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Show Notes

How do successful fee-for-service practices thrive without insurance participation while building genuine patient relationships and maintaining profitability?

Dr. Graziano D. Giglio brings over 30 years of prosthodontic expertise to this comprehensive discussion on practice optimization. A board-certified prosthodontist and Fellow of the American College of Prosthodontists, American College of Dentists, Greater New York Academy of Dentistry, Northeastern Gnathological Society, and New York Academy of Dentistry, Dr. Giglio earned his D.D.S. and postgraduate training in prosthodontics from New York University College of Dentistry. He serves as Adjunct Clinical Associate Professor at NYU College of Dentistry and received the Prosthodontist Private Practice Award from the American College of Prosthodontists in 2013. He operates an interdisciplinary practice in New York City with his wife, Dr. Ana Giglio, a periodontist.

This episode breaks down Dr. Giglio’s proven ACDC framework: Attract, Convert, Deliver, and Collect. The conversation explores how high-end practices can differentiate themselves in competitive markets, build systems that serve demanding clientele, and maintain profitability while delivering exceptional patient experiences. Dr. Giglio shares specific strategies for managing time-sensitive business professionals, converting consultations into committed patients, and implementing collection systems that support both practice sustainability and patient relationships.

Episode Highlights:

• Time-sensitive patient management involves parallel processing with multiple assistants, allowing procedures like provisional fabrication and cord placement to occur simultaneously while maintaining continuous patient engagement. Business professionals are seated immediately upon arrival and checkout occurs chairside to eliminate waiting room delays.
• Effective case acceptance requires comprehensive before-and-after documentation organized by procedure type in accessible digital files. Patients convert when shown specific examples of similar cases rather than generic internet images, with presentation occurring through staff-operated systems during consultation visits.
• Pre-treatment financial commitments significantly reduce appointment cancellations and improve practice flow. New patients provide one-third down payment for major procedures, with full payment required before laboratory work begins, creating accountability while ensuring treatment completion.
• Fee-for-service practices differentiate through user-friendly websites, immediate phone response by trained customer service staff, and comprehensive patient amenities including food service, internal restrooms, and home-like décor that contrasts with clinical sterility.
• Collection systems succeed when integrated into practice culture from initial consultation through treatment completion. Staff understanding of practice financial needs translates to patient education about payment expectations, with established patients receiving more flexible arrangements than newcomers.

Perfect for: General dentists transitioning to fee-for-service models, prosthodontists and cosmetic dentists seeking to optimize patient experience, and practice owners looking to implement systematic approaches to practice growth and profitability.

Discover how systematic patient management and clear financial frameworks can transform your practice into a thriving, patient-centered operation.