How to build a dental network and why it’s worth it

Daniel Saleem shares his advice for networking in the dental profession and explains why your network is so much more than your net worth.

The phrase ‘your network is your net worth’ is infuriating. Though well-meaning, it can be disheartening, painting networking as a superficial pursuit. However, when used correctly, networking can build communities of likeminded people and support mutual growth.

For most, networking is most closely associated with the corporate world, calling to mind images of sleazy suits greasing palms all in the name of growing net worths. An over-done cliché and the same most certainly can’t be said for the dental industry.

In some ways, dentistry is a small industry. Though valuations are growing, according to Christie & Co, only 13% of practices are owned by the big players. We are a firmly independent industry, with the vast majority of practices owned by private groups and independently working principals.

This independent footprint makes for an industry so well connected and tight knit that we are all no more than one or two degrees of separation from the most successful people in the industry.

Despite these facts, many dentists and dental business owners say that networking has no real value for them. In an industry of approximately 35,000 dentists and countless more professionals, your next connection could be the one to move the needle for your business.

As an industry, we must stop thinking of networking as a social heist taking place in smoke-filled, corporate backrooms. It is not a disingenuous attempt to portray ourselves as something we are not in pursuit of favours. Done correctly, networking allows us to build meaningful personal and professional relationships that help us to grow ourselves and our businesses.

What can your network do for you?

For dental professionals, building a network is an invaluable resource, inviting not only exponential growth but also creating a better and more fulfilling environment for your career.

Our industry presents a unique set of challenges that those outside of it can only understand to a certain extent. Try griping about digital workflows for practice management with someone in consulting and you’ll be told to ‘just use a spreadsheet’.

The people who understand are the ones in it with you. We need to normalise discussing our problems and celebrating our wins with those who are on the same page.

Other industry participants are not your competition, they are your colleagues. Widespread industry growth benefits us all, and a mindset of abundance will inevitably have a positive impact on all.

In the words of Dr David Galler, Invisalign expert and public speaker, there are enough patients for all of us. For treatments such as Invisalign, 70% of the population could benefit from improving malocclusion. We as dental providers are the bottleneck. Instead of keeping our cards close to our chest, we should openly share strategies with our peers and lift each other up.

Ultimately, networking can provide deep and enriching social connections. A diverse and inclusive network offers new ideas, approaches and opportunities – a non-negotiable for those operating in today’s business environment. Successful networking is a long-term approach to building solid partnerships. Be intentional and the results will follow.

So no, your network is not your net worth. It’s much more than that.

How to network

Networking is not always easy. In the dental industry, almost two-thirds of practitioners are independent or part of a private group. This might give the impression of an isolated industry, leading many to carve out careers without the support of an empowering network, grappling with complex concerns alone.

No matter your hurdles – whether you’re uneasy stepping into new spaces, suffering from imposter syndrome, or a natural introvert – there are a few easy steps to turn anyone into a natural-born networker.

Attending events

As an industry, we’re fortunate to benefit from a plethora of courses, conferences and award ceremonies during which to rub shoulders with our best and brightest.

Unfortunately, many in the industry often dismiss these events, thinking they have no value if the topic isn’t directly relevant to their practice, or if they’re not personally nominated for an award.

However, with an understanding of the value of networking, mindsets shift. These rooms are filled with the most ambitious people in dentistry – in other words, exactly the right people to add to your network.

Dentistry is an exceptionally generous industry, with professionals often more than willing to swap advice and experiences. After all, asking someone ‘How did you do it?’ is the ultimate compliment.

Dealing with imposter syndrome

Imposter syndrome is not an uncommon feeling when surrounded by people more successful than yourself, but it’s nothing more than the unhealthy conclusion to a natural feeling. After all, the key to success is knowing what you don’t know. The only antidote? Surrounding yourself with the people who do.

Making connections with people more successful than yourself shouldn’t fill you with self-doubt, but rather, with an appetite to achieve more. By placing yourself in these situations, you’re already halfway there.

The first step to overcoming imposter syndrome is to acknowledge it. Ask yourself, why do you feel this way? Next, be open and honest with your new-found network about your feelings. Authenticity is the best way to connect with people and receive actionable advice.

Overcoming introversion

For introverts, networking might sound like a nightmare. However, as is often the case, what you feel is your Achilles heel might be your biggest strength. In fact, introverts can make the best networkers. They are humble, build meaningful one-on-one connections, and ask introspective questions.

Next time you find yourself at an industry event in a crowded room, find one person to speak to. If you’re solo, there’s a high chance many others are too. Little is more appreciated than someone taking the initiative to start up a meaningful conversation.

And of course, conversation is a chain reaction. Where people congregate, others join, and soon enough you will have started a valuable dialogue not just for yourself, but for others. That’s the power of networking.

Leveraging online communities

We live in a digital age and in the dental industry people are sharing more than just their holiday pictures. Connecting with your new-found network and joining their existing online communities allows you to tap into a treasure trove of the industry’s best advice.

These vast, valuable communities already exist online, waiting for you to share in their professional support. From having access to an archive of the best tips, tricks and strategies, to having a direct line to the industry’s best and brightest – there is no downside to being bold and sending that Linkedin request or Instagram message.

In closing, networking is not something to be feared. It’s a valuable tool in a growing industry to ensure everyone can succeed. And if you’re worried that you’re not a natural-born networker, don’t be – nobody is. Networkers are made, not born.

If you are interested in building a community, or have any thoughts, feel free to get in touch via thelondondentalcentre.co.uk or @daniel_saleem.

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