As concerns mount over recruitment issues and impaired growth of dental businesses, assistance from a specialist agency with dental experience is more vital than ever.

Dental Elite has many years collective experience across the team, and with a customer rating of 4.8 out of 5 it is one of the profession’s must trusted recruitment, sales and acquisitions, valuations and finance agencies.

“I would definitely recommend Dental Elite to others, and would certainly give them a call if I ever needed to find another job in the future,” says associate Justin George.

Veronica Balbontin who sold her practice through Leah Turner and Sue Humphrey also has high praise for Dental Elite. “The transition was seamless, and I am really happy with the service I received from both agents. They were both extremely helpful and very professional; I couldn't have completed the process without them.”

If you are experiencing recruitment issues, looking for a new role, or want to sell or buy a practice then visit Dental Elite on stand E26 at the BDIA Dental Showcase 2018.

For more information contact Dental Elite. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

At the DentalForum UK 2018 held in Marbella, Dental Elite hosted an Ignite session on how dental groups are evolving and what will be the best route to market moving forward. Presented by Co-founder Luke Moore and the Director of Recruitment Services, Luke Arnold, the insightful session explored both the current difficulties surrounding recruitment, and how this might impair the growth of dental businesses in the future.

“It is no secret that practices are finding it increasingly more difficult to recruit,” reflects Luke Moore. “What we’re interested in is how this might have an impact on goodwill values, and in turn a principal’s ability to grow and sell their dental practice.”

Similar concerns were raised by a number of other delegates over the course of the two-day event, with recruitment and business growth discussed at length by a range of professionals.

“Above all else, this shows that everyone has been affected by the current state of the market,” adds Luke Moore, “not just independents. If anything, larger dental groups and corporates are feeling the affect more than smaller groups and individual practices.”

For more on current market trends or for advice on how these changes might affect you, contact Dental Elite.

For more information on Dental Elite visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

At this year’s Dental Awards hosted by Purple Media during the British Dental Conference and Dentistry Show 2018, Dental Elite was thrilled to sponsor not one, but two of the prestigious Awards.

The first, Website and Digital Campaign of the Year, was presented to Narberth & Herbrandston Dental Practices in Pembrokeshire, while Practice Manager of the Year was awarded to Lesley Holden from Sharoe Green Dental Practice in Preston.

Presented by none other than Dental Elite’s Director of Recruitment Services, Luke Arnold, the leading practice sales, acquisitions, valuations and finance agency is pleased to have once again been able to be a part of the Awards. He says:

“It’s always a pleasure to sponsor and present an Award, and we’re extremely happy to have been able to do it again this year. Congratulations to all the winners and category finalists.”

For more information contact Dental Elite. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

Now in its third year, DentalForum UK 2017 proved to be a captivating event. Here, Luke Moore, Co-Founder of Dental Elite offers his insight into some of the points covered by the expert panel over the course of the two-day Forum held by OpenRoom in the Algarve, Portugal. The elite panel included: Julian Perry, Director of Strategy at BUPA Dental Care; Dominick Flanagan, Co-Founder of Centre for Dentistry; Steve Williams, Clinical Services Director at Mydentist; and Anushika Brogan, Managing and Clinical Director of Damira Dental Studios Ltd.

This year, the discussions were primarily focused on the current issues surrounding dental recruitment, and how they are beginning to affect the profession. Importantly, it is just not smaller, independent practices that are struggling to recruit, but the big groups and corporates too – even in the South East, which as we know wasn't really an issue before. Indeed, it’s a similar story for every dental business right now, but an example from the forum that I feel really highlighted the extent of the issue was from Anushika Brogan, Managing and Clinical Director of Damira Dental Studios Ltd, who revealed that a recently advertised role in Oxford attracted one candidate who had 10 other interviews lined up. When you consider that once upon a time practices could advertise in the BDJ and get inundated with CVs, it is clear to see just how monumental this problem has become.

As part of this much larger issue, the panel took a close look at how difficulty in getting a performer number has had a knock on effect on recruitment. Historically, companies have capitalised on sourcing new recruits from other European countries, but because of Capita’s shortcomings in processing performer numbers quickly and efficiently (in some instances it has taken as long as 15 months), it is becoming less realistic to do so. In our current climate, overseas graduates simply can't risk being out of work for that length of time – and where there has been delays in getting a performer number, you can guarantee this information has been passed on to colleagues back home. With 17 per cent of dentists currently registered with the General Dental Council from the EU,[i] a drop in European workers could have a dramatic effect on NHS recruitment.

Adding to this problem is the fact that most deaneries require European dentists to have at least six months vocational training, not to mention that finding a mentor is becoming increasingly more difficult. The role itself requires a lot of time and effort, particularly as there is a lot of administration involved, so there is a feeling of reluctance from many in the profession to take on this responsibility. And why would they, when they could be in the practice meeting targets and making money?

The panel also considered how the next wave of new graduates could affect the current marketplace moving forward. It was the opinion of some that the quality of clinical skills being taught in universities today is lower than in previous years. Graduates are also thought to have a greater fear of being sued than previous generations of dentists, which has ultimately affected their delivery of UDAs (many are thought to perform an average of 4,500 – 5,000 units compared to the expected 7,000). As a result, more and more practices are struggling to meet their UDA target, which has had an impact on profitability and the bottom line. This could spell disaster for underperforming practices in the long run, especially if it begins to affect goodwill values, as the panel predicts.

For practitioners looking to enter the practice property ladder, they may well experience recruitment issues as a result of this. We have already seen some of the big corporates take a step back from buying in certain places (such as Darlington and Middlesbrough) because of the ongoing issues – and this will only get worse if the problems continue.

From my point of view, practice acquisitions must be approached with caution for the foreseeable future, especially in those areas where we are seeing underperformance in UDAs. As for the recruitment market, there is no denying that it is becoming increasingly more difficult to fill certain vacancies in the UK. As you would expect this problem is even worse in rural areas, but even more urban areas such as Oxford and Bedford are beginning to be affected, which is something to watch out for going forward.

DentalForum UK 2017 certainly provided food for thought for my colleagues and I. Let’s hope that we begin to see more positive change – if you have any questions in the meantime, get in touch.

For more information contact Dental Elite. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

And the award goes to…

Every year the prestigious Dental Awards take place to celebrate the unwavering commitment and achievements of individuals, teams and companies within the dental profession.

At this year’s event, which was well attended by some of the profession’s leading lights, Dental Elite had the pleasure of sponsoring two Awards: Practice Manager of the Year and Dental Practice of the Year South. The Awards were presented by Recruitment Manager, Luke Arnold.

As always, the level of talent of the nominees was exceptionally high, which for winners Hannah Haines, Practice Manager of Inspired Dental and Reginald O’Neill Dental Care (Practice of the Year for the South) made victory even sweeter. The team is proud to have been part of such a distinguished occasion.

Dental Elite would also like to congratulate Edd Jones from Hartley Dental Practice and The Care Dental Centre in London for coming highly commended in their respective categories.

Dedicated to supporting the profession wherever it can, Dental Elite is thrilled to have been involved with the Dental Awards 2017 – here’s to doing it all again next year!

For more information contact Dental Elite. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

When Henry and Jane McFarlane sold their practice in Burnham-on-Crouch, they decided to utilise the services of Dental Elite. When asked about it, Henry commented:

“Having gone to one of their lectures, I knew what documents were needed to complete due diligence. As such, we made sure that 95 per cent of the paperwork was ready before the practice even went on the market – and I would strongly advise others to do the same. We were in contact with Leah Turner, our representative for some years before we went to market; she helped us enormously in maximising the value of our practice.

“Leah was more than helpful with all the paperwork and was very positive, which is exactly what we needed in such a stressful situation.

“Helen, one of Dental Elite’s administrative staff, was also amazing. If we ever needed anything she would sort it immediately, and was great at problem solving quickly and efficiently – we really have got nothing but praise for the team.”

To view Henry and Jane’s interview in full, go online today.

For more information contact Dental Elite. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

If you are looking to maximise your chances of success when applying for a role, it can pay to prepare for candidate screening. The only way to do that is to know what goes into it.

To help with screening, employers often use an initial checklist that can be used to quickly and efficiently establish whether an applicant is a suitable candidate or not. On that list will be a number of desired skills that the prospective employee must have in order to advance to the next round – these typically include the necessary qualifications, accreditations and registrations. They will also be looking out for candidates that have previous experience.

Once the employer has established which candidates satisfy all the requirements, they will examine personal qualities. If it goes down to the wire and two applicants are on an even playing field in terms of qualifications and experience, these attributes could be the deciding factor between who is selected to fulfil the position.

However, it is important to remember that no two prospective employers are the same, so there will always be variety in what practices are looking for during their screening process. Some companies, for instance, are very relaxed and will consider interviewing anyone that applies, while others are very selective. Some employers might even choose to conduct phone interviews either in place of interviewing or in addition to, though this typically depends on whether the vacancy is for a permanent or locum position.

Bearing all this in mind, there are a number of preparations that you can make to boost your chances of success during the screening process.

• Having a good curriculum vitae is the biggest foot in the door, so it is crucial that you spend adequate time ensuring that all the necessary information is included in a clear and concise fashion.

• You must also be sure that you have researched the company and the role thoroughly – and when you’ve done that, research some more. The more prepared you are, the higher up on their list you’ll be.

• About 80 per cent of employers will search for an applicant on Facebook, Twitter and LinkedIn, so whatever you put online, make sure it’s appropriate.

• Draw on your peers’ experiences for insight and top tips.

• Follow up on your application to confirm that it was received – it will show that you’re proactive and enthusiastic about the role.

• Contact the employer post interview thanking them for their time to help keep your name at the forefront of their mind.

• Employ the services of a specialist recruitment agency like Dental Elite for expert advice, support and to act as an intermediary between yourself and the employer.

Altogether, there are a great many factors that are taken into consideration by an employer during the recruitment process, all of which not only help to ensure that the right candidate gets the job, but also to streamline the process for everyone involved. To ensure that you meet the criteria and pass the screening process, take the appropriate steps to prepare today.

For more information on Dental Elite visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

At the end of 2015, there were 41,095 dentists registered with the General Dental Council (GDC) – a small increase from the previous year.[i] Despite these growing numbers there is evidence to suggest that some practices are struggling to recruit associates. This is particularly true for those offering NHS services.

One of the reasons behind this is a shortcoming of dentists with Performer Numbers, which means there is an undersupply of licensed candidates available to work in the NHS. Obtaining a Performer Number can be somewhat of a long winded and drawn out process with a lot of paperwork involved.

Because the process can be time-consuming and practices are often on a tight schedule, employers can sometimes end up just requesting applicants that already have a Performer Number. As a result, some dentists end up getting overlooked and practices miss out on taking on a promising individual that could have been an asset to the business. Smaller, more rural practices on the other hand are much more likely to offer a job to someone without a Performer Number due to lack of choice. As I’ve seen many times before, though, these practices run the risk of an employee handing in their resignation shortly after receiving their Performer Number to pursue a job in the city.

Because UK dentists automatically graduate with a Performer Number after the completion of their foundation training, there are no restrictions as they enter the world of employment – unless they leave the UK for 12 months, in which case their number is often archived and they are back to square one. In contrast, some foreign applicants have to pass the overseas registration exam (ORE) before they can register with the GDC, apply for their Performer Number and take on jobs. For some, this process can take up to two years and leaves a number of dentists without a job and practices without great applicants.

The other possible reason why practices occasionally struggle to find suitable staff despite a superabundance of dentists is that too many applicants either require mentorship or don’t have enough experience. At the end of the day practices have UDAs that must be completed and if a dentist with little experience cannot meet their allocated target, the practice will end up with a UDA deficit. In my experience, NHS practices also tend to prefer dentists with UK experience and knowledge of the NHS and UDA systems.

Then there is the matter of dentists that are looking to specialise somewhere down the line. It can be difficult for a general practice to take on someone who has ambition to become a specialist, because they are either going to leave or request that they go part-time to practise elsewhere. As such, some businesses are reluctant to take on such individuals, which in turn means they are required to consider applicants that might actually be less suitable for the vacancy.

And that’s not to mention the impact that competition has upon the recruitment process, not just from an associates perspective but also from an employers. To attract the best dentists in the profession, practices are now offering what is known as a golden hello – a one off payment of anywhere between £1,000 and £10,000 to entice them into joining the practice. This is usually tied in with a clause so that if they leave within the first 24 months of their contract, they’ll be required to pay that money back.

We have also noticed a rise in the price being offered to dentists per UDA, which is also likely to attract a high calibre of ambitious dentists. Before, the going rate was £10 per unit in most cities and towns. In an effort to make contracts more appealing to top tier candidates, however, some practices are now offering £10.50 to £11.00 per UDA – and that number could well creep up over the coming months. The other popular financial incentive is to offer commission for referring a patient to the hygienist.

A tactic used by larger, more established practices is to offer more clinical freedom to associates looking for a less regimented work environment. From what I’ve seen, the practices that tend to be most successful are usually those that are more forward thinking in their approach with staff. This includes allowing staff to have more flexibility in their working hours to attend training and to continue with their studies.

It is also important to remember to be forthcoming with applicants about the patients that are on the books, for instance, the ratio of private to NHS, demographics and so on. This can help to give them an idea of what it would be like working for the practice.

With so many factors to take into consideration, recruiting an associate is no easy feat. For that reason it can be prudent to enlist the services of a specialist agency such as Dental Elite. With the right help and expertise, the profession can operate at its full potential.

For more information on Dental Elite visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

Dental Elite is pleased to announce that it has been awarded membership to the National Association of Commercial Finance Brokers (NACFB).

Having gone through a rigorous process, Dental Elite is now a member of the UK’s trade body for business finance brokers – an accolade that only a few other companies within the dental sector can boast.

With this associateship, Dental Elite can continue to offer its clients an excellent service with the additional support of the NACFB, which exists to safeguard both its members and their clients against fraud and restrictive practices.

Its aim as one of the largest agencies in dental recruitment, finance, valuations, acquisitions and sales is to ensure that its clients receive a transparent, impartial and ethical service that ensures the optimum outcome is achieved.

For more information, contact the team today.

For more information contact DE Finance. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

To show its dedication to the industry, Dental Elite recently pledged its support to the Annual Conference of Local Dental Committees 2016 for the fourth consecutive year.

As Gold Sponsor of the event, the leading practice sales agency was proud to be able to offer its knowledge and services to dental professionals debating about the wider issues of dentistry, having already acted for a large number of the attending delegates successfully in the past.

If you missed Dental Elite at the conference, don't worry – the team will be exhibiting at various top calendar events and supporting more local LDC meetings and study groups throughout the next year.

If you are interested in receiving support for your event, contact the team today.

For more information contact Dental Elite. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

Emma Watkins was recently placed into Portman Healthcare in Faringdon, Oxfordshire as a Dental Receptionist.

Although her use of a recruitment agency was entirely accidental, she had nothing but positive words when asked about her experience. She said:

“While it did come as a bit of a surprise that I had inadvertently used a recruiter, I did find it very useful having someone I could discuss the position with –especially post-interview when I was keen to find out how it had gone.

“What’s more, I enjoyed the fact that I was able to distance myself from the process of arranging the interview and so on with the practice manager.

“Having now used Dental Elite, I wouldn't rule out using a recruitment agency if I was looking to step up the ladder.”

Emma also reflected on whether she would recommend an agency to other professions:

“When you’re working full time, job hunting can be a job in itself. Using a recruiter allows you to find a position without having to apply for separate jobs and without having to do any of the work. For that reason, I would definitely recommend an agency to other professionals.”

To find out more about Emma’s experience with Dental Elite, visit the website today.

For more information contact Dental Elite. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

When it comes to selling a dental practice, no two sales are the same. From variations in goodwill to due diligence to the type of contract in place, each process is unique. The latter in particular can have a huge impact on the overall transaction, especially NHS practices with an orthodontic contract.

There is no doubt that NHS practices are highly sought after and they typically command higher prices than private practices. However, since the implementation of the dental contract reforms in 2013 – in place of the original 2006 framework – the process of selling a practice with an NHS orthodontic contract has become much harder. It is important to note that if you hold an NHS orthodontic contract, you most likely have a PDS agreement – and it is this not so small detail that will affect the way in which your practice is sold.

From PCT to LAT

The difficulty stems from the fact that unlike GDS contracts, a PDS agreement cannot be shared through partnership. When contracts were under management by PCTs the transfer was sometimes viable, as although there was provision for this within the drafting of the PDS agreement, most turned a blind eye to the absence of the relevant clauses, or simply didn’t know the difference! So what’s the alternative? Essentially, there are two possible pathways; you can either sell the assets or incorporate to sell the shares.

Gain Consent From NHS

The first way an orthodontic practice can be sold is though the sale of assets accompanied by a direct transfer of the contract between the seller and the buyer. However, this can only be achieved with permission from the LATs, which requires long and laborious negotiations. It is important to note that as the NHS is under no obligation to accept a proposal to transfer a contract, this is not a guaranteed route. In fact, this is incredibly rare as most are petrified of being challenged under the EU Procurement Regulations.

Incorporation

The other option is to incorporate the dental practice into a limited company structure, which means transferring the company’s assets as well as the contract to the limited company. By selling the shares to a buyer, the transfer can then be completed. Although incorporation is certainly a viable option for practices with an orthodontic contact, it is not one that comes without difficulty. Once an initial request has been made an LAT will consider each application individually based on its merits and key criteria. Only an approved application will progress to the next stage of being issued with a new PDS contract in the name of the limited company. As it stands NHS England Policy allows LATs to approve these requests but there are still local politics to deal with, and many try and refuse such applications. They can demand a benefit for the application, with the focus typically placed on how the incorporation will benefit the LAT itself rather than the practice. You guessed it – a price per Unit reduction! Thus, it would be prudent to accept that certain compromises may need to be made in order to incorporate, and later sell, a practice.

Lastly, it is important to note that if a PDS contract is permitted to become a limited company and a practice decides to sell, the LAT must give approval and produce what is known as a Deed of Novation. This is an agreement that transfers one party’s rights and obligations under a contract or agreement to a new third party. But what does this entail? The first section of the document that sellers should be aware of, is that the LAT will require a personal guarantee from the contractor that the contract will meet requirements and perform to the expected standard. Similarly, this is also a lifetime financial guarantee against under-performance – a guarantee that cannot necessarily be swapped to a purchaser at a later stage.

However, because of the way the Deed of Novation is designed, the LAT is not obliged to agree with the sale. Due to the change of control clause, any transference of share holdings of 10% or more must be approved by the LAT. While there would need to be a valid reason for the refusal, it’s an aspect of the process that is important to be aware of, as challenging the refusal is very difficult.

All in all, selling a PDS orthodontic contract is not a straightforward process – but it is not impossible. Seeking the advice of a trusted and experienced agency in this situation, such as Dental Elite, is therefore imperative, and will ensure that you follow the procedure to the letter.

For more information on Dental Elite visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

“Whilst at a seminar on ‘selling your practice’, I met Luke Moore, a representative of Dental Elite” says Dr John Campbell who has recently sold two of his practices. 

“The valuation was organised promptly, we had a fantastic response and we received the full asking price.

“Despite the fact that a deferred consideration was involved pursuant upon contract extensions, Luke’s confident and professional approach eased the process; to date the deferred considerations have been met with no issues.”

Naturally, when it came to selling his second practice, Dr Campbell felt that there was really only “one choice of broker.”

“Full asking price was once again achieved and this time without a deferred consideration, despite only one year remaining of the contract!” John adds. “I think that this is testament to Dental Elite’s accurate understanding of the dental market.

“I would whole heartedly endorse Luke and Dental Elite for their thoroughly professional and supportive approach to selling a dental practice. Selling can be a very stressful event but Dental Elite certainly eased the process! I would without hesitation, recommend Luke and his company to any colleague, and indeed have already done so.”

For more information and to find out how Dental Elite can value
and assist your practice sale visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

Looking to buy a dental practice? Don't forget to consider the effect intangible values such as customer base, rapport and employee relations will have on the goodwill premiums that might be incurred.

As the market becomes increasingly more aggressive and competitive with practices in high demand, goodwill premiums are growing in occurrence and increasing in magnitude. This will affect the amount that you will have to pay on top of the valuation price.

With over 100 combined years’ of experience and expertise, the team at Dental Elite are committed to providing financial advice to those looking for a smooth and hassle-free acquisition.

Knowledgeable and attuned to current trends, Dental Elite offers a person-centred single point of contact service to ensure you don't go over budget and get out of your depth.

Don't get caught out with goodwill premiums; contact Dental Elite today.

For more information contact Dental Elite. Visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900

Whether you are looking for your first, next or last dentist role, it can be difficult to know which pathway to take.

Experienced and up-to-date with the latest market trends, Dental Elite could help you consider all of your options.

Dental Elite offers a single point of contact service from one of its knowledgeable specialist recruiters and has a vast database to help you find your ideal job.

Corporate or independent, private or NHS, permanent or locum and general or specialist, Dental Elite has a vast range of vacancies available.

If you are looking for something different, Dental Elite could even find you a role within the community, in a prison or on a military base.

To find out more about current vacancies and how Dental Elite could help you, contact the team today.

For more information on Dental Elite visit www.dentalelite.co.uk, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 01788 545 900