Syllabus

To view syllabus prototype please click on link :DBA Syllabus

Dental Business Administration                         Earn Control – Maintain Power

A business administration course designed from dentists for dentists, dental managers and administrators. This program is carefully design to fulfill all today’s dentists’ needs and quests.

It addresses dentists who are now graduating, starting their career or have a constant need of upgrading and updating their business.

Running dentistry is very challenging and we ought to be prepared for every situation. But even when we have the necessary knowledge and experience there is always something new that we have to learn or a different trend that we have to keep up with.

If you are in control you have to remain ….And if you lost control you must earn it again!

Program Aim:

This program’s main aim is to create every dentistry’s individual character so it can differ from all other competitors and always earn and be the best in power and patients preferences. 

Dentistry is a brand where many different educational fields have to come together to ensure success. Accounting, management, public relations, human resources, if you don’t know what they are supposed to be doing how you can control them.

Earn the competitive advantage & increase you profits in running you own dental practice!

‘‘Mainly a Mastership Class for mastering and achieving ideal dental management skills in which students have the advantage of evaluating and practicing the learned subjects.’’

Goal:

Our Goal is to prepare dentists to undertake their business as entrepreneurs and to make them able to solve problems concerning:

  • Leadership Skills
  • Negotiation Skills
  • Consumer Behavior
  • Presentation & communication skills
  • Presentation & Assessment of a business Plan
  • Human Resources Management
  • Marketing
  • Accounting
  • Economics
  • Patient Satisfaction Surveys

Main Content of Program:

2 Session consisting the modules of the program

Session 1: 19th to 23rd of February at Nicosia – Cyprus

Session 2: Will be announced shortly  at Nicosia Cyprus

What should participants expect from this program:

For a dentist to be able to always have full control of his dentistry he ought’s to have some general knowledge concerning all professions that constitute his group.

This is where this program aims!

Dental schools prepare the doctors only for the medical part of their clinic. We educate the dentist concerning everything they will need business oriented.

Why DBA?

  1. A programme designed from dentists for dentists, Dental Managers & Administrators
  2. Includes all necessary knowledge to run you own clinic
  3. Business consultation & Guidance
  4. Location
  5. Small Class Sizes
  6. Top Educators

ADACERP logo (1)

This continuing education activity has been planned and implemented in accordance with the standards of the ADA CERP through joint providership between Big Sky Seminars and DBA – Dental Business Administration Mastership Course. Big Sky Seminars designates this activity for 60 hours Continuing Education (C.E.) credit. Big Sky Seminars is an ADA CERP Recognized Provider.

Course Content:

Marketing, Patient  Satisfaction Surveys, Accounting, Economics, Leadership & Negotiation Skills, Human Resource Management, How to write your own  business plan, Consumer behaviour, Presentation & Assessment of a Business Plan

At the end of the course:

Creation of a business Plan for your Clinic, Case Documentation Discussion

Generally:

The course will be in English. All modules are compulsory . It will contain homework and 2 different kinds of assignments: Group & Individual

Course Leader:

  • Dr. Anna-Maria Yiannikos

Dr. Anna – Maria Yiannikos:Course Leader/Keynote Lecturer

She has the privilege of being one of the few dental practitioners with an MBA degree and has been practicing dentistry for more than 20 years in Cyprus. She is a pioneer in the field of Dental Lasers and Cosmetic Dentistry. Her Clinical Research about Dental Lasers received a Golden Award in ISLD Congress in Berlin 2006.

Furthermore Dr. Anna-Maria Yiannikos has 2 Master Degrees one in Lasers (MSc. 2006) and one in Business Administration (MBA, 2009) and is an Adjunct Faculty Member of AALZ at RWTH Aachen University Campus.

Objectives:                                                 

Knowledge: Fundamentals of: Marketing, Management, Accounting, Economics, Human Resources, Consumer Behaviour, Business Administration.

Skills:

      • Be Managers and Directors of their own clinic
      • To make Case Presentation
      • To select the most appropriate associates for their clinic
      • Create and complete their own business plan
      • To evaluate and inspect the needs of their clinic through satisfaction surveys
      • Outsourcing & Insourcing Management

Attitudes/Behaviour:

  • Be able to handle and coordinate their team and patients affectively
  • Confidence
  • Power
  • Control

Technology / Equipment/Workload:Audio Visual Aids (Computers, Television, Video Camera, Hi Fi Speakers, Projector)

Workload:  Lectures and Skill – Training: 60 hours

Homework: 160 hours

Total: 240 hours

Daily Schedule: 9:00 a.m. – 5:00 p.m.

Location:                                                                                            Lecturer: Dr. Anna-Maria Yiannikos 

10:00 a.m. – 11:30 a.m.

11:30 a.m. – 12:00 a.m.

IntroductionWelcomeBreak Educational Tools:
12:00 a.m. – 14:00 p.m

14:00 p.m. – 15:00

Main SubjectGroup/Individual Exercises Lunch Break Educational Tools:
15:00 p.m – 17:00 p.m.

17:00 p.m. – 17:30

Main Subject (Cont)Break Educational Tools:
17:30 p.m. – 18:00 p.m. Main Subject (Cont)Group/Individual  Exercises Educational Tools:

Other Information:

 

Course Schedule: 10 Days  

Location: Session 1: 19th to 23rd of February : Nicosia Cyprus         

Session 2: Will be announced shortly :Nicosia Cyprus

Lecturers: Dr. Anna-Maria Yiannikos

Session 1: Day 1: Marketing Day 2: Presentation & Communication Skills Day 3: Accounting Day 4: Creation of Business Plan Day 5: Human Resources Management Technological Tools:Location: Nicosia – Cyprus
Session 2: Day 6: Written Exam for Modules of the 1st Session – Leadership Day 7: Economics Day 8: Consumer Behavior Day 9:Development Patient Satisfaction Surveys – Negotiation  Skills Day 10: Written Exam for Module of the 2nd Session – Presentation & Assessment of business plan Technological Tools:Location:Nicosia – Cyprus
Other Information:

 

 

Marketing

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

Marketing is the management process responsible for identifying, anticipating and satisfying patient needs profitably. This subject aims to provide participants with a full understanding of the principles of marketing and how to apply it to any similar situations in their clinics. Through this one day module the candidates taking this course will be able to identify and understand the components and value of marketing by learning:

      1. The Fundamental Concepts of Marketing
      2. The Marketing Mix for Dental Clinics
      3. The Value Proposition Concept

Educational Tools:

      • Exercises
      • Slide Handouts

Assessment:

The understanding of the module from the participants will be accessed through the exercises that they will undertake.

Recommended Literature:

“555 Ways to Reward Your Dental Team”                                                                 Authors: Blaes, D. J., & Booth, D. N.                       Harrison Acorn Press,  2000 and 2004

“Marketing Kit for Dummies”                                                                                       Authors: Hiam, A. Hoboken                                                        Wiley Publishing, Inc.,2005

“The Definitive Book “                                                                                                        Author: A. Pease                                                                               Orion Books Ltd., 2005

“The Business of Dentistry”                                                                                             Authors: Raj, R., & Manolescue, G.                         Quintessence Publishing Co Ltd, 2002

 

 

Presentation and Communication Skills

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

In this era that we are living in,  our words, our tone of voice and our body language play a great role to the impact of our success in our practices! Either if we present simple cases to our patients in our clinics daily, or to public our confidence and the ways we are presenting it is extremely essential.

This whole day module will teach the participants:

      1. The 9 Communication Skills
      2. How to Prepare, Present and Handling a Presentation
      3. The 2 Types of Communication and How to Apply them Productively in our Practices.

Educational Tools:

      • Presentation Exercises
      •  Slide Handouts

Assessment:

The understanding of the module from the participants will be accessed through the presentation, which will be videotaped and played back privately, to determine the strengths and the areas for individual improvement.

Recommended Literature:

“How to develop self-confidence and influence people by public speaking”                Author: Dale Carnegie                                                                 World’s Work Ltd, 1983

“Effective Presentation”                                                                                                   Author: A. Jay and R. Jay                                                            Pitman Publishing 1996

“Present yourself”                                                                                                                 Author: M. Gelb                                                                                       Aurum Press 1988

“Dentistry with Vision”                                                                                                      Authors: G.Kendall, G. Wadhwa                     Quintessence Publishing Co, Inc, 2009

 

Accounting

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

General knowledge of accounting is necessary for all and the truth is that we might be disadvantaged by being ignorant of accounting matters. The main goals of the whole day module of accounting is to learn the ‘jargon’ of accounting, understand the basic principles of accounting and identify the important information that we can gather from the following statements of our clinics:

      1. Balance Sheet
      2. Income and
      3. Cash Flow

Educational Tools:

      • Accounting  Exercises
      • Slide Handouts

Assessment:

The understanding of the module from the participants will be accessed through the exercises and the discussion that will take place.

Recommended Literature:

“Accounting Fundamentals for Health Care Management”                                            Authors: S. Finkler, D. Ward, T. Calabrese                                   ISBN:978-1-4496-4528-1

“Accounting for Beginners (with workbooks) REVISED EDITION”                                    Author:K Rahman

 

Business Plan

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

This module will be presented in 2 days – 1st day will be held on the first session and the 2nd as a part of the second session of DBA course. During the first day the participants will recognize how to execute a business proposal as well as to define the milestones and anticipate potential risks and problems. Furthermore they will realize the usefulness of the creation of a business plan. Another purpose of the project is both to test the students’ ability to use the tools and concepts providing during the DBA course as well as to help them to develop their abilities for writing such a document.

During this module the participants will learn (besides the mentioned above):

      1. The Steps of the Development of a Business Plan
      2. How to Analyze the Market and their Competition
      3. To make a SWOT and PEST Analysis
      4. To Present their Business Proposals

Educational Tools:

      • Slide Handouts
      • Feedback that will give from the lecturer between the two sessions

Assessment:

The understanding of the module from the participants will be accessed through the developing and presenting of their own business plan.The last day a panel of examiners will evaluate the project on the degree to which it demonstrates the following attributes:

      1. A Clear and Logical Definition of the Problem & the Objectives
      2. Value Contribution
      3. Evaluation & Interpretation of Data
      4. Structure, Coherence, Presentation
      5. References
      6. Clarity of Situation Analysis
      7. Research
      8. Tools and Methodology

Recommended Literature:

“Business Plan Kit for Dummies”

FT Essential Guide to Writing a Business Plan: How to Win Backing to Start Up or Grow Your Business.”                         Author: Vaughan Evans                                                                                Pearson, 2011

“How To Write Your First Business Plan”                                                                Author: Boomy Tokan, 2012

 

 

Human Resource Management

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

We are not only the dentists but also we are the Human Resource Managers of our clinics, responsible for the selection & training of our team.The one day module will teach the participants how to make:

      1. A Correct Job Description
      2. A Right Selection of Candidates through an un-biased Interview
      3. An Orientation Program &
      4. The Training of our New Staff members

Educational Tools:

      • Exercises/ Tests
      • Slide Handouts

Assessment:

The understanding of the module from the participants will be accessed through the exercises that they will undertake.

Recommended Literature:

“Hire Tough Manage Easy”                                                                                                 Author: Mel Kleiman                                                                             ISBN 1-893214-00-1

“Human Resource Management”                                                                                 Author: Gary Dessler                                                                                      Pearson, 2012

 

Leadership

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

We are not only dentists but we are responsible to provide leadership to strategize, to inspire and to motivate our staff. We as dentists have so many things to handle of the day-to-day management that we suffer of lack of time for keeping up with new ideas and no time for reflection and exploration of new opportunities. As a result we end up managing rather than leading.

During the half day program, leadership module aims to teach the participants how to:

      1. Motivate, Reward and Appraise your Team Members
      2. Built the Strategy that Reflects your Values
      3. Deal with Conflicts
      4. Create Effective Delegation
      5. “Walk the Talk”
      6. Bring the Change in your Practice

Furthermore though this half day course the participants will find out their own leadership style, acknowledging first the leadership styles.

Educational Tools:

      •  Leadership Exercises
      • Slide Handouts
      • The Belbin’s Management Team Roles questionnaire

Assessment:

The understanding of the module from the participants will be accessed through the exercises and the discussion that will take place after the completion of the course.

Recommended Literature:

“The Discipline of Market Leaders”                                                                            Author: M. Tewacy and F. Wiersema                                    ISBN-13:978-0-201-40719-8

“Leadership Plain and Simple”                                                                                       Author: Steve Radcliffe                                                                   ISBN-978-0-273-77241-5

“The naked Leader”                                                                                                          Author: David Taylor                                                                             ISBN:0-553-81565-2

 

Negotiation Skills

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

As dentists we are accountable to negotiate continuously (with our patients, our team members, our suppliers, and our lab).Unfortunately, negotiation is an area where many hidden traps lie. Knowing how to negotiate from ‘A’ to ‘Z’pays to be prepared to protect our interest.

During the half day program, the negotiation skills module aims to teach the participants:

      1. The steps of negotiation process-planning, conducting and post-negotiation strategies
      2. The fundamentals for successful negotiation
      3. Learn different procedures when agreement was unreachable

Educational Tools:

      • Negotiation Exercises
      • Slide Handouts

Assessment:                                                                                                                       The understanding of the module from the participants will be accessed through the exercises that will take place.

Recommended Literature:

“The Negotiators Handbook”                                                                                               Author: George Fuller                                                                            ISBN 0-13-612672

Getting to Yes: Negotiation Skills & Strategies                                                             Author: Katie Lenhart                                                                                             Feb 2013

Getting to Yes: Negotiating an agreement without giving in”                                       Author: Roger Fisher and William Ury                                                          Penguin, 2012

 

 

Economics

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

As the managers of our clinics by studying microeconomics we could forecast our financial future by taking better decisions. Managerial economics assist us by recognizing the effects of various factors (both economic and non economic) and then predicts economic consequences in our clinics.

This one-day module aims to teach:

      1. The Different Types of Competition
      2. Supply and Demand Function
      3. Pricing and Non-Price Concepts
      4. Cost Curves

Educational Tools:

      • Economic  Exercises
      • Slide Handouts

Assessment:

The understanding of the module from the participants will be accessed through the exercises and the discussion that will take place.

Recommended Literature:

‘Economics’                                                                                                                     Author: A. Anderton                                                                         ISBN 978-1-4058-9235-3

‘Economics for Business’                                                                                          Author: David Begg, Damian Ward

 

 

Consumer Behavior

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

The study of consumers (patients) in the case of dental care helps clinics to improve their marketing strategies by understanding issues such as:

      1. The 3 Stages of Decision Purchasing Process
      2. The Factors that can Influence Each Stage
      3. The Principles of Segmentation, Positioning and Targeting

The above will be taught during the one day module course.

Educational Tools:

      • Exercises
      • Slide Handouts

Assessment:

The understanding of the module from the participants will be accessed through the exercises that will be solved.

Recommended Literature:

“Consumer Behavior”                                                                                                      Authors: Evans, M., Jamal, A., & Foxall, G.                           John Wiley & Sons Ltd, 2006

 

 

Patient Satisfaction Surveys

Lecturer: Dr. Anna-Maria Yiannikos

Course description:

The necessity of knowing in which areas us dentists is lacking in &  in which areas we should improve towards our patients and our employees is very important for our sustainability and profitability.

The full-day module aims to teach the participants:

      1. How to Develop a Questionnaire
      2. The Types of Research Questions
      3. How to Deliver the Surveys
      4. Design their own Survey

Educational Tools:

      • Slide Handouts

Assessment:

The understanding of the module from the participants will be accessed through the developing of their own survey.

Recommended Literature:

“Measuring Customer Satisfaction and Loyalty”                                                   Author: Bob Hayes                                                                                                ASQ 2008

“Employee Research: How to Increase Employee Involvement through Consultation”                                                                                                             Author: Peter Goudge                                                                      Kogan Page LTD, 2006

To view syllabus prototype please click on link:DBA Syllabus

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