The Hygienist’s Perspective Trisha E. O’Hehir, RDH, BS
Editorial Director, Hygienetown Magazine

Not all consultants are alike, and not all consultants truly understand who dental hygienists are and their unique contributions to oral health and to the dental practice as a whole. Consultants who also are dental hygienists do. They’ve been there, they’ve done what they’re talking about and they know it works. They’ve walked in your shoes and held your curettes. They understand the hygiene department from the hygienist’s perspective. They also understand the business of dental hygiene and how it impacts the business of dentistry. With these unique insights, hygienist/consultants see the success of the dental hygiene department contributing to the overall success of the practice. Improved oral health for the patients is the goal of the hygiene department and from that follows business and financial success.

The number of hygienist/consultants is growing each year, but identifying them is difficult. The Speaking and Consulting Network, founded by Linda Miles in 1996, is a networking opportunity for established speakers and consultants and also a place for those wanting to break into the business. A directory of members is available online at www.speakingconsultingnetwork.com. Members meet each year to share and learn from each other – this year’s May meeting is in Phoenix, Ariz. Another source is the ADA Directory of Dental Practice Management Consultants, available free online at www.ada.org to ADA members. Since there is no listing of hygienist/consultants, Hygienetown.com is taking on the challenge. Check to see who’s on the list and if you’re a consultant, be sure to add your name at www.hygienetown.com.

Our list starts with six who have been consultants for several years and who are also speakers and authors: Peggy Sprague, Jan Lazarus, Annette Linder, Beverly McGuire, Dianne Glasscoe, and Casey Hein. These women each bring several decades of clinical dental hygiene experience to their consulting work. Each has her unique approach to consulting, but they all follow the same philosophy with their consulting clients. They find out where the team members are now, what they think, believe and perceive about their present situation and what they would like for the future. Together they devise a plan and the protocols to achieve that plan.

Something else they all have in common – passion! You can feel it just talking to them. It’s contagious. They’re excited to be hygienists, to be making a difference in people’s health and most importantly, to help other hygienists achieve their potential. They could talk for hours about research and periodontal therapy, all the while making it fun and exciting. That’s passion!

Research is the essential foundation supporting programs by all these consultants. They were among the first subscribers to Perio Reports research summaries and now they read and dissect research articles. Scientific studies on the pathogenesis and systemic effects of periodontal disease lay the ground-work for their successful dental hygiene care. They hold a deep appreciation for research evidence and strive to instill in clients the curiosity and desire to read and apply scientific findings. They also encourage hygienists to become researchers themselves, by testing instruments, products and approaches to determine what is most effective for them and their patients. Critical thinking skills are one focus for Beverly McGuire who says, “The dental hygiene chair is a laboratory where the hygienist does research, tests new products and procedures and sees what works. I train hygienists to use their diagnostic skills to measure success.”

After a practice analysis, these consultants present an interactive seminar session for the entire staff, covering the latest scientific information and the role the hygienist plays in recognizing and treating periodontal disease. Developing a practice philosophy begins with answering the question: “What is health and what is disease?” This is an eye-opener for the team and a turning point in the consulting process. According to Peggy Sprague and Jan Lazarus, a common comment they get from hygienists at this point is: “Where have you been all my life?” Not only does the team learn about whom the hygienist is and what he/she actually does, more importantly, team members understand their own important role in the process of achieving optimal oral health for the patients.

The team buy-in to the philosophy is essential. Casey Hein compares it to the flying Blue Angels, living as she does near Annapolis, Md. “They all need to fly in formation with precision, knowing exactly what the others are doing and thinking sharing the same philosophy of oral and systemic health.” It’s a team approach and each team member provides an important and essential aspect necessary for success. All the hygienist/consultants agree on this. Moving to the next level requires change and for some, change is difficult. If the whole team isn’t on board, the dentist is wise to look for replacements – team members who are committed to the vision of wellness, and looking beyond simply repair.

With everyone on board with the philosophy, it’s time for the systems. The consultants help the practice devise the systems and protocols it specifically needs for scheduling effectiveness, avoiding cancellations and failures, patient retention, implementing an effective recall system, and the big one: time management. As Annette Linder explains, “With systems and protocols, the hygienist can take control of the dental hygiene department, and convert a prophy practice into a periodontally focused practice. These systems and protocols help hygienists track the health of their patients, the success of the dental hygiene department and their contribution to the practice. My goal is to help them to move to the next level in a comfortable and confident way.”

Hygienists learn basic clinical skills in school, and with the guidance of a consultant there is an opportunity to move to the next level. Consultants provide a variety of hands-on training including: diagnostic, clinical, ergonomic and communication skills. Consultants can provide a little or a lot, depending on the needs of the hygienist/s in the practice. Some want help with data collection, diagnosis, power scaling, periodontal instrumentation, or experience trying out new equipment and instruments. Whatever the hygiene department needs to provide excellent care for their patients is arranged.

According to Dianne Glasscoe, moving the hygiene department to the next level is just the first step. “Follow-up is needed to make sure the systems and protocols are running smoothly and all the questions are answered. This is sometimes done with more personal visits to the office and also over the phone.” The follow-up continues for a prescribed time to be sure the hygiene department and the practice are running smoothly. With the coaching of a consultant, hygienists overcome their fear of diagnosing disease and develop self-assessment skills. So much more can be done for patients today with chemotherapeutics, smoking cessation, and nutrition, to name a few. If these consultants have their way, the hygienist’s role in the future will focus on achieving optimal oral as well as general health.

Is your dental hygiene department as successful as you’d like it to be? Are your patients all periodontally healthy or do you still have bloody prophies in your schedule? Are you giving away periodontal therapy and charging for a “prophy”? A hygiene consultant may be just what you need. You’ll have your own personal coach to help you take your dental hygiene department to the next level. The financial investment in consulting is easily earned back when systems and protocols allow services previously given away or not completed to be incorporated into the hygiene department. Depending on the level of consulting you select, the investment can be a few hundred dollars up to $35,000. Some of these consultants also offer phone consultations, half or full-day seminars to address specific topics and, of course, the full package that provides consulting and coaching for a year.

These women are successful at motivating others, instilling confidence, overcoming barriers to change and moving the profession to a higher level one patient and one practice at a time. It takes passion, energy and enormous amount of patience. These consultants have that passion, that energy, that burning desire to make a difference, elevate the profession; and above all; improve oral health dramatically. They’ve done it themselves; they’ve helped others do it; they know it can happen; and they believe you can make that difference too.

More About the Hygienist/Consultants

Jan Lasarus, RDH and Peggy Sprague, RDH – Creating new standards in clinical excellence
JP Consultants Institute - www.jpconsultants.com
In business: 27 years
Location: California
Jan Lazarus, RDH and Peggy Sprague, RDH are pioneers in dental hygiene consulting, beginning their business in 1979. Their growing team of consultants brings inspiration and motivation to hygienists, assessing today’s clinical needs. They help dentists understand the value, talents and assets hygienists bring to both the patients and the practice. They create a sense of community with the dental team, encouraging teams to set goals they will aspire to achieve.

Annette Ashley Linder, BS, RDH – Resultant – The consultant who gets things done
Annette Linder and Associates - www.annettelinder.com
In business: 15 years
Location: Florida
According to her clients, Annette Ashley Linder, BS, RDH is a “resultant” – that’s a consultant who gets things done. Annette converts theory into practice by helping hygienists see their role as part of total health care. She has long been elevating hygienists from the status of “cleaning lady” to healthcare professional. She encourages hygienists to think as entrepreneurs and head of their Dental Hygiene Dept. She gets them to ask the question: “What do I need to do to make it better?”

Dianne Glasscoe, RDH – The Consummate Dental Hygienist
Professional Dental Management, Inc. (PDM) - www.professionaldentalmgmt.com
In business: 9 years
Location: Maryland
“The Consummate Dental Hygienist” is the title of one of registered hygienist, Dianne Glasscoe’s, seminars as well as the essence of her dental hygiene practice philosophy. Working with either the dental hygiene department or the entire practice, Dianne encourages hygienists and teams to develop exceptional patient service along with sound management principles. Dianne tailors a custom program for each practice with a strong emphasis on effective communication and a focus on success.

Beverly Maguire, RDH – Diagnosis-Driven Hygiene
PerioAdvocates - www.perioadvocates.com
In business: 15 years
Location: Virginia
Beverly’s Diagnosis-Driven Hygiene philosophy is built upon a core belief: dentists and hygienists are partners in providing excellent oral healthcare to patients. The role of the successful, ‘diagnosis-driven’ hygienist is therefore multi-faceted, including diagnostician, team leader, team member, practice ‘partner’ and patient advocate. When this transition from ‘prophy based’ to ‘diagnosis-driven’ is understood and implemented, Beverly says, results are profound for all involved; the patient, the practice and the professional.

Casey Hein, RDH, MBA – Periodontal Medicine Guru
PointPerio - www.pointperio.com
In business: 6 years
Location: Maryland
Casey Hein, RDH, MBA is a strong advocate for science based perio-medicine, as evidenced by her writings and approach to consulting. Casey is a clinical educator more than a practice management consultant. She helps hygienists develop their own vision for the practice and encourages hygienists to read science and believe in themselves and their potential to make a difference. “Build excellence through the science and profitability through its application” is her motto.