Episode 16 - Scaling a DSO and Selling to Heartland

Scott and Jinesh chat with Dr. Ray Scott about his journey scaling American Dental Partners and eventually selling to Heartland Dental. They touch on a few of the many lessons learned along the way, including implementation of systems and processes, building culture, and alignment of incentives. They also discuss considerations around selling to DSOs of different sizes, the change management involved with a sale, and the importance of being both patient-centric and doctor-centric.

 

0:00 Introducing Dr. Ray Scott

4:44 Career launch

8:19 Accreditation figuring things out at ADP

22:52 Heartland acquisition and change management

30:07 Doctor incentive structures during and after acquisitions

45:24 Compliance, systems, and processes

58:20 Patient-centricity and doctor-centricity