LDCs Bring the Passion to Close the Sale

LCDs Bring the Passion to Close the Sale

Sale Closed

By Paul Werner, DDS

I’m just about retired, but I’ve made the decision to remain active in organized dentistry, including its relationship with the political process that impacts us all. I used to be a legislative contact dentist (LCD) for five or six legislators; as they’ve termed out, I’m now down to two: a congressman and a state representative.

In my 30-something years of involvement, I’ve seen and perhaps done a lot. Politics has become a lot more divided and angrier over time, but I still believe that if we set aside the hot-button, red-meat, partisan issues, most politicians often want to do the right thing. The problem is they usually don’t know what the right thing is. Sometimes it’s preventing the wrong thing. Sometimes it’s a good thing for something unrelated to dentistry that has an unintended negative impact on our profession.

One of the jobs of our Governmental Affairs Office (GAO), with our assistance, is to help politicians distinguish between the good, the bad and the ugly. Politicians know little about what we, as dentists, do and how we do it. They often have no idea how their impact on us impacts the oral health of the public.

Our professional staff does a great job in educating legislators on issues impacting us, but as wonderful as they are, they are not dentists. They can explain the nuts and bolts of an issue, and how it affects dentistry, but by using a dentist as a closer, it can be better explained how it affects an individual dentist, and his or her patients.

Governmental and insurance rules and regulations can place great stress on a dental practice that only the dentist and staff can feel, not just be aware of. For example, while our GAO pros can explain to a legislator the problems and unfairness of an insurance clawback, we are the ones who are being clawed. They bring the facts, but we are the ones who bring the passion, and who often can close the sale.

Being involved at this level is the big line of defense against abusive actions by the government and the insurance industry and the burdens they place on you and your practice. Without the vigilance of the GAO with member support, you would have to hire a physician to be the medical director of your practice, as well as wear a name badge. These two things became close to becoming law in the past.

I believe the best way for you to become involved is to become an LCD for a legislator, or a few. I read in one of our publications that a good number of Florida legislators do not have an LCD. Is one of them a friend or acquaintance, a patient or your legislator? Consider establishing a relationship with one. Do not let party difference be a deterrent, as when you meet, you represent the “Tooth Party” only. Most legislators would welcome your collaboration with them.

Get involved to protect the health of our patients, our practices and our profession.

Being involved at this level is the big line of defense against abusive actions by the government and the insurance industry and the burdens they place on you and your practice.