Healthcare executives keep telling us the same thing: "We're growing locations, but our margins aren't scaling with us." So we brought together three revenue cycle management experts who collectively oversee operations for thousands of healthcare practices to understand why this happens and how the top performers solve it.
Our Guests:
The Problem: Most multi-site operators are drowning in operational complexity, adding locations faster than they can build systems to manage them. The result? 25% of industry accounts receivable sits in 90+ day buckets, critical staff shortages in RCM roles, and manual processes that don't scale.
The Solution: Top performers have discovered that scaling isn't about adding more people or processes - it's about eliminating work entirely through intelligent operational architecture.
Key insights:
Mike's team achieved 102% insurance collection rates by redesigning their entire front-end process. They automated what could be automated and eliminated steps that didn't need to exist.
Rob just completed an AR recovery project that found $29 million in aged receivables. The root cause analysis revealed that most problems started with basic insurance verification failures - completely preventable issues.
Sina's data shows the industry could save $1 billion annually through payment reconciliation automation alone.
Each guest shares specific strategies they use to generate substantial EBITDA improvements, including tactical frameworks for AR recovery, billing optimization, and process automation.
⚡ Amol Nirgudkar (Patient Prism CEO, 8 years healthcare AI expertise) and A.J. Peak (multi-site healthcare operations expert and founder of Health Wealth Capital) dig into the tactical frameworks that separate scaling winners from everyone else on Healthcare100. We break down the growth engines behind America's fastest-scaling healthcare organizations with the operators who built them.
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The pursuit of peak productivity in dentistry is not about working faster — it’s about working smarter. In this episode, we sit down with Dr. Eric Tobler, Dentist of Stonehaven Dental and Mortenson Dental Partners, and Dr. Bruce Baird, Co-Founder at Productive Dentist Academy, to unpack how clinicians can unlock the coveted “$1,000-an-hour” schedule and what it really takes to achieve that level of efficiency. From comprehensive diagnosis to case acceptance, from block scheduling to leveraging AI, they share practical strategies to elevate both clinical care and business performance.
Key Takeaways:
00:00 Introduction.
05:45 Individual growth matters more than rigid benchmarks.
10:42 Productivity comes from smart scheduling, not just working faster.
15:44 CAD/CAM technology allows dentists to provide higher-quality restorations.
21:04 Block scheduling improves productivity and allows same-day care.
26:50 Quality of new patients matters more than quantity.
35:28 Clinical excellence and patient care must always come first.
40:10 Training team members as experts expands care and saves time.
44:46 Pre-diagnosis with hygienists builds patient trust and consistency.
50:05 Guiding patients to longer-lasting options improves decisions.
52:33 Clinician engagement is key to improving outcomes.
Resources Mentioned:
https://www.linkedin.com/in/erictoblerdmd/
Stonehaven Dental | LinkedIn
https://www.linkedin.com/showcase/stonehaven-dental/about/
Stonehaven Dental | Website
http://www.stonehavendental.com
Mortenson Dental Partners | LinkedIn
https://www.linkedin.com/company/mortenson-dental-partners/
Mortenson Dental Partners | Website
https://mortensondentalpartners.com/
https://www.linkedin.com/in/dr-bruce-b-baird-872abb11/
Productive Dentist Academy | LinkedIn
https://www.linkedin.com/company/productive-dentist-academy/
Productive Dentist Academy | Website
http://www.productivedentist.com/
https://www.overjet.com/
Clinical Calibration Institute
https://productivedentist.com/dental-consulting-services/clinical-calibration-institute/
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#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth
Converting leads into lifelong patients is more than just a process. It’s about alignment, insight, and execution. In this episode, we explore how leading DSOs tackle the challenges of lead management and the patient experience. Daniel Mirsky, SVP and Chief Information Officer of Sage Dental, and Heidi Arndt, Founder and CEO of Evolve Dental Advisors, discuss operationalizing soft skills, breaking down clinical silos, and building sustainable growth engines for DSOs.
Key Takeaways:
(02:34) Routing inbound calls to the right teams is key to lead conversion.
(05:24) No schedule blocks for new patients means lower conversion and limited growth.
(10:25) Cross-training clinical and ops teams breaks silos and boosts patient understanding.
(15:34) Centralizing insurance support helps spot trends and resolve complex issues faster.
(21:27) A finance waterfall provides flexible options for patients with varying budgets.
(24:55) Integrating dialer and practice systems enables quick, patient-focused action.
(30:41) Urgency comes from explaining why treatment matters and the risks of delay.
(32:18) A focused AI or aligner campaign aligns the team and boosts performance.
Resources Mentioned:
https://www.linkedin.com/in/danmirsky/
Sage Dental | LinkedIn
https://www.linkedin.com/company/sage-dental-southeast-florida/
Sage Dental | Website
https://mysagedental.com/
https://www.linkedin.com/in/heidirarndt/
Evolve Dental Advisors | LinkedIn
https://www.linkedin.com/company/evolve-dental-advisors/
Evolve Dental Advisors | Website
https://www.evolvinggroupdentistry.com/
https://www.carecredit.com/
https://www.patientprism.com/
Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.
#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth
Data dashboards aren’t enough — growth today requires actionable insights delivered to the people doing the work. In this episode, hosts Amol Nirgudkar and A.J. Peak welcome Elliot Zibel, Founder and CEO of ClariFi Health, and Mick Janness, CEO of Oakpoint, to explore how modern DSOs can move from static reports to real-time decision-making. Together, they break down the tools, strategies, and KPIs that move the needle and explain why solving data infrastructure early can unlock EBITDA and drive long-term scalability.
Key Takeaways:
(04:37) Multiple PMS systems make it hard to standardize processes across practices.
(11:20) Data needs to be clear, focused, and actionable for those driving outcomes.
(20:02) Real intelligence means turning data into action, not just showing the past.
(25:02) AI is less about hype and more about supporting smarter, prioritized decisions.
(32:58) Without proactive data, many DSOs are flying blind each month.
(36:17) Phones and unscheduled treatment are key to filling open slots.
(40:56) Simplifying data helps front desk teams focus on what truly matters.
(45:17) Strong morning huddles directly boost team performance and daily outcomes.
(50:27) The right data, paired with context and coaching, drives efficiency and accountability.
(54:25) More X-rays fuel better AI, diagnostics, and treatment acceptance.
Resources Mentioned:
https://www.linkedin.com/in/amolnirgudkar/
https://www.linkedin.com/in/ajpeak/
https://www.linkedin.com/in/elliot-zibel-cfa-58858728/
ClariFi Health | LinkedIn
https://www.linkedin.com/company/clarifihealth/
ClariFi Health | Website
https://www.clarifi.health/
https://www.linkedin.com/in/mick-janness/
Oakpoint | LinkedIn
https://www.linkedin.com/company/oakpoint/
Oakpoint | Website
https://oakpoint.us/
https://www.domo.com/
https://www.ncqa.org/hedis/
https://www.patientprism.com/
Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.
#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth
Regulatory mistakes don’t just slow deals — they can kill them. In this episode, Amol Nirgudkar and AJ Peak sit down with Brian Colao, Member and Director of the Dental Service Organizations Industry Group at Dykema, to unpack the legal foundations every DSO operator must get right before thinking about a 10X exit. With three decades of experience and over 1,700 deals under his belt, Brian shares how to avoid costly compliance pitfalls and prepare your organization for a successful transaction.
Key Takeaways:
(02:01) Every DSO must nail three pillars: structure, agreements, and implementation.
(04:38) Non-dentists owning dental practices in restricted states is a deal killer.
(11:18) No matter your funding or plans, growth is limited if you can’t hire enough dentists.
(14:16) In 95% of cases, dentists must be classified as W-2 employees.
(19:50) Lawsuits or investigations can crater deals or cause major holdbacks.
(24:59) Sell-side QofE avoids major surprises in expected vs. actual EBITDA.
(30:45) Success often comes down to one thing — picking the right partner.
(33:24) Selling your life’s work deserves more than a quick LOI decision.
Resources Mentioned:
https://www.linkedin.com/in/brian-a-colao-303619122
Dykema | LinkedIn
https://www.linkedin.com/company/dykema-gossett-pllc/
Dykema | Website
http://www.dykema.com
Amol Nirgudkar | LinkedIn
https://www.linkedin.com/in/amolnirgudkar/
AJ Peak | LinkedIn
https://www.linkedin.com/in/ajpeak/
Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.
#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth
Procurement often feels like a cost center, but when approached strategically, it becomes a powerful lever for growth. In this episode, Amol Nirgudkar and AJ Peak examine how procurement evolves when doctors are included in the conversation. Leigh Feenburg, CEO of Advanced Dental Brands, and Mark Greenstein, EVP and Chief Growth Officer of Heartland Dental, share insights shaped by both startup-style scaling and enterprise-level optimization.
Key Takeaways:
(03:41) Doctor-designed formularies ease adoption and cut supply costs.
(09:57) Tapping into the emotional treasure of doctors drives formulary alignment.
(14:58) Partnering with vendors and using tech unlocks savings and flexibility.
(20:32) Market intelligence fuels long-term savings and smarter supply choices.
(25:38) Lab success relies on experience, communication, and trusted partners.
(31:08) Digital dentures reduce lab variation and bring more doctors onto the formulary.
(35:09) Investing in digital tech lowers costs, improves quality, and strengthens core services.
(40:12) Scanner costs are offset by savings on impression material and shipping.
Resources Mentioned:
https://www.linkedin.com/in/leigh-feenburg-1bba10aa/
Advanced Dental Brands | LinkedIn
https://www.linkedin.com/company/teamadb/
Advanced Dental Brands | Website
https://teamadb.com/
Heartland Dental | Website
https://heartland.com/
"Nudge" by Richard H. Thaler and Cass R. Sunstein
https://www.amazon.com/Nudge-Improving-Decisions-Health-Happiness/dp/014311526X
Amol Nirgudkar | LinkedIn
https://www.linkedin.com/in/amolnirgudkar/
AJ Peak | LinkedIn
https://www.linkedin.com/in/ajpeak/
Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.
#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth
Artificial intelligence, attribution gaps, and a push for better patient lifetime value are reshaping today’s marketing landscape. In this episode, Amol Nirgudkar and AJ Peak hear from three senior leaders tackling these complex issues head-on. They sit down with Sherianne James, CMO of Heartland Dental; Ivan Stamenov, Operating Partner of Varsity Healthcare Partners; and Sudha Vetri, Founder and CMO of Subscribili, to unpack real-world strategies for scaling DSOs and improving marketing efficiency. They explore practical ways to align marketing investments with business outcomes in a fast-changing ecosystem.
Key Takeaways:
(01:29) AI presents major opportunities, and decision fatigue, for dental marketers.
(07:07) Google My Business resists trackable numbers, making attribution difficult.
(11:37) Attracting and retaining the right patients starts with the first touchpoint.
(23:29) Capacity is hard to measure, but signals are enough to guide smarter marketing.
(27:33) Aligning acquisition spend with patient lifetime value and desired outcomes.
(32:24) Supporting unconverted treatment plans is key to boosting lifetime value.
(38:09) Reiterating care value and affordability fuels patient-centered growth.
(44:44) As search shifts, brand marketing and testing become essential.
Resources Mentioned:
https://www.linkedin.com/in/sherianne-james-853a841/
Heartland Dental | LinkedIn
https://www.linkedin.com/company/heartlanddental/posts/
Heartland Dental | Website
https://heartland.com/
https://www.linkedin.com/in/ivanstamenov/
Varsity Healthcare Partners | LinkedIn
https://www.linkedin.com/company/varsity-healthcare-partners/
Varsity Healthcare Partners | Website
https://varsityhealthcarepartners.com/
https://www.linkedin.com/in/sudhavetri/
Subscribili | LinkedIn
https://www.linkedin.com/company/subscribili/
Subscribili | Website
https://subscribili.com/
https://www.google.com/intl/en_ph/business/
https://www.patientprism.com/
Amol Nirgudkar | LinkedIn
https://www.linkedin.com/in/amolnirgudkar/
AJ Peak | LinkedIn
https://www.linkedin.com/in/ajpeak/
Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.
#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth
Scaling a healthcare organization means more than opening new doors — it demands a strong culture, sustained doctor relationships, and a clear mission that doesn’t get lost as the business grows.
In this inaugural episode of “Healthcare 100,” Amol Nirgudkar and AJ Peak bring together three of the industry’s most respected leaders to discuss scaling healthcare. They hear from Steve Bilt, Co-Founder and CEO of Smile Brands Inc.; Pat Bauer, President and CEO of Heartland Dental; and Mary Pham, Founder and CEO of Lollipop Pediatric Dentistry, as they explore the fundamentals of organizational culture, leadership communication, and adapting through disruption.
Key Takeaways:
(01:50) Staying true to your founding mission prevents painful missteps.
(06:21) Doctor success begins with consistent alignment on vision and mission.
(9:00) Building relationships now means embracing methods like texting and video messaging.
(14:16) Navigating change starts with understanding the environment while mission-focused.
(20:29) Doctors trust data over directives and make informed decisions on their own.
(25:00) Many initiatives fail due to ignoring execution challenges in daily operations.
(31:30) New founders should align teams and spend real time with revenue drivers.
(35:55) An executive’s calendar is cultural archeology — it reveals true priorities.
(41:04) Invest early in strong recruiting and HR systems to scale effectively.
(46:19) Implement one initiative at a time. Excellence beats busyness.
Resources Mentioned:
https://www.linkedin.com/in/steve-bilt-782835b/
Smile Brands | LinkedIn
https://www.linkedin.com/company/smile-brands-inc./
Smile Brands | Website
https://smilebrands.com/
https://www.linkedin.com/in/pat-bauer-61b832b/
Heartland Dental | LinkedIn
https://www.linkedin.com/company/heartlanddental/
Heartland Dental | Website
https://heartland.com/
https://www.linkedin.com/in/drmarypham/
Lollipop Pediatric Dentistry | LinkedIn
https://www.linkedin.com/company/lollipop-pediatric-dentistry/
Lollipop Pediatric Dentistry | Website
https://lollipopdental.com/
https://www.patientprism.com/
https://itero.com/
Amol Nirgudkar | LinkedIn
https://www.linkedin.com/in/amolnirgudkar/
AJ Peak | LinkedIn
https://www.linkedin.com/in/ajpeak/
Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.
#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth
