Shaun Keating, CDT: Success in Their Own Words

Shaun Keating, CDT, has spent the past six years building Keating Dental Arts in Irvine, Calif., into the powerhouse that it is today with more than 100 employees.

“Success for us in the early days was measured mostly by sales and getting new accounts,” Keating said. “In the last few years we really don’t concentrate so much on sales volume as much as we do on net margins.”

He’s changed his definition of laboratory success in part because of the moves he made when it came to hiring. Keating believes so much in the power of getting the right people in the right job that when asked the five most important things he did to achieve success all deal with hiring.

• Hiring some of the best dental technicians in the industry.
• Hiring a great accounting firm.
• Hiring a great CFO.
• Hiring a great administration staff.
• Hiring a great law firm.

While he’s happy with where he’s at, Keating admits he still faces challenges to getting to the level of success he desires.

“Cash flow was, and is still is one of the toughest things we fight everyday. With a 30 day net policy we always have millions on the books that are owed to us. In reality you are floating money to accounts for almost 45 days or longer, so being on top of paying vendors and payroll is very important with your money management,” he said.

Keating is passionate about his laboratory succeeding, not just for the rewards he would reap but because hundreds of employees, dentists and patients depend on the laboratory. This explains why when asked for his definition of success that Keating doesn’t focus on the dollars and cents.

“Success for me is having a healthy happy family that truly enjoys being together. Also, to have my family part of building a business, and to weather the good and bad times together and grow from it,” Keating said. “Having my family working together in our family business for the last six years has been one of the greatest joys my wife and I have ever experienced.”