Selling to a DSO? How Dental Practices Can Prepare Their Patients

In recent years, more dental practices have decided to sell to dental service organizations (DSOs). For dentists, this can be a significant step, offering a chance to streamline operations, access resources, and focus more on patient care. However, for patients, this transition can sometimes feel confusing or even unsettling. That’s why it’s essential to take proactive steps to prepare your patients for the change. By communicating clearly and thoughtfully, dental practices can ensure a smoother experience for everyone involved. 

Why do dental practices sell to DSOs?

Dental practices often sell to DSOs for practical reasons. Running a dental practice is about more than providing excellent patient care, after all! It’s also about managing finances, handling staffing, and keeping up with ever-changing technology and compliance requirements. DSOs specialize in supporting the business side of dentistry, allowing practitioners to focus on what they do best: taking care of patients.

By joining a DSO, dentists gain access to advanced tools, improved workflows, and better purchasing power for equipment and supplies. Additionally, DSOs often provide ongoing education for staff, ensuring the practice stays up to date on the latest industry standards. This transition can improve the overall quality of care. Still, the process involves change, which can be daunting for patients and staff alike. This is where leading with transparency becomes so important to this transition.

When selling to a DSO, one of the most important tasks is preparing your patients. Clear communication and thoughtful planning not only prevents confusion, but it also reassures patients about the continuity of their dental care.

DSOs support a smooth transition

One of the advantages of partnering with a DSO is their expertise in handling transitions. DSOs typically assist staff in adjusting to new systems and procedures, which helps maintain consistency in care. This support minimizes disruptions for patients. It’s a good idea to let your patients know that these systems are being put in place to make the practice more efficient and patient-friendly.

For example, patients might notice changes in how appointments are scheduled or how bills are processed. These updates are often designed to streamline operations, making it easier for patients to access the care they need.

Communicate the reasons for the sale

When patients hear that their trusted dental practice is selling to a DSO, they may worry about what this means for their care. Transparency is key to addressing these concerns. Proactively explain why the sale is taking place. Share the benefits of the transition, such as:

• Improved focus on patient care because administrative tasks are handled by the DSO
• Access to better technology and resources that enhance dental services
• More time for dentists and staff to build relationships with patients

Let your patients know that the decision to sell to a DSO was made with their best interests in mind. When you frame the sale as a positive change, patients are more likely to feel reassured. Use your outreach efforts to emphasize that joining a DSO allows the practice to deliver even better care. For example, you could say:

• “This transition means our team will have more time to focus on you, our valued patients.”
• “By working with a DSO, we’ll have access to advanced tools and resources, which means even better dental care for you and your family.”

When patients understand that this change is designed to benefit them, they are more likely to view the sale positively.

Reassure patients about their value

It’s essential to remind patients that they are at the heart of your practice. Let them know how much you value their loyalty and trust. For example, you could include a heartfelt message in your communications, such as:

• “We’re so grateful for the trust you’ve placed in us over the years. That won’t change as we partner with a DSO. You will always be our top priority.”

This reassurance can help patients feel secure, even during a period of change.

Set expectations for what’s ahead

One of the most effective ways to prepare patients is to set clear expectations about what will — and won’t — change. This includes explaining:

• Any updates to procedures, such as scheduling or billing systems.
• Possible branding changes, such as a new logo or signage.
• Continuity of care, including the fact that most staff members and dentists will remain the same.

By addressing these details upfront, you can prevent misunderstandings and make patients feel more comfortable about the transition.

Why outreach and education matter

Without clear communication, patients may feel confused or unsettled. They might worry that their dental care will change for the worse or that they’ll lose the personal connection they’ve built with the practice. This uncertainty can lead to unnecessary stress, and in some cases, patients might even consider switching to a different provider.

By taking the time to educate and engage with your patients, you can prevent these issues. Open, honest communication builds trust and shows that you care about their experience. It also reinforces that the quality of care they receive will remain a top priority. Remember, the goal is to show patients that this change is about enhancing their care — not taking anything away.

With thoughtful outreach, you can turn a potentially confusing time into an opportunity to strengthen your relationship with your patients. That way, when the dust settles, everyone — patients, staff, and the dental practice itself — will be in a better position to thrive.

How Intiveo helps

At Intiveo, we’re dedicated to providing dental and oral surgery practices with resources about the issues that matter to them most. From guides to template packages to self-assessments, we provide insights into patient engagement, practice management, and more. Plus, check out our podcast!

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