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Chip Fichtner

The Emotional Benefits of IDSO Partnership; It is Not All About the Money

by | May 19, 2025 | Insights, Insights

When I first entered the dental industry many years ago, I took a course called “How to Sell to Dentists”. This course, conducted by a dentist, pointed out that dentistry was not just a job that paid well, but rather an emotional calling for many dentists. I may have forgotten that over the years…

Today, I was perusing the website of the largest IDSO in the U.S., one with which LPS has partnered dozens of clients over the last seven years. This shockingly successful group has grown its partner practices from under 100 in 2017 to over 780 today. In seven years, the value of the doctors’ and investors’ ownership increased from $330 million to almost four billion dollars ($4,000,000,000.00). Yes, a 1200%+ return. Since this IDSO is majority owned by dentists, you can do the math on the doctor’s gains!

Unfortunately, this IDSO cannot replicate these types of returns in the future! Growing from 100 practice partners to 780 is a lot easier than growing from 780 to 6084 (7.8x) in seven years! It pays to get in early… Fortunately, there are dozens of other IDSOs earlier in their development which have the potential to replicate this performance for their doctor partners, if doctors choose wisely!

Yes, LPS clients achieved high initial values and extraordinary investment returns. But perhaps more importantly, they are also happy about their choice of IDSO partner. The doctors got what they bargained for; a massive support system and full autonomy. But they also got something else:

The emotional benefits of hundreds of fellow partner doctors working together, collaboratively, to achieve common goals; better patient care and better lives for the doctors and their teams. Leading their practice is easier, more fun, lucrative and personally fulfilling.

The striking thing to me when reviewing their website were the dozens of testimonials from their doctor partners extolling the emotional satisfaction of being a part of a group with common goals. Doctors described how their IDSO partnership enabled them to provide superior patient care and develop happier teams and have fewer (not zero) headaches. Being more profitable was appreciated, but the emotional and personal satisfaction was front and center in the quotes. A few examples:

“Practicing dentistry is so much more enjoyable and rewarding now.”

“True partnership in a culture of success.”

“With their help, I have added three more offices. Their support made it easy. I could have never done it without the support of X and the other partner doctors who have helped me grow personally and professionally..”

“They stand by you through good times and bad…”

And there are dozens of others, most describing not just lower costs, higher reimbursement rates and access to recruiting and marketing resources, but quotes pointing out that partnership was personally fulfilling for the doctor and their teams.

If you read my missives, you know that I am focused on achieving the highest initial and long-term values for LPS client doctors, after considering multiple qualified IDSO partners. But it may be time for me to start talking about the tangible emotional benefits of IDSO partnership to emotional doctors!

Chip Fichtner
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