Levin Group Case Study

Referral Marketing Drives High Pedo Growth

By Ellen Dorner
Vice President of Practice Development, Levin Group

Challenges

Dr. M started her pediatric dental practice from scratch 18 years ago. Her annual production was $855,000 when she met Levin Group. She had seven staff members, six chairs and one consult room and a four-and-a-half-day week schedule. The doctor’s chief concern that after growing rapidly and effortlessly during the early years, the practice now had flattened out. In fact, she worried that her practice was in early decline. “I am working harder than I ever had in the past for less money,” Dr. M said.

In-Office Practice Analysis

During the In-Office Practice Analysis, a comprehensive overview was conducted by a Senior Practice Analyst. This in-depth assessment revealed:
1. Several key concerns became evident. First marketing was generally not well received in this area during her early years.
2. When she started her pedo practice, there was only one other pediatric dental practice. Now three others had opened very close to her in the last seven years.
3. Few general dentists or pediatricians were referring to the practice. There was “word” that another pediatric dentist may be moving into their town.
4. The pedo practice had not built up any significant relationships to create referrals.
5. The practice didn’t have any marketing goals or any direction to impact the community.

Solutions

Dr. M’s pedo practice worked very closely with its Levin Group consultant to implement consistent step-by-step referral marketing program. Next, a Professional Relations Coordinator (PRC) position was created to manage and build relationships. Marketing activities were focused on four distinct areas:

1. Dentists
2. Pediatricians
3. Patients
4. The community at large

A relationship-building program was put into place. The staff started to see and reap the benefits of more new patients and followed the doctor’s lead of building stronger relationships with patients.

Results

During the first year of the Total Pedo Practice Success™ Referral Marketing program, Dr. M’s practice experienced a 23% increase, jumping from $855,000 in production to nearly $1.1 million. During its second year with Levin Group, the practice grew 19% to almost $1.3 million. Today the practice continues to grow even during the economic downturn. Dr. M said, “I never realized how important building and maintaining relationships was to my business but I’m a believer now.”