Past Articles

Making the uncancelable appointment.
By Amy Morgan, CEO, Pride Institute

Our Client Services team gets calls daily from dentists and staff seeking "the magic solution" to cancellations and no-shows. Average cancellation rates for doctor and hygienist appointments have been estimated to be as high as 30 percent. A cancellation fee has not cured the "disease" that infects patients with thoughts such as: "I'm not that committed," or "I really don't like being here, so I'm going to skip my appointment."

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Is Treasure Hidden in Your Practice?
By Amy Morgan, CEO, Pride Institute

The snow has melted, the daffodils are sprouting, and dentist, staff, and patients are contracting spring fever. At times like this, it's easy for a team to become complacent, losing sight of the strategies, goals, and vision for the year. The challenge is to find innovative ways to keep the team focused, excited, and continuously improving. To complement the Easter egg hunts and re-focus everyone on the practice, we suggest a systems treasure hunt. This is a powerful tool....

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Think BIG, Act Small
By Amy Morgan, CEO, Pride Institute

In my travels, dentists often ask me: "What new information is out there to improve my practice?" I'm constantly looking to the greater business world for solutions to business challenges, and when I find them, I customize them to dentistry. I recently came across a new book that addresses leadership in a way that applies perfectly to dentists. It's called: "Think Big, Act Small"....

Salary Reviews
By Amy Morgan, CEO, Pride Institute

The new year is a good time to review team members’ contributions and how they have supported the practice’s vision and goals, and to award deserved and affordable raises. Originally appeared January 2006 in Dental Economics.

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Effective Growth Conferences
By Amy Morgan, CEO, Pride Institute

After a year-long race to meet practice goals for productivity and quality of service, your team needs feedback, acknowledgement, and renewed energy to start next year’s marathon.
Originally appeared December 2005 in Dental Economics.

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Kicking It Up a Notch!
By Amy Morgan, CEO, Pride Institute

For years, dentists and marketing made strange bedfellows. Many dentists looked askance at marketing. They saw it as something too aggressive for the healing professions. Although their negative image of marketing has diminished, dentists still feel uneasy about this profoundly important business tool. To tap the incredible power of marketing in building your practice, it is critical to define and use it correctly.
Originally appeared November 2005 in Dental Economics.

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Six Steps to Create the Ideal Practice
By Amy Morgan, CEO, Pride Institute

If you have a dream of what you would like to achieve, but your actual practice falls short of your aspirations, you can change that. It’s just a question of clearly defining the kind of practice you want and then taking the steps to achieve it.
Originally appeared October 2005 in Dental Economics.

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The Must-Knows for Starting Your Own Practice
By Amy Morgan, CEO, Pride Institute and Hy Smith, director of Transitions Services, Pride Institute

Soon after graduating from dental school, Dr. White purchased a dental practice. He bought it from an old friend of the family. Besides the family connection, the low purchase price was attractive to Dr. White, who was afraid of taking on too much debt. He ended up doing the kind of treatment that the former dentist did and that the patients expected... Originally appeared Fall 2005 in Dental Entrepreneur

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One More Time: How do You Motivate Employees?
By Amy Morgan, CEO, Pride Institute

Do you lie awake at night thinking about staff issues? Performance problems, motivational gaps, and conflicts with staff are the number one stress-producers for dentists. How do you get employees to enthusiastically want to do what you want them to do-always? Originally appeared September 2005 in Dental Economics.

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Situational Leadership for Dentists-and Now for Teams, Too!
By Amy Morgan, CEO, Pride Institute

All dentists want self-motivated staff members who are high achievers. Unfortunately, such employees do not arrive in the practice like sea-monkeys, fully formed and only needing water to become activated. Cultivating self-motivated employees is a process that begins with hiring.... Originally appeared Dentistry Today in September 2005.

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Getting in the Driver's Seat with an Annual Plan
By Amy Morgan, CEO, Pride Institute

" A person who does not have goals is used by someone who does."-Ken Blanchard

Dentists often tell us that they feel as if they are being " held hostage" by their patients and even their staff. Do you want to be taken wherever the wind blows? Or do you want to be captain of your own fate? If you want to take control of your future, you have to set your own goals. Your ally in this process is the annual plan. Originally appeared August 2005 in Dental Economics.

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Taking a General Practice to the Advanced Clinical Level
By Amy Morgan, CEO, Pride Institute

Transforming a general family practice into a practice focused primarily on crowns, bridges, and implants can be extremely rewarding for your patients, your staff, and you. But before you see rewards, you have to weather the storm of making major changes in your practice. You will need to learn new techniques, buy equipment, refine office systems, prepare your staff, budget for the project, develop new marketing strategies to target the right patients... Originally appeared July/August 2005 Woman Dentist Journal.

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Too Young to Have an Exit Strategy? Think Again!
By Amy Morgan, CEO, Pride Institute

Recently I met a dentist whom I'd like to call Dr. Missed-the-Boat, but out of politeness I'll call him Dr. X, instead. He is in his sixties and wants to retire. However, he does not have enough savings to do so. He had been counting on significant cash from a practice sale .... Originally appeared June 2005 in Dental Economics.

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ROI: Crossing the Street Blindfolded?
By Amy Morgan, CEO, Pride Institute

No matter where I lecture around the country, I find that one question keeps coming up from dentists in all quarters, whether they're buying a practice or equipment, hiring staff, or even enrolling in comprehensive CE: How do I know the value of this investment, and will I get a return on it? We often embark on new investments as though we were blindfolded.... Originally appeared May 2005 in Dental Economics.

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Pulling the Plug on Bonuses
By Amy Morgan, CEO, Pride Institute

Boy, when you talk to dentists, you hear amazing things! Take the bonus programs that dentists inflict on themselves. One dentist gives his hygienist 50 percent of the fee for every adult prophy she does (laudable, if you have zero overhead). Another gives $10 for every full-mouth x-ray series (so what is the employee's regular salary for?). A third annually pays her staff a hefty holiday bonus-even in 2004, when her production dropped significantly...Originally appeared April 2005 in Dental Economics.

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Creating Your Vision for an Ideal Continuing Care Department
By Amy Morgan, CEO, Pride Institute and Merry Greig Cosgrove, RDH, MS , is a senior trainer and consultant, Pride Institute

The traditional hygiene recall appointment has changed. No longer a quick session for scaling and polishing, today's continuing care appointment is one of the dental practice's primary tools to ensure that patients are receiving the most timely and comprehensive dentistry possible. Today's hygiene department is more periodontal-aware... Originally appeared Dental Entreprenuer in Spring 2005.

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Compensation: Do You Feel Hijacked?
By Amy Morgan, CEO, Pride Institute

The definition of "to hijack" is: To steal (goods) from; to seize control of a vehicle, especially in order to reach an alternate destination. Do you feel hijacked when giving staff compensation increases? Are you giving them not because you want to and can afford to, but because you feel you have to? Originally appeared April 2005 in Woman Dentist Journal.

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A Diamond in the Rough
By Amy Morgan, CEO, Pride Institute

Dentists want quick fixes to problems - fixes they can immediately implement. The purpose of this column is to isolate specific, commonly occurring problems, and provide techniques that you can immediately implement to correct them, resulting in sudden, positive changes in your practice. Originally appeared March 2005 in Dental Economics.

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Situational Leadership (for Dentists)
By Amy Morgan, CEO, Pride Institute, and Ken Blanchard

Pride Institute and The Ken Blanchard Companies team up to explain what this breakthrough leadership model means to the dental practice. Originally appeared January 2005 in Dental Economics.

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10 Marital Musts for Partnering with your Spouse
By Amy Morgan, CEO, Pride Institute

Have you ever thought how wonderful it might be to work alongside your spouse and build your professional futures together? This application of the “family business” to dentistry can be rewarding professionally, financially, and personally - or it can be a disastrous mistake for a career and marriage. If you want a successful practice that supports a healthy marriage, read on. Originally appeared January 2005 in Woman Dentist Journal..

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Goodbye, Jim Pride
A Tribute by Joe Blaes, DDS, Editor of Dental Economics

Recently we lost Dr. Jim Pride, an icon in the dental profession and, for me, a dear friend. We celebrated his life at a memorial service amidst the lush vineyards of Jim and Carolyn Pride's winery. In that beautiful setting, I was moved by the outpouring of admiration and affection from dentistry's leaders as well as from Jim's clients and staff who joined his family and friends at this inspiring tribute. I had the privilege to read many more tributes to Jim that had poured into the Pride Institute. What was it about Jim Pride that so profoundly affected so many people? Originally appeared November 2004 in Dental Economics.

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Pride Institute's Management Team to Purchase Company
News Release, Dental Economics, October 26, 2004

An agreement in principle has been reached between Dr. James Pride's family and the management team of Pride Institute to transfer ownership of the company to the team before year end.

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Rewriting the Book on Teaching Practice Management in Universities
By Joe Blaes, DDS, Editor, Dental Economics

Dr. Blaes interviews Amy Morgan, CEO of Pride Institute, and the heads of dental schools where Pride Institute teaches management courses in historic partnerships. Originally appeared October 2004 in Dental Economics.

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Exorcising the Demons
By Amy Morgan, CEO, Pride Institute

It's time to exorcise the demons from your compensation policy and replace them with scientifically sound business principles. Originally appeared September 2004 in Dental Economics.

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Dr. James Pride Passes Away
Obituary from Dental Economics, August 13, 2004

As a visionary thinker, innovator, and charismatic speaker, Dr. Pride leaves an indelible mark on his profession and on those who knew him.

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Running a Practice while Raising a Family
By Amy Morgan, CEO, Pride Institute

One of the greatest joys and challenges for the woman dentist is motherhood. How do you run a successful practice and also allow for this wonderful personal commitment? Originally appeared July 2004 in Woman Dentist Journal.

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The Case of the Malfunctioning Practice: Test Your Powers of Deduction
By Amy Morgan, CEO, Pride Institute

Your numbers should be enlightening — not overwhelming. By understanding them, you'll exercise greater control over your practice than you ever imagined. This article will explain how. Originally appeared June 2004 in Dental Economics.

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Riding the 'Extreme Makeover' Wave: Points for Success
By Amy Morgan, CEO, Pride Institute

Part one gives you Pride's musts for success and show how actual Pride doctors have implemented these strategies..

Part two reviews obstacles you'll need to overcome and discuss more in-depth the Pride priciples for success.

The Many Hats of Dentistry
By James Pride and Amy Morgan, Pride Institute

Part one is an in-depth look at how paperless charting can improve your bottom line.

Part two reveals how the innovative technology of CEREC and transform your practice.
Featuring Randy Allain, DDS

Part three examines when and how to implement a transition strategy for growing practices.
Featuring Alan Dalessandro, DDS

Part four examines the best strategies for valuing and selling your practice when you retire.
Featuring Victoria Farr, DDS, and Reza Moezi, DDS

Breaking the Downward Cycle
By James Pride, Amy Morgan, and Pam Haffner, Pride Institute

During economic downturns as well as upswings, it is important to understand and implement the basics of practice management to achieve a controllable, healthy lifestyle and a financially viable future. Originally appeared April 2003 in Dental Economics.

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The Changing Demographics of Dentristry
By James Pride and Amy Morgan, Pride Institute

The shortage of available dentists does not necessarily mean a windfall for current practitioners. Today's volatile environment requires careful planning and a firm commitment to retirement goals. Originally appeared February 2003 in Dental Economics.

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Back to School
By James Pride and Amy Morgan, Pride Institute

Besides accomplishing the enormous task of producing good clinicians, can dental schools also teach students the in-depth business skills they need to run a practice? Originally appeared January 2003 in Dental Economics.

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Catch o' the day:
A New Method of Capturing Staff and Patient Commitment
By James Pride and Amy Morgan, Pride Institute

Something is fishy in dentistry, and we are to blame. At Pride Institute, we have introduced ideas on team-building and morale-boosting used in corporate America into the dental practice. But to explain these ideas and their results, we must first go fishing. Originally appeared October 2002 in Dental Economics.

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Practicing the Dream
By James Pride, Amy Morgan, and MaryLynn Wheaton, Pride Institute

Part one — Fleshing out the dream with real-life numbers.

Part two — Don't give up!

Part three — Parting company with a poorly performing employee.

Part four — Time to reward the staff.

Part five — Staff meetings: agony or ecstasy?

Part six — The power of dental hygiene.

Suriving 2001: How to Weather a National Crisis
By James Pride, Amy Morgan, and Michael Gradeless, Pride Institute

The events of Sept. 11, 2001, impacted all of us in a profound way. Immediately after the tragedy, Dr. Pride sent a note of comfort to the doctors who study with Pride Institute. Originally appeared May 2002 in Dental Economics.

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Dentist Compensation: Taking Your Finances to the Tipping Point
By James Pride, Pride Institute and Brian Hufford, Hufford Associates.

Most doctors are unable to bring about dramatic changes to their financial lives because they are focused on the wrong things. How does one bring about dramatic financial change and thereby create an exponential accumulation of wealth? Originally appeared in February 2002 in Dental Economics.

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Sudden Impact: Implementing Pride Concepts
By James Pride, Amy Morgan, Pride Institute

Part one — Boost Production.

Part two — Shopping spree spikes production.

Part three — Dentist blows up at morning huddle.

Part four — Record high production and low collections: can this be happening?

Part five — Making sense of salary increases.

Part six — Exceeding the goals.