In this episode of The TechDental Podcast, Dr. Randeep Singh Gill sits down with Matthew Hadman, Head of Dental Groups at Patient Plan Direct, to break down the real operating levers behind successful dental groups, DSOs, and investor-ready practices.
Matthew works at the coalface of UK dentistry, advising hundreds of independent practices and multi-site groups on subscription models, NHS-to-private conversion, recurring revenue strategy, and operational maturity. This conversation goes beyond surface-level growth tactics and focuses on what separates practices that scale cleanly from those that hit chaos, margin erosion, or cultural drift.
We start by unpacking one of the most underestimated challenges in group dentistry: scaling leadership and infrastructure before acquisition velocity. Matthew explains why many owners get stuck operating in the business instead of leading it, and why failing to build centralised finance and operational teams early becomes painfully expensive later.
From there, we explore why subscription dentistry and membership plans have become one of the clearest investor signals of operational maturity. Predictable recurring revenue doesn’t just stabilise cash flow, it protects EBITDA, supports clinician retention, and de-risks acquisitions. Matthew shares real-world insights from COVID and beyond that explain why investors and acquirers now scrutinise plan penetration closely.
The conversation then shifts to NHS-to-private conversion, where many practices make a critical mistake. Instead of positioning private care as prevention-led, patient-centric dentistry, they commoditise it by leading with price. Matthew explains why this destroys trust, increases resistance, and undermines long-term loyalty and how the best groups reframe the narrative entirely.
We also dig into brand strategy and white-labelled plans, a topic increasingly relevant for DSOs. Whether a group preserves local practice identities or rolls out a strong corporate brand, Matthew explains why brand control over patient plans is a strategic weapon for reducing churn and strengthening long-term equity.
Looking ahead, we explore where AI, automation, and data will have the biggest impact on recurring revenue growth over the next 24 months. Rather than chasing hype, Matthew highlights automated onboarding, follow-up, and nurturing workflows as the highest-leverage opportunities, removing friction from front-of-house teams while increasing conversion and retention.
The episode finishes with a rapid-fire leadership segment, covering:
The mindset that has shaped Matthew’s career
The difference between managing people and truly leading them
Why accepting criticism is the defining trait of great leaders
The hard lesson every future DSO leader needs to learn about patience and staged growth
Why the future of dentistry belongs to those who are patient-led and tech-focused
This episode is essential viewing for:
Practice owners considering scale or acquisition
Group and DSO leaders navigating consolidation
Investors and operators assessing operational maturity
Anyone building dentistry for the next decade
🎙 Guest
Matthew Hadman
Head of Dental Groups, Patient Plan Direct
🔗 Connect with Matthew on LinkedIn:
https://www.linkedin.com/in/matthewhadman/
🌐 Learn more about Patient Plan Direct:
https://www.patientplandirect.co.uk
🦷 About The TechDental Podcast
The TechDental Podcast explores how AI, automation, data, and modern operating models are reshaping dentistry’s business landscape. Featuring founders, operators, investors, and industry leaders building scalable, future-ready dental organisations.
🌍 Website: https://www.techdental.com
📩 Email: info@techdental.com
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