FRIDAY — FEBRUARY 3, 2012
GARY DeWOOD, DDS, MS
MARY H. OSBORNE, RDH
Professionalism And Profit: The Struggle To Create Happiness
Dentistry struggles with a dilemma inherent in all professional endeavors, a conflict between business and professionalism. In moments of complete honesty, most business people will state unequivocally that the primary motive of business is profit. In like moments, most dentists would state with equal conviction that the primary motive of dentistry is patient care. While the two can seem to be at odds with each other, no business can afford to be unconcerned with the benefit to its customer, and no dentist in private practice can afford to be unconcerned about creating profit through patient care.
Some observers decry the present descent of dentistry into the realm of a seedy retailer hawking a commodity, but the truth is that the conflict has always been and will always be present, as individuals seek to both care for people and profit by that care. The dilemma for every dentist is finding the place in which they find that elusive balance between their patients and their need to earn a living that brings them happiness.
Each individual must define the timeless principle of happiness for himself or herself. One person’s financial greed can be another’s growth, success, and excellence. Within this context, every dentist applies sales principles to help patients make healthy choices based on their values.
Dr. DeWood and Ms. Osborne will discuss the requirements for building success in the business of dentistry. Briefly visiting an understanding of self as the foundation for success, they will build on that foundation with a presentation and exercises to create a picture and a plan for selling yourself and selling every patient on what they need from you.
GARY DeWOOD BIOGRAPHIC SKETCH: Gary DeWood earned a BS in Education from Bowling Green State University, Ohio, and a DDS from Case Western Reserve University in Cleveland. He completed a general practice residency at Miami Valley Hospital in Dayton, Ohio, and in 2004 earned an MS in Biomedical Sciences at The University of Toledo College of Medicine.
From 1981 to 2002, Dr. DeWood maintained a private restorative and orthodontic practice in Ohio. He left private practice in 2003 to devote his full time to teaching. He spent five years as a member of the resident faculty at The Pankey Institute before relocating to Seattle and joining Frank Spear. With the creation of Spear Education in 2009 through the joining together of The Seattle Institute and The Scottsdale Center for Dentistry, he relocated to Phoenix, Arizona.
Dr. DeWood has held appointments as assistant professor at The University of Toledo College of Medicine (1992-2003); Clinical Director (2003-2008), Director of Business Systems (2005-2008), and Director of Marketing and Publications (2007-2008) at The Pankey Institute; president of The Seattle Institute (2008-2009); and executive vice president for Curriculum and Clinical Education of Spear Education in Scottsdale (2008 to the present).
MARY OSBORNE BIOGRAPHIC SKETCH: Mary Osborne has worked in dentistry for over forty years as a clinical hygienist, patient facilitator, and consultant. She brings to her work enthusiasm, intelligence, humor, and a deep belief in the potential for significant growth through authentic communication.
Ms. Osborne is known internationally as a consultant, writer, and producer of newsletters and audiovisual programs for Mary H. Osborne Resources in Seattle, Washington. Her writing is published in national magazines, and she has spoken extensively to state and national organizations, including The American Dental Association and The American Academy of Dental Practice Administration. Ms. Osborne is a member of the visiting faculty of The Pankey Institute and serves as an advisor to The Pankey Institute Foundation.
GARY DeWOOD, DDS, MS
MARY H. OSBORNE, RDH
Professionalism And Profit: The Struggle To Create Happiness
Dentistry struggles with a dilemma inherent in all professional endeavors, a conflict between business and professionalism. In moments of complete honesty, most business people will state unequivocally that the primary motive of business is profit. In like moments, most dentists would state with equal conviction that the primary motive of dentistry is patient care. While the two can seem to be at odds with each other, no business can afford to be unconcerned with the benefit to its customer, and no dentist in private practice can afford to be unconcerned about creating profit through patient care.
Some observers decry the present descent of dentistry into the realm of a seedy retailer hawking a commodity, but the truth is that the conflict has always been and will always be present, as individuals seek to both care for people and profit by that care. The dilemma for every dentist is finding the place in which they find that elusive balance between their patients and their need to earn a living that brings them happiness.
Each individual must define the timeless principle of happiness for himself or herself. One person’s financial greed can be another’s growth, success, and excellence. Within this context, every dentist applies sales principles to help patients make healthy choices based on their values.
Dr. DeWood and Ms. Osborne will discuss the requirements for building success in the business of dentistry. Briefly visiting an understanding of self as the foundation for success, they will build on that foundation with a presentation and exercises to create a picture and a plan for selling yourself and selling every patient on what they need from you.
GARY DeWOOD BIOGRAPHIC SKETCH: Gary DeWood earned a BS in Education from Bowling Green State University, Ohio, and a DDS from Case Western Reserve University in Cleveland. He completed a general practice residency at Miami Valley Hospital in Dayton, Ohio, and in 2004 earned an MS in Biomedical Sciences at The University of Toledo College of Medicine.
From 1981 to 2002, Dr. DeWood maintained a private restorative and orthodontic practice in Ohio. He left private practice in 2003 to devote his full time to teaching. He spent five years as a member of the resident faculty at The Pankey Institute before relocating to Seattle and joining Frank Spear. With the creation of Spear Education in 2009 through the joining together of The Seattle Institute and The Scottsdale Center for Dentistry, he relocated to Phoenix, Arizona.
Dr. DeWood has held appointments as assistant professor at The University of Toledo College of Medicine (1992-2003); Clinical Director (2003-2008), Director of Business Systems (2005-2008), and Director of Marketing and Publications (2007-2008) at The Pankey Institute; president of The Seattle Institute (2008-2009); and executive vice president for Curriculum and Clinical Education of Spear Education in Scottsdale (2008 to the present).
MARY OSBORNE BIOGRAPHIC SKETCH: Mary Osborne has worked in dentistry for over forty years as a clinical hygienist, patient facilitator, and consultant. She brings to her work enthusiasm, intelligence, humor, and a deep belief in the potential for significant growth through authentic communication.
Ms. Osborne is known internationally as a consultant, writer, and producer of newsletters and audiovisual programs for Mary H. Osborne Resources in Seattle, Washington. Her writing is published in national magazines, and she has spoken extensively to state and national organizations, including The American Dental Association and The American Academy of Dental Practice Administration. Ms. Osborne is a member of the visiting faculty of The Pankey Institute and serves as an advisor to The Pankey Institute Foundation.
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Copyright © 2008 Newport Harbor Academy of Dentistry. All Rights Reserved.
Copyright © 2008 Newport Harbor Academy of Dentistry. All Rights Reserved.