How do I find out which dentists send the most cases to a dental lab?

Start with the lab’s job records. Ask for a report grouped by dentist office, not just by case type. Look at who sends what: a few crowns now and then is a different relationship from steady daily work. Ask whether any client sends work to other labs as well.

Next, look at concentration. If the top few offices make up most of the lab’s work, the lab depends heavily on their goodwill. Ask how long each has been a client, whether they have a contract or simply a habit, and who at the lab looks after them. Personal relationships with the owner or a senior technician can leave with that person.

Then ask to meet the biggest clients, once the seller is comfortable and the deal is far enough along. Listen for what they like about the lab and what they have complained about. Compare their story with the records. Disagreements between the two are worth chasing before you commit. Also ask whether any client has recently reduced what it sends, and why. A drop in volume from a large account often says more than a high total. Ask the seller to describe how each key client first came to the lab and how the relationship has changed since.

Key takeaways

• Rank client offices by their share of the lab’s work.
• Learn who holds each key relationship and whether it can move with the sale.
• Meet the largest clients, with the seller’s agreement, and compare what they say with the records.