concentrate onmarketing, financials and practice growth to keep all the cogs turning in your wheel of success.

The first time you prepare for CQCcompliance it’s a tick box exerciseto ensure that you, as the practiceowner or manager, ensure there

are 5 systems in place:

1. Gap analyses – to see what you have and don’t have

2. Policies - to guide your team about thestandards they are expected to work to

3. Procedures - setting out HOW to do this step by step

4. Training – after all the guidelines are onlyany good if they are implemented

5. Monitoring – the buck stops with you so checklists and audits will keep you on track

This is first in the series of articlesManagement Made Easy by Seema Sharma – the newly appointed ADAM honorary vice president


7

businessplanning

5 Managing performance6 Work smarter not harder7 How to make the most of meetings

The course will be facilitated by Alison Miles-Jenkins, Managing Director, Training ToAchieve Enterprises Ltd who has over 15 years’experience of working with dental practices.

Reception and telephone skills for the whole dental teamHigh standards of customer care, goodcommunication and organisation skills arefundamental in securing and retainingpatients. Attendees to this one day interactivecourse will be given great tips and techniqueson how to improve their telephone and faceto face skills, promoting a positive, efficientand professional service. The course is led byone of the BDA’s most popular speakers,Heather Dallas of Dallas Development.

Feedback from a past delegate “Heather wasfantastic – really enthusiastic. Lovely! Hasgiven me a lot of motivation and identifiedways to not become stressed in my job role.”

The next course takes place on 28 Novemberat the BDA HQ in London. Places book up fast.

● For more information on these coursesand to book, visit www.bda.org/training

Getting better results withbusiness planning

can be used to make a real difference anddiscuss how you can use them in a practicalway to improve your financial results. The course will be facilitated by AndyMcDougall of Spot On Business Planning. Andy has worked with a wide range of dentalpractices and has over 30 years strategicbusiness planning experience.

Essentials of staff managementPeople can be unpredictable, and they don’tnecessarily come to work for the samereasons you do. Some like change andchallenge, and others will do their utmost toresist it. Some team members understandwhere the practice is going, and they aremotivated to do all they can to help. Othersare less inclined to buy into the vision and arecontent to leave things as they have alwaysbeen. Some embrace the opportunity tolearn; others feel unsettled by it.

So how do you align this collection ofindividuals to all travel in the same direction?

There are a number of proven strategies andtools that will improve your day to daypeople management skills and enable you towork more confidently without necessarilyneeding to pass problems ‘up the line’.

The BDA course, Essentials of staffmanagement, a two day intensive coursetaking place from 25-26 September, willexplore the seven most important aspectsof managing people:

1 How to recruit/select the best person for the job

2 How to build a winning team3 Being a manager and leader as well

as a professional4 Communicate for success

Business planning is the only routeto achieving the sustained levels ofprofitability. It is the key thatunlocks the door to improved

business efficiencies and higher levels of profit.

So many dental practices just amble along,not knowing how they are performingfinancially from one month to the next. Theonly guide for principals and managers isusually a set of annual accounts that are 12months old and so they are constantlyworking with information that is out of date.

It is never an enviable position to take actionwhen you finally notice that the practiceturnover is on the decline, the appointmentbook has become patchy or profits havetaken a turn for the worse – yet that is whatmany practices do. A proactive practice willput measures in place to avoid the businessever getting into trouble in the first place andto monitor its performance monthly so pre-emptive action can be taken.

The BDA course, Getting better results withbusiness planning, takes place on 19September. It will look at the techniques that

Time to brush up on some key areas – could make a huge difference to your 9-5

Andy McDougall, Spot On Business Planning.

Alison Miles-Jenkins, Training To AchieveEnterprises Ltd

business, accountancy tax and financialissues involved in buying, growing andselling a practice. She will discuss howpractices are valued and how purchases canbe funded.

Booking and moreBeyond the group presentations a furtherprogramme highlight is the politicaldiscussion session in which Chief DentalOfficer for Scotland, Margie Taylor and theDeputy Chair of the BDA’s Principal ExecutiveCommittee, Robert Kinloch, will discuss thecurrent state of NHS dentistry in the country.

Finally delegates should be sure not to missthe expanded exhibition, which will offer thechance to see a range of products andservices, as well as the chance to enter a prizedraw!

● Additional information about the event,including biographies of the mainspeakers and further details about all ofthe sessions on offer, can be found atwww.bda.org/scottishscientific. Ticketsfor practice managers cost just £80 for thewhole day. To book a place at the eventcall the BDA events team on 020 75634590 or email [email protected].


8

conference&exhibition

issues in dentistry relating to GDC guidance,and how the law impacts on dental practice.

In his second session of the day ComplaintManagement – what not to do! Aubrey willlook at some of the common causes ofpatient complaints and how to managethem effectively. He will go through theguidelines governing complaints and,importantly, look at what not to do!

Customer care and successfulcommunication when discussing treatmentand costs will be the focus of a prsentationled by dental business coach and formerhygienist Illona McLay.

Her session on Creating a successful practice:the importance of ethical selling and treatmentpresentations will look at how to provide apatient-focussed experience whendiscussing costs and ways in which processescan be improved to provide better customercare in practice.

Of course growth is the next step for anysuccessful business. On hand to provideadvice on Building value in your dental practiceis Linda Nelson, Partner at Condies CharteredAccountants & Business Advisers. Over thecourse of an hour Linda will look at the

From record keeping tocustomer care, do it all in a dayA packed programme of presentations by expert speakers, political discussion, and a varied exhibitionawaits delegates attending this year’s BDA Scottish Scientific Conference & Exhibition. The event takes placeat Glasgow’s Crowne Plaza hotel on Friday 5 September and offers eighteen sessions in total.

Something for everyone

As well as clinical sessionscovering topics such paediatricdentistry, oral cancer, toothwhitening, and periodontics the

programme offers a variety of presentationsof interest to practice managers andadministrators, spread throughout the day.

The importance of good record keeping willnever be far from a practice manager’s mindand this subject will be examined by AubreyCraig, Head of the Dental Division at theMedical Dental Defence Union of Scotland, inhis session Law, ethics and record keeping.During this session, the first of two he ispresenting, Aubrey will also explore ethical

Scottish Scientific Conference & Exhibition 2014

Linda Nelson, Condies Chartered Accountants &Business Advisers


9

pensions

What is auto-enrolment?

It is a legal requirement for businessesto set up and pay into a qualifyingworkplace pension scheme (QWPS) fortheir employees. Non-compliance will

result in fines and potential imprisonment.

Does auto-enrolment apply to every business?Subject to one or two exceptions auto-enrolment applies to all businesses,irrespective of size.

What do you need to do?Each employer, depending on size, has beengiven a date when they will need todesignate a QWPS into which they willautomatically enrol all of their eligibleemployees.

You will have to assess your employees to see if they are eligible. Employees who aredeemed to be eligible are those who are notalready in a workplace pension and who:● earn over £10,000 a year

(£833.33 a month)● are aged 22 or over and are

under State Pension age

You will have to make contributions onemployees’ behalf and you are obliged to tellyour employees about the implications ofauto-enrolment and how it will affect them.

You will also have further obligations to thoseemployees that do not meet these criteriaand the QWPS will require a defaultinvestment option.

Payroll assistanceCompliance with the rules is not just abouthaving a pension scheme in place.The payroll process will change goingforward and when your staging date arrives,

We can make a potentially complex world a whole lot simpler.

We offer easy solutions to support you inmeeting your duties and we can help ensurethat your employees understand the benefitsyou are providing.

We can support you throughout theimplementation of your QWPS, providing fast,simple solutions that make sure you and youremployees get the very best outcomes. We canensure your pension scheme meets theminimum requirements and continues tocomply with workplace pension legislation.

Pension Auto-Enrolment – Are you ready?

you will be required by law to automaticallyenrol any eligible employees into a QWPSwhen you run your payroll.

Timing is crucial, for example an employeeturning 22 can mean moving from being anon-eligible jobholder to an eligiblejobholder, at which point they need to beauto-enrolled. Systems need to be in place to accommodate all eventualities.

Here is a basic guide to auto-enrolment. To understandhow auto-enrolment impactsyour business and your specificrequirements you will needspecialist advice as this is acomplex area.

When does auto-enrolment apply from?

You can check your staging date by enteringyour PAYE reference on the PensionRegulator’s website:● www.thepensionsregulator.gov.uk/

employers/tools/staging-date.aspx

Whilst some staging dates may seem a longway off, it can take time to ensure everythingis in place. We recommend starting theprocess at least a year in advance of yourstaging date.

If you are interested in seeing how we can help,please contact Gary Cook, Financial PlanningManager:

Hazlewoods Financial Planning LLP, Staverton Court, Staverton, Cheltenham, GL510UX. Tel: 01242 682141Email: [email protected]

How can Hazlewoods Financial Planning help?


10

adampresident

And so, aroundthe table at ourExecutivemeetings, wehave a realwealth ofexperiencefrom the dentalprofession. Plusof course we can tap into the expertise of ourHonorary Vice Presidents Seema Sharma andTracy Stuart.

Any dates in your diary yet for forthcoming events?Yes, it may be summer but the year is quicklybeing mapped out ahead of me, and I’malready looking towards some of the key eventsfor the dental profession taking place in theautumn – specifically the BDA’s ScottishScientific Conference & Exhibition 2014 on 5thSeptember, and Dental Showcase on 9th to11th October 2014.

Finally, any last minute tips for busy practicemanagers – or those aspiring to be?Only one – when I first became a practicemanager I found it could be quite a lonelyexistence – stuck between the dentist principalon one side and the dental team on the other –it really did feel sometimes like being piggy inthe middle! Finding BDPMA (as it was then) wassomething of a saviour. Suddenly I could talk topeople who had similar work related issues, andin many cases had worked through them. Itreally did show me that being part of anorganisation such as ADAM was invaluable –and I’ve been an active member ever since.

All of which is a long way round to saying thatmy tip is – take an active part in the Associationthat represents you; find out first-hand what itcan do for you; and what you can do for othermembers; go to the regional seminar nearest toyou; and help make ADAM a real success storyin the dental profession. And my second tip –get others to join up and take an active part too!

Interview with Niki Boersmalearning something relevant and useful to takeback to practice the next day.

Anything else?Oh yes – lots! I’m keen to develop strongerrelationships across the profession and, throughthis, raise the profile of ADAM. A great exampleof this is our recent collaboration with DentalDirectory who are generously sponsoring anumber of Regional Seminars to be held acrossthe country over the next twelve months; thefirst took place on 27th June and was presentedby Tracy Stuart, ADAM Honorary Vice President,and Director of NBS Training, and covered thetopic of Successful Marketing Strategies. And therecent survey of ADAM members – undertakenin conjunction with Dental Directory - will helpdetermine the topics and locations for futureevents.

Sounds like you’ll be busy?Yes but I’m pleased to say I have a good teamaround me. Tracy Stuart joined ADAM last yearas Honorary Vice President and will continue inher role in the coming 12 months during whichtime she’ll be running more Seminars for ourmembers. And I’m delighted to announce thatSeema Sharma is also coming on board asHonorary Vice President. Seema will be knownby many of you from Dentabyte and I’m reallylooking to ADAM being able to tap into herideas, energy and enthusiasm.

Add to this our new Executive team, and theback-office and editorial support from our basein Gloucester and I’m sure that, between us, wecan deliver against our plans.

Who is on the Executive with you?Following this year’s AGM at the BDA’s offices inLondon the ADAM Executive team nowcomprises myself as President plus FinanceDirector Michael Hook, MembershipCoordinator Clare Rudman, and Regional TeamMentor Liz Northmore, in addition to which Ihave co-opted Regional Mentor Jude Temple-Edwards onto the team.

You stepped up to President of ADAM atthe association’s AGM on 27th June. Howhave your first few weeks been?Even after a period as Vice President it still came asa bit of a shock at last month’s AGM to bepresented to the assembled members as President.

Not because I wasn’t expecting it, but more as areflection of my journey from newly appointedPractice Manager back in 2001 to heading upthe organisation I joined that same year so thatI could benefit from the experience othermembers so willingly shared with me.

Tell us a bit about yourself.I’m Practice Manager at Identity IndividualDental Care in Billingham, Stockton on Tees andlive in Thirsk, North Yorkshire where myhusband Mark and I run a Guest House. I’vebeen involved in dentistry since getting ‘hooked’as a 14 year old doing work experience, and Istill love it – especially now when, as practicemanager, I see individuals with little or noexperience develop and grow into capable andconfident dental care professionals and, in somecases, practice managers themselves.

What’s important to you about ADAM as an association?I see ADAM as an important focal point of helpand support; advice and guidance; learning anddevelopment; for busy practice managers andmembers of the administration teams in dentalpractices across the UK. Sharing experienceswith like-minded individuals and learning fromeach other is always time well spent!

What’s your priority for ADAM during your tenure as President?I want to re-create something of theorganisation I joined back in 2001 which,amongst other things, included frequently heldRegional Seminars where members could meetup with friends and colleagues. As a ‘get -together’ I always found these great forexchanging news and views on various topics,dental and otherwise, and at the same time

Newly appointed President of ADAM


11

practicegoodwill

doing, where and for how long howeverstands a greater chance of being enforceable.

Practice Managers are warned against usingtemplate clauses (typically found on theinternet) when drafting restrictions as widegeneric restrictions will not be worth thepaper they are written on.

Well drafted restrictions however will providea Practice with a very useful tool to protect itsgoodwill. At the very least they may deterEmployees/Associates from joining acompetitor. Moreover, if a breach of arestriction occurs consideration can be givento taking legal action.

Protecting the Practice’s Goodwill

patient database, relationship with suppliers,stability of its workforce etcetera) and thatthe protection sought is no more than isreasonable having regard to both the parties’and the public’s interest.

Practice Managers are therefore stronglywarned that only reasonable restraints will beenforceable. There are various types of restrictions/restraints, the most common of which in theindustry include non-solicitation (usually ofpatients) and non-competition.

There is no ‘one size fits all’ approach todrafting restrictions and whether they arereasonable depends upon the parties’circumstances and the scope of therestrictions themselves.

Practice Owners and Managers areconsequently urged to consider exactly whatthe Practice is looking to protect andthereafter ensure that bespoke restrictionsare prepared to maximise the likelihood ofthe restrictions being enforceable. The scopeof the restrictions is a particularly pertinentfactor. As such consideration should begiven to the:● Duration of the restriction● Geographical scope of the restriction● Ambit of what is being restricted

By way of an example, a restrictionprohibiting an Employee/Associate fromsoliciting any patient of the Practice is lesslikely to be enforceable than prohibitingthem from soliciting any patient to whomthe Dentist gave care within the 6 monthsprior to their departure.

Simply restraining an Employee or Associatefrom competing is unlawful and a restrictionof this nature will not be upheld. Being veryprecise about what they are restricted from

In a recovering market we areseeing more and more Associatesmoving on from one Practice toanother or even going it alone.This can have devastatingconsequences on a Practiceparticularly if it has failed toprotect its goodwill.

In the case of a Dental Practice goodwillusually comprises of its patientdatabase and turnover. Practices areusually very good at ensuring that

Dentists are devoted to the Practice andpromote its interests generally however theyoften fail to protect the Practice’s reputationand goodwill when a key member of staff orAssociate moves on.

As the majority of Dentists in General Practicework as Self-Employed Associates it isadvisable for the Agreement that is in placewith them to include restrictions during thecourse of their engagement and once it hascome to an end. The more damage theycould cause if they were to leave the Practice,the more reasonable it will be to imposerestrictions upon them.

If an Employee or Associate subsequentlybreaches a restriction, and the Practice hassuffered or is likely to suffer loss/damage to itsreputation as a result, then it will be open tothe Practice to consider taking legal action.The starting point however is that anycontractual term which purports to restrictan individual’s freedom to work for others orcarry out their trade or business is void andunenforceable.

It is therefore for the Practice to demonstratethat it has a legitimate proprietary interestthat requires protection (for example its

About the Author

If you would like to discuss any aspect ofemployment law please contact Lisa Kemp,Solicitor in the Employment Division at mfgSolicitors LLP on 01905 610 410.

Lisa advises both employers and individualson the full range of employment law issues.She offers comprehensive HR advice andassists clients with Employment Tribunaldisputes as well as drafting variousemployment documents such asemployment contracts, policies andprocedures and settlement Agreements.

Lisa Kemp

by Lisa Kemp, Solicitor, mfg Solicitors LLP

● More than 25% of ADAM members took part in the survey

● 93% are Practice Managers

Dental Care Professionals● 56% are DCPs of which the majority

are Dental Nurses● 86% of DCPs qualified more than

10 years ago

Implant Treatments● 52% said their practice does not provide

implant treatment; of those, 94% referpatients elsewhere

● Of the 48% providing implant treatment,when compared with 2010:– 80% said they are now providing moreadult treatment;– 3% said they were now providing less; – 17% said they were providing the same.


12

surveyresults

2014 Members SurveyHere is an overview of the results of the

survey of ADAM members undertaken in

May 2014 in conjunction with Dental

Directory. This information will be used

by ADAM to shape the future direction of

the Association.

Those who took part in the survey were

entered into a Prize Draw undertaken by

Anthony Brooks of Dental Directory at

the offices of the BDA in London on 27th

June and the winners were:

1st Prize: A case of wine:

Toni Richman of Billingshurst

Dental Practice

2nd Prize: £20 Marks & Spencer

Gift Voucher:

Karina Hyde of The Blockley Partnership

3rd Prize: £10 credit towards next year’s

ADAM membership renewal:

Jo Stedman of Goldsworth Road

Dental CentreOrthodontic Treatments● 56% said their practice does not provide

orthodontic treatment; of those, 92%refer patients elsewhere

● Of the 44% providing orthodontictreatment, when compared with 2010:– 64% said they are now providing moreadult treatment;– 12% said they were now providing less;– 24% said they were providing the same.

Membership

DCPs

Orthodontic

ImplantPractice Focus and e-update● Average number of people

who read Practice Focus within a member’s practice: 3

● 77% prefer Practice Focus in its current A4 format

● 69% rated Practice Focus as Excellent or Very Good

● 64% rated e-update as Excellent or Very Good

Practice owner Associate Practice Manager Dental TherapistDental Hygienist Dental Nurse Other

0-4 Years 5-9 Years 10-14 Years 15-19 Years 20-25 Years 26+ Years

MoreTreatment

LessTreatment

SameTreatment

70%60%50%40%30%20%10%

0%

MoreTreatment

LessTreatment

SameTreatment

80%70%60%50%40%30%20%10%

0%

Demand for restorativetreatments over cosmetictreatments● 58% said their practice had seen an

increase in the demand for restorativetreatments over cosmetic treatments inthe last two years;

● 18% had seen a decrease;● 24% said demand had not changed

What respondents expect from a dental dealer1. Good prices2. Wide range of products3. Free next day delivery


13

surveyresults

Interest in ADAM regionalseminars● 98%

Preferred locations by city● London 30%● Taunton 9%● Manchester 8%● Nottingham 6%● York 6%● Birmingham 6%● Edinburgh 3%● Exeter 2%● Leeds 2%● Newcastle 2%

Preferred locations by region● London and South East 37%● South West 14%● Midlands 13%● North East 13%● North West 9%● Scotland 6%● South 6%● East 2%

Preferred topics● Employment Law 77%● Health & Safety 75%● HR 75%● CQC 61%● Management &

Communication 56%● Finance 25%● Direct Access 18%● Tax 15%● Marketing 3%● Pensions 2%

Endodontic Treatments● 8% said their practice does not provide

endodontic treatment; of those, 70%refer patients elsewhere

● Of the 92% providing endodontictreatment, when compared with 2010:– 46% said they are now providing moreadult treatment now;– 6% said they were now providing less;– 48% said they were providing the same.

Endodontic

Restorative over cosmetic

CQC Inspections● 89% said they had had a CQC inspection● 86% manage compliance support within

their practice

Dental EventsDental Dealers

What respondents expect from a dental dealer● Private: 60.2%;● NHS: 39.8%.● 34% exclusively Private● 3% exclusively NHS

Private v NHS Work Patient Plans● 68% of respondents offer a patient plan

Payment Method Trends● 79% of respondents had noticed changes

in the way patients pay for their dentaltreatment in recent years– 75% had seen more card payments;– 20% had seen more finance plans;– 4% had seen more cash payments.

Patient Plans

Patient Behaviour● 58% said patients were having the same

amount of treatment as before;● 35% said patients were putting off or

delaying large treatment plans; ● 20% said patients were putting off or

delaying routine care;● 7% of respondents said patients were

putting off or delaying all care.

Most Common Treatments● Conservation 26%● Cosmetic/Prosthetics 22%● Hygienist Treatment 13%● Endodontics 12%● Prevention 6%● Orthodontics 5%● Prosthetics (Removable) 5%● Periodontology 4%● Extractions 4%● Other 2%● Paedodontics 1%

Average number of dentists’chairs per practice● 3.7

MoreTreatment

LessTreatment

SameTreatment

60%

40%

20%

0%

MoreTreatment

LessTreatment

SameTreatment

60%

50%

40%

30%

20%

10%

0%Denplan

50%

40%

30%

20%

10%

0%

Private

NHS

DPASPractic

ePlan

MedentaIn-houseplan Others

Henry Schein

40%35%30%25%20%15%10%

5%0%

DentalDirecto

ry CTS KentExpress

Wright’s

DentalPlandent

Dental SkyX-DentOthers

BDIA DentalShowcase

25%

20%

15%

10%

5%

0%

The Dentistry

Show BDA

Conference ADAMConferenceDentist

ry LiveBSDHT Oral

Health BADN

ConferenceOther events

If you’re already enjoying the benefits of being amember of ADAM,why not encourage your

colleagues to join? And for each one that signs upyou get £20 in High Street Vouchers!

To join all you need to do is complete the formbelow and send it in to us, we’ll do the rest.

But don’t forget to add your own name andmembership number!

● Reduced rates for seminars and webinars

● Access to legal advice

● Access to verifiable CPD

● Free subscription toPractice Focus

● Free copy of Probeand BDJ Team

● Networking opportunities

● Monthly emails onrelevant and topical

subjects

● Discounts on specifictraining courses

● Access to advice sheetsand templates

Introduce a new member to ADAMand earn £20 in High Street Vouchers!

Key Benefits of Membership

Request for Membership application form

Please send an application form to my colleague who wishes to join ADAM* and send me £20 in High Street Vouchers when they become a Full Member.

MY DETAILS: Name: .............................................. ADAM membership number: .........................

NEW MEMBERS DETAILS: Mr/Mrs/Ms/Miss* (delete as appropriate)

First Name: ....................................................... Surname: ...........................................................

Address and Postcode: ...................................................................................................................

..........................................................................................................................................................

Contact Phone Number: ................................ Email: ................................................................

* If you prefer, simply email the above information to [email protected] and she will send the application form to your colleague.

Please note this offer only applies to applications for Full Membership

Exclusive

Dentabyte

offer to ADAM

members worth

up to £700!

See page 5


15

modernworkplace

only and does not extend to workers or self-employed individuals.

Typical requests for flexible working are likely to include:● A change to hours of work● A change to the times when they are

required to work● To work from a different location (for

example, homeworking)● Compressed hours

Under the new regime Practices are under aduty to consider flexible working requests ina ‘reasonable manner’.

A new ACAS Code of Practice (‘the Code’) hasbeen produced providing employers withguidance. Whilst this Code is not legallybinding, Dental Practices are warned that ifthe Code is not followed, it will be a factor indetermining whether the Practice has actedreasonably when dealing with an employee’srequest.

The Code sets out details of the procedurethat Practices are encouraged to follow. Inparticular, a Practice now has up to threemonths upon receipt of a request to dealwith it from start to end (including anappeal). A Practice can still reject a requestbut it can only do so for legitimate businessreasons of which there are eight.

One of the main risks a Practice has to bemindful of is the possibility that theemployee will allege they have beendiscriminated against if their request has

The Modern Workplace – Flexible Working

With effect from 30th June2014 the right to requestflexible working changed asdid the procedure that

should be adopted by employers whenhandling requests.

To request flexible working in the past theemployee must have had carerresponsibilities of children (under the age of17); disabled children; or dependant adults.

The right to request flexible working has nowbeen extended considerably.

All employees now have the legal right torequest flexible working, as long as they havebeen continuously employed by the Practicefor 26 weeks at the time of making therequest. In addition, the employee must nothave submitted a request in the preceding12 months. The right exists for employees

On 30th June 2014 considerable changes came into force regarding the right to work flexibly. Most Practices will be familiar with the old regime having received past requests from employeesrequesting flexible working typically, changes to their working hours. Practices are therefore likely to be familiar with the strict statutory process they were once obliged to adhere to.

been rejected. This may give rise to a costlydiscrimination claim being pursued as aresult. Care not to act in a discriminatory waymust therefore be given at all times.

Whilst in the past employees will havesubmitted a request due to familycommitments now, employees can submit arequest for any. Many employers aretherefore concerned about an influx ofrequests but this in my view is unlikely. Inany event, Practices are reminded that it is aright to request flexible working, not a rightto it.

Many Practices could benefit from having aflexible workforce. In particular, it may helpthem retain valuable members of staff.Arguably having a flexible workforceincreases staff morale, improves the quality ofthe service offered to patients and isconducive in recruiting outstandingemployees.

Unless they have been recently reviewed aPractice’s existing ‘flexible working policy’ isnow likely to be out of date. Similarly, if aPractice does not have such a policy it isencouraged to do so. This will help ensurethat the procedure is transparent and thatrequests are dealt with fairly.

● If you would like to discuss any aspect of employment law please contact Lisa Kemp, Solicitor in the EmploymentDivision at mfg Solicitors LLP on 01905 610 410.

by Lisa Kemp, Solicitor, mfg Solicitors LLP


16

dentalshowcase

In an increasingly competitiveindustry, patients look for only thebest when choosing dental services.

Therefore, maintenance of everyaspect of your dental practicefrom the website, to theequipment, to the skills and ability

of your team to work together, is reallyimportant to ensure you provide the bestquality patient experience possible.Attending a dental exhibition can help giveyour practice and team a boost, as well as theedge over your competitors. For 3 days from9-11 October BDIA (formerly BDTA) DentalShowcase will transform ExCeL London intothe metropolis of dentistry. Make sure youattend for everything you need to put yourpractice ahead of the rest!

Showcase your website!There’s that old saying that first impressionsmean a lot. 48% of people cite a website’sdesign as the number 1 factor in deciding thecredibility of a business. Take a look at yours, isit credible? As a busy practice manager, it’seasy to forget the impact your onlinepresence may have, but statistics like thisprove your website can have a huge impacton your business. A simple, clean layout witheasily digestible text is most effective incommunicating the professionalism of yourpractice on the web. In a study, 70% of peoplelooked at lists broken up by bullet points,whereas only 55% of people looked at listswithout bullet points.

The addition of patient testimonials can alsogive your website a real boost. Researchshows that 72% of people trust onlinereviews just as much as personalrecommendations. Why not provide yourpatients with feedback forms, that could takeas few as 5 minutes to fill out, then use theirpositive comments as testimonials on yoursite? Make sure you get the patients’permission first!

BDIA Dental Showcase will provide you withall the inspiration you need to inject more lifeinto your practice website. Companies suchas Dental Design, a leading design andmarketing agency for the dental profession,will be on hand to help you enhance yourdigital footprint. Visit them at stand N09!

Create a patient-friendly atmosphereAs a practice manager you will know fromexperience that many patients find receivingdental treatment nerve-wracking. Providing apleasant waiting room atmosphere can makea big difference for them. Research shows thatmore than 50% of patients do actually readposters whilst they wait to see a dentalprofessional. Why not provide postersfeaturing testimonials or reviews from happycustomers? Not only will this reassure nervouspatients, but it is an ideal way to communicatepositive messages about your business.

Most patients like to have something to read inthe waiting room and 43% will opt for dentalliterature if it is available. When in the dentalchair, patients may be a bit overwhelmed,particularly if they are nervous, and may notabsorb the important messages about how tomaintain their oral health. Providing dentalliterature with oral health advice can supportthe messages the dentist gives making theirlife easier, and again, distract the patient andcommunicate the message that your practiceis there to help them.

BDIA Dental Showcase brings together over350 stands with exhibitors providing practicemarketing, patient materials and otherservices including innovative ideas such aswaiting room videos, to brighten up and makeyour waiting room a more enjoyable place tobe. Why not visit Designer Dental Marketingon stand S20 to see what they can do for you?

Put innovation into practiceOnce they are in the dental chair, patients willappreciate knowing that they are receiving

the most expert treatment. The world ofdentistry is constantly changing so make sureyou and your team keep on top of the latestdevelopments. BDIA Dental Showcase is theultimate platform for keeping up-to-date withall aspects of dentistry, including technology,oral conditions and legal requirements, and issuitable for all members of the team.

The popular mini lecture programme providesvaluable sessions from dental experts, on themost important, current topics within fieldssuch as cosmetic dentistry, periodontics andprosthodontics. These sessions, as well as on-stand exhibitor lectures, feature hands-ondemonstrations showing you how to best usethe latest tools and techniques, with theadded bonus of verifiable CPD. What’s more,many companies use exhibitions to launchnew products and services, oftenaccompanied by exclusive offers anddiscounts. Take advantage of them beforeyour competitors do! Hannah Peek, ADAMPresident 2013-14 comments, “As a PracticeManager, BDIA Dental Showcase gives me lotsof great opportunities to keep up with what’shappening within the profession and issomething I look forward to every year! It's agreat place to look at what's new on themarket, get great new ideas for your practiceand if you are updating your surgery it’sfantastic having all the different suppliers inone place so you can compare differentequipment and products, not to mention theshow discounts that are on offer!”

Book now!To give your practice a boost and keep theedge over your competitors for another year,book your complimentary tickets today!BDIA Dental Showcase will take place from 9-11 October at ExCeL London. Register yourteam now at www.dentalshowcase.com foryour free advanced ticket. It only takes aminute and means you will receive updatesin the months leading up to the show withwhat not-to-miss including the mini lectures.We look forward to seeing you there!

Give your practice a boost!


17

ADAMcharity

expertise and experience from thedental profession to assist us inachieving our charitable objectives.

We ask our followers to sign ourmanifesto for change and take our 9habits of a happy dental professional back totheir colleagues, to guide them to create aproductive and inspiring workingenvironment for the whole team.

Be Confident – Smile – Connect – Innovate –Excel – Inspire – Mentor – Respect - CareWe approach all our projects with positivity,fun and humour to create powerful anduplifting messages that can make a realimpact on the dental profession. Our aim isto provide everyone in the dental team withthe tools to effectively engage with their

Heart your Smile

Heart your Smile is a registeredcharity that is dedicated tochanging the public’sperception of dentistry. We

want to increase the public’s awareness ofthe importance of good oral hygiene, reducedental anxiety and get more people visitingtheir local dental practice.

We offer financial, educational and practicalsupport; for innovative and crowd sourcedprojects that engage, not only existingpatients but the wider community as well.We are already supporting dental teamsacross the UK, to assist them in promotingand protecting the physical and mentalhealth of oral disease sufferers. We aresupported by industry sponsors and ourwonderful volunteers, who bring a wealth of

In her first speech as ADAM President, Niki Boersma announced the Association’s Charity during her presidential tenure as Heart Your Smile – here’s a bit about them.

local community, celebrate their success andguide them to deliver a positive dentalexperience to their patients.

We are putting the heart into dentistry &smiles into our communities; join us via ourwebsite and social media channels, the Heartyour Smile family need you.

● www.heartyoursmile.co.uk● HeartYourSmile● @heart_yoursmile.co.uk● heartyoursmile

September - November 2014Yorkshire, Manchester,

West Country

Starts September 2014Birmingham

September - November 2014Yorkshire, Manchester,

West Country

Starts October 2014London

Starts October 2014Bristol

Starts October 2014Leeds



Starts September 2014London

Professional Certificate in Dental PracticeManagement, Module 1, workshop 1 The Dentistry Business

ILM Level 5 Diploma in Leadership andManagement UMD Professional

Professional Certificate in Dental PracticeManagement, Module 1, workshop 1 The Dentistry Business




ILM Level 7 Diploma in Executive ManagementUMD Professional

ILM Level 5 Certificate in Leading with Integrity*new course* UMD Professional

ILM Level 7 Award in Strategic LeadershipUMD Professional

Contact Sim Goldblum for moredetails - 0161 928 5995 [email protected]

Call 020 8255 2070 or [email protected]

Contact Sim Goldblum for moredetails - 0161 928 5995 [email protected]







–

£2450 payable over 13 months

–




£4800 payable over 18 months. Part-funding available

£1200 payable over six months

£3000 payable over ten months

Date & location Name of event & provider Contact detailsCost & notes

trainingeventsdiary continued from Page 4...


18

ADAMseminars

Tracy’s interactive presentationincluded some ‘mystery shopper’phone calls to delegate’s ownpractices which, in equal measure,

proved to be insightful, entertaining and, justa little, scary! Here, with some photos of theevent, are just one or two of the commentsfrom delegates.

ADAM Seminar changesperspectives about marketing On 27th June, at the BDA’s offices in London, Tracy Stuart, Honorary Vice President of ADAM and Director of NBSTraining, delivered a Seminar to delegates on the topic of Developing Marketing Strategies. Those fortunateenough to be in attendance at the event sponsored by Dental Directory left full of ideas for how to improve themarketing of their practices.

● To find out more about Tracy Stuart,Honorary Vice President of ADAM andDirector of NBS Training, visit her website:www.nbstraining.co.uk or contact her at01438 217 944 or 07782 220 038, or byemail at [email protected].

‘ I thought I knew a lot aboutmarketing - Tracy has a refreshinglydifferent approach - very powerful ’

‘ The mystery shopper calls were veryilluminating! ’

‘ Tracy has changed my perspective,I’m feeling very motivated and can’twait to try it ’

Recently appointed ADAMPresident, Niki Boersma, said:

‘ This seminar, which was the first ofseveral we are planning for thecoming months, was a great successand left delegates reflecting uponand challenging their pre-conceivedideas of how to market theirpractices! ’

Left: Tracy Stuart with Niki Boersma and ADAM Immediate Past President, Hannah Peek.


19

timemanagement

12. Avoid cherry-picking Chances are, given a choice, you will alwaysgravitate back to your operational comfortzone. So widen your comfort zone bybecoming expert and at ease whenmanaging people.

13. Staff count, but so do youBe readily accessible but not all of the time.

14. Eliminate vampiresIf you need to, get some time managementtraining and deal with your time vampires –they are bleeding you of your most preciousresource.

So there are 14 time management ideas, Ihave hundreds more that I share on my TimeManagement Training courses. If you needmy help just give me a call.

How to manage your time as well as your people

4. Your poor memory!Reduce the workload for your memory –write things down.

5. Have a master listHave a master list that contains everythingyou need to do – I include work and personaltasks all in one master list. Then transfer overinto weekly or daily lists to suit.

6. Batch routine tasksBut remember that people are not routine.

7. Time v PeopleBe ruthless with time but always graciouswith people.

8. The chunking principleUse ‘chunking’ for overwhelming tasksespecially. Divide up work into moremanageable parts and set dates/deadlinesand deliverables for each.

9. Time for yourself – as well as your teamHave self-authorised agendas – bookmeetings with yourself!

10. Apply the Pareto PrincipleThe 80/20 rule – Have this as your mantra.20% of your efforts achieves 80% of yourrewards. So direct your efforts in the rightdirections.

11. Are you a lark or a nightingale?Consider your peak energy levels – try anddo the huge important tasks when you are atyour best. Your people issues are prettyimportant so pick your moment.

Your work-life balance can sufferand stress increase and yourpractice team will undoubtedlyfeel the strain too. So grab

yourself some great time management tipsand techniques and share them with yourteam. Remember, with time management it’sso important to recognise one’s individualityand unique set of circumstances.

Time Management is often put over as arational set of techniques. But we are humansand often irrational and emotionally drivenaren’t we? So what works for one personwon’t necessarily suit everyone. Have a lookat the list below and try some out for yourself.

1. Important not urgentDon’t always gravitate towards urgency –remember importance and how stressedyou’ll be once important stuff becomesurgent because you have neglected it. If youare stressed and short of time your peoplemanagement will suffer.

2. Perfectionism wastes timeDon’t waste hours of productive time strivingfor perfection in everything. Decide whereperfection counts and deliver it, but bear inmind the adage: “The best is the enemy ofthe good”.

3. Does speed matter?Remind yourself that faster isn’t always better.This is particularly true when dealing withstaff.

We are all trying to squeeze morefrom less. Time is money andchances are there’s not enoughtime in the day.

by Alison Miles-Jenkins,Training To Achieve

Alison Miles-Jenkins, Training To AchieveEnterprises Ltd


20

aed

When considering medicalemergencies from a dentalperspective the two mostfrequently asked questions are:

● Is it a legal requirement to have anAutomated External Defibrillator (AED) ina dental practice?

● What are the risks to me and the practice Iwork for if I use the AED outside ourpremises if a stranger has an emergency?

The Resuscitation Council guidelines ofNovember 2013 include an AED in the list ofemergency equipment which they describeas ‘the minimum equipment recommended’for a dental practice.

The guidelines say ‘it is an expectation of thepublic that AED’s should be available in everyhealthcare environment and the dental surgeryis not seen as an exception’ but of course theterm ‘should’ is hard to interpret.

Large supermarkets now have staff trained touse AEDs on their premises and otherresuscitation guidelines mention that ‘the use of AEDs has been so successful in some locations that the potential liability for nothaving one available has been questioned. Inthe USA, airlines have been sued for just thisreason’.

The General Dental Council Standards for theDental Team states: 6.6.6 Medical emergencies

should be available, and a coroner wouldcertainly refer to this.

With regard to using the facility outside thepractice environment, there is specificguidance regarding this from theresuscitation council, ‘the legal status of thosewho attempt resuscitation - August 2010’.

Unlike in some other countries, in the UKthere is generally no legal obligation for anindividual to assist someone in need ofresuscitation unless they caused the personto require this. There are no Good Samaritanlaws to protect the rescuer.

The guidelines say, ‘It is, in practice, extremelydifficult to envisage (and no precedent has yetbeen set) how a victim could successfully sue anindividual who rendered him aid in anemergency situation. If anyone were to bring asuccessful claim, it is likely that the rescuerwould have to have acted in a grossly negligentfashion and, if this was the case, it wouldprobably not be desirable to introducelegislation to protect him’.

The AEDs themselves are suitable to be usedoutside and in damp conditions. As trainedhealthcare professionals, providing the teamworks within their competency there reallyshould be no problem and although everycase has to be considered individually and onits merits, dental members of MPS can lookto the team at Dental Protection for support.

● http://www.resus.org.uk/pages/QSCPR_PrimaryDentalCare_Equip.htm#equip

AED or no AED – that is the question!

can happen at any time in a dental practice.You must make sure that:

● There are arrangements for at least twopeople to be available within the workingenvironment to deal with medicalemergencies when treatment is planned totake place;

● All members of staff, including those notregistered with the GDC know their role ifthere is a medical emergency;

● All members of staff who might be involvedin dealing with a medical emergency aretrained and prepared to do so at any timeand practice together regularly in asimulated emergency so they know exactlywhat to do.

The training described above, willundoubtedly include the use of an AED andtherefore, it could be assumed that thisequipment is considered to be essential forsuch expected, appropriate care to bedelivered.

In reality, purchasing and maintaining an AED is another expense adding to the everincreasing financial burden of running adental practice. Batteries and pads needreplacing and failure to do this and to offersuitable training would be in breach of the1998 regulations. It is natural that those whodo not yet have an AED on the premises maybe resistant to the additional cost, but whatprice can one place on a life?

In the event of a tragedy, the standard bywhich a dental professional will be judged iswhether a reasonable, respected andcompetent body of opinion would supportthe approach to the treatment and thefacilities available. There is overwhelmingevidence from across the world that thetimely use of AED’s saves lives. It is hard tosee how the language used in theresuscitation guidelines could be stronger inits recommendation that this equipment

by David Hartoch, BDS MFGDP(UK) DPDS a dento-legal adviser for Dental Protection

David Hartoch


21


22

continuingprofessionaldevelopmentPractice Focus is pleased to include a Continuing

Professional Development (CPD) Programme for its ADAMmember readers in accordance with the UK General DentalCouncil’s regulations and the FDI World Dental Federation’s

guidelines for CPD programmes worldwide.

The UK General Dental Council regulations currently requireall registered UK dental professionals to undertake CPD and

provide evidence of the equivalent of verifiable CPD.

Although there is no mandatory requirement for dentalpractice managers or administrators who are not registeredDCPs to undertake CPD, ADAM encourages members to doso as a measure of personal development and professional

commitment.

The questions in this issue of Practice Focus will provide twoverifiable hours of CPD for those entering the programme.

Practice managers or administrators wishing to enter theprogramme can do so by completing the answer sheet on

page 25 and sending it (or a photocopy if you prefer) toADAM at 3 Kestrel Court, Waterwells Drive, Waterwells

Business Park, Gloucester GL2 2AT by 28 September 2014.

ADAM members completing the programme will receive acertificate for two hours of verifiable CPD together with the

answers to the questions. Any non-member wishing toundertake the CPD must include a cheque

for £15 payable to ADAM.

Aims and outcomesIn accordance with the General Dental Council’s

guidance on the provision of CPD:

● The aim of the Practice Focus CPD programme is to provide articles and materials of relevance to

practice managers and administrators and to test their understanding of the content.

● The anticipated outcomes are that practice managers andadministrators will be better informed about recent

developments in management and that they might applytheir learning within their own working environment for

the benefit of the practice and its patients.

PENSION AUTO-ENROLMENT - ARE YOU READY?(PAGE 9)

1. WHAT DOES QWPS STAND FOR?

A. Quantifiable Working Pension StrategyB. Qualifying Workplace Pension SchemeC. Quality Work Pension Systems

2. DOES AUTO-ENROLMENT APPLY TO EVERYBUSINESS?

A. Yes B. It depends C. No

3. IF AN EMPLOYEE DOESN'T ALREADY HAVE APENSION, WHAT ARE THE ELIGIBILITY RULES INTERMS OF INCOME AND AGE?

A. £15,000 a year and aged 25 or overB. £20,000 a year and aged 30 or overC. £10,000 a year and aged 22 or over

4. WHEN DOES AUTO-ENROLMENT APPLY FROMFOR BUSINESSES WITH LESS THAN 30MEMBERS (BY PAYE SCHEME SIZE)?

A. 1st January 2016B. 1st January 2015C. 1st January 2017

PROTECTING THE PRACTICE'S GOODWILL(PAGE 11)

5. WHAT IS A REASONABLE PERIOD TO PROHIBITTHE SOLICITING OF PATIENTS?

A. 6 monthsB. 12 monthsC. 18 months

6. IS IT LIKELY THAT PROHIBITING AN EMPLOYEEOR ASSOCIATE FROM COMPETING WITHINDENTISTRY WILL BE UPHELD?

A. Yes B. No C. It depends

7. WHEN IS IT ADVISABLE FOR ANY AGREEMENTTO APPLY?

A. During the course of their engagementB. Once their engagement has come to an endC. Both

ANSWERS TO CPD QUESTIONS IN THE SPRING 2014 EDITION OF

PRACTICE FOCUS

1.b, 2.c, 3.a, 4.b, 5.b, 6.c, 7.a, 8.c, 9.a, 10.b, 11.b,12.a, 13.b, 14.a, 15.c, 16.a, 17.b, 18.a, 19.c, 20.a.


23

8. WHEN DETERMINING THE SCOPE OF ANYRESTRICTIONS WHICH OF THE FOLLOWINGSHOULD YOU CONSIDER?

A. Whether or not the Employee or Associate is a goodpractitioner B. The age of the Employee or AssociateC. The geographical scope of the restriction

THE MODERN WORKPLACE - FLEXIBLE WORKING(PAGE 15)

9. WHEN DID CHANGES COME INTO FORCEREGARDING THE RIGHT TO WORK FLEXIBLY?

A. 30th June 2014B. 30th April 2014C. 30th November 2013

10.HOW LONG MUST AN EMPLOYEE HAVE BEENCONTINUOUSLY EMPLOYED TO HAVE THE LEGALRIGHT TO REQUEST FLEXIBLE WORKING?

A. 52 weeksB. 26 weeksC. 13 weeks

11.WHAT ORGANISATION HAS PRODUCED A CODEOF PRACTICE FOR EMPLOYERS?

A. H M GovernmentB. TUCC. ACAS

12.WITHIN WHAT TIME PERIOD MUST ANEMPLOYER DEAL WITH A REQUEST FORFLEXIBLE WORKING?

A. 3 monthsB. 6 monthsC. 6 weeks

13.WHAT'S THE OLD ADAGE ABOUT SEEKINGPERFECTION?

A. A stitch in time saves nineB. The best is the enemy of the goodC. Procrastination is the thief of time

14.WHAT IS THE CHUNKING PRINCIPLE?

A. Put chunks of work aside for another dayB. Allocate chunks of work for other people to doC. Divide up work into more manageable parts or chunks

continuingprofessionaldevelopment15.WHAT RULE APPLIES WITH THE PARITO

PRINCIPLE?

A. The 80/20 ruleB. The 60/40 ruleC. The 50/50 rule

16.WHAT'S A POPULAR NAME FOR PEOPLE WHOSTEAL YOUR TIME?

A. Time BanditsB. Time VampiresC. Time Travellers

AED OR NO AED (PAGE 20)

17.WHAT DOES AED STAND FOR?

A. Automated External DefibrillatorB. Automatic Emergency DefibrillatorC. Advanced Extreme Defibrillator

18.HOW MANY PEOPLE DO GDC STANDARDS SAYMUST BE AVAILABLE WITHIN THE PRACTICE TODEAL WITH MEDICAL EMERGENCIES?

A. One B. Two C. Three

19.WHICH ORGANISATION'S GUIDELINES INCLUDEAN AED IN THE LIST OF EMERGENCYEQUIPMENT RECOMMENDED FOR A PRACTICE?

A. The British Heart FoundationB. The Royal Society for the Prevention of AccidentsC. The Resuscitation Council

20.ARE AED'S SUITABLE FOR USE OUTSIDE AND INDAMP CONDITIONS?

A. Yes B. No C. Sometimes

PracticeFocus

24

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summer 2014


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CPD answer sheet: Practice Focus Summer 2014

Remove this page, or send a photocopy to the ADAM at: ADAM, 3 Kestrel Court, Waterwells Drive, Waterwells Business Park, Gloucester, GL2 2AT.

✃ Please PRINT your details below:

First Name* Last Name* Title

Address*

Postcode*

Telephone Email

GDC no.* (if relevant) ADAM Member: Yes No ADAM no.*

*Essential information. Certificates cannot be issued without all this information being complete.

FeedbackWe wish to monitor the quality and value to readers of the Practice Focus CPD Programme so as to be able to continually improveit. Please use this space to provide any feedback that you would like us to consider.

AnswersPlease tick the answer for each question below.

Answer sheets must be received before 28 September 2014. Answer sheets received after this date will be discarded as the answers will be published in the Autumn 2014 issue of Practice Focus.

Question 6:

A B C

Question 7:

A B C

Question 8:

A B C

Question 9:

A B C

Question 10:

A B C

Question 1:

A B C

Question 2:

A B C

Question 3:

A B C

Question 4:

A B C

Question 5:

A B C

Question 16:

A B C

Question 17:

A B C

Question 18:

A B C

Question 19:

A B C

Question 20:

A B C

Question 11:

A B C

Question 12:

A B C

Question 13:

A B C

Question 14:

A B C

Question 15:

A B C

pf13 sum14 5 · 2018-04-27 · dentabyte has agreed to join adam as honorary vice president and, to...

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