CEOs must be able to manage and track a variety of moving parts in order to successfully lead in today’s DSO field.
Geith Kallas, DDS, the CEO of Smile Makers Dental Center in Tyson’s Corner, Va., recently spoke with Becker’s about the skills DSO CEOs need to have to ensure success.
Note: Responses were lightly edited for clarity and length.
Question: What critical skills must CEOs have to succeed in today’s business environment?
Dr. Geith Kallas: CEOs of DSOs should have multiple skills. Here are some of them:
1. Deep knowledge about the dental industry
– Understand clinical operations, payer dynamics and patient experience
– Know trends: consolidation, DSO models and specialty versus general practitioner mix
– Speak dentist language: production, case acceptance and hygiene metrics
2. Strategic vision and M&A leadership
– Set three- to five-year goals: growth, geography and service lines
– M&A playbook: target criteria, valuation and integration
– Balance organic growth and roll-ups
3. Organizational structure and leadership development
– Build central operations teams: finance, marketing, IT and clinical support
– Recruit/retain operations leaders and practice managers
– Dentist leadership: medical directors and regional leads
4. Financial performance and EBITDA delivery
– Drive production growth, cost efficiency and collections
– Manage dentist compensation, lab fees and staffing ratios
– Hit EBITDA targets for private equity/owners
5. Tech and artificial intelligence adoption
– Implement practice management, imaging and patient engagement tools
– Leverage AI for operations (scheduling) and clinical (diagnostics)
– Stay ahead of disruption: teledentistry and membership plans
6. Industry leadership and relationships
– Build national network: DSO CEO peer groups and industry events
– Be a trusted voice: media, podcasts and speaking engagements
– Share best practices, benchmark data and market insights
7. Compliance and regulatory expertise
– Navigate corporate practice laws and billing rules
– HIPAA, OSHA and anti-kickback compliance
– Audit readiness, document contracts and payer audits
At the Becker's 5th Annual Future of Dentistry Roundtable, taking place September 14-15 in Chicago, dental leaders and executives will gain insights into emerging technologies, practice growth strategies and the evolving landscape of dental care delivery, with a focus on innovation, patient experience and operational excellence. Apply for complimentary registration now.