Plural Publishing produces leading academic, scientific and clinical publications in the fields of speech-language pathology, audiology, and otolaryngology.


Strategic Practice Management
Business Considerations for Audiologists and Other Healthcare Professionals

Third Edition
Edited by: Robert G. Glaser, Robert M. Traynor
768 pages, Illustrated (B/W), Hardcover, 7 x 10" 1 lbs
Release Date:


The Best-Selling Book on Practice Management!
Includes 9 Guest Authors and 6 New Chapters.

One of the major skills required for success in practice is to know how to manage a clinic. Strategic Practice Management: Business Considerations for Audiologists and Other Healthcare Professionals, Third Edition is extremely useful for clinicians currently managing their own clinics as well as for the development and teaching of courses in practice management. The first and second editions of this text have been used in university training programs.

The third edition contains contributions from nine guest chapter authors, six who are new to this text, and all are experts in their field. Their insight provides the reader with an enlightening resource essential to the operational and business management of the practice setting including: developing an appropriate business plan; startup and long term planning; essential legal considerations; fiscal monitoring and methods to assess the ongoing financial health of the practice; reimbursement capture; patient and referral source management; human resource issues including compensation strategies and much more.

Dr. Robert Glaser and Dr. Robert Traynor have extensively updated all of the retained chapters with significant improvements to the content, tables, and figures. Comprehensively researched, every effort has been made to provide the most recent and thorough references for further review.


  • Legal Considerations in Practice Management: Michael G. Leesman, JD
  • Deliberations on Ethics in the Practice of Audiology: Rebecca L. Bingea, AuD
  • NEW! Itemizing Professional Hearing Care Services: Stephanie J. Sjoblad, AuD
  • NEW! Office Management Systems: Brian Urban, AuD
  • NEW! Audiology in the Insurance System: Amber Lund-Knettel, MA & Thomas J. Tedeschi, AuD

ADDITIONAL NEW TOPICS in this edition:

  • Management Implications for Audiology Practice
  • Competition in Audiology Practice
  • Professional Selling Techniques

This text covers virtually every current area of practice management and is an excellent resource for any health care practitioner considering a start-up venture, purchasing an ongoing practice, re-inventing their current practice, or for those interested in sharpening their clinical service delivery model in the current competitive arena.

Praise for the previous edition:

"The book is very detailed and focuses on influential strategic writing about the core subjects, then relating them to the private audiological market in the US. This gives the reader a much broader understanding of the different decisions that can be taken, depending on the exact market conditions. Importantly, the reader also gets a working knowledge of the fundamentals of each subject, allowing them to understand how decisions may have to change if conditions alter. For me, the best chapters of the book cover what considerations need to be made when putting together a business plan (including profit and loss forecasts) for a new audiological shop and then understanding the fundamentals of marketing and growing the new company. Potential new business owners would have more successful starts and stronger future businesses if they had a better understanding of these areas and had a clear image of their unique selling proposition so they could promote this differentiation to their potential customers. The book is of interest to anyone thinking about running their own private retail practice and covers all of the areas where critical decisions will need to be made. The book requires not only an investment in its retail price but also time. However, I think this book gives a strong positive return."
--Johnathan Le Brun, Business Development Director, Starkey Hearing Technologies, UK in ENT & Audiology News (July/August 2017)

Introduction by Holly Hosford-Dunn, PhD
Prologue: Leadership and Successful Practice Management by Robert G. Glaser, PhD

Chapter 1. Management and Economic Implications for Audiology Practice
Robert M. Traynor, EdD, MBA

Chapter 2. Strategic Business Planning
Robert M. Traynor, EdD, MBA

Chapter 3. Competition in Audiology Practice
Robert M. Traynor, EdD, MBA

Chapter 4. Legal Considerations in Practice Management
Michael G. Leesman, JD

Chapter 5. Deliberations on Ethics in the Practice of Audiology
Rebecca L. Bingea, AuD

Chapter 6. Fundamentals of Marketing the Audiology Practice
Robert M. Traynor, EdD, MBA

Chapter 7. Professional Sales Techniques
Robert M. Traynor, EdD, MBA

Chapter 8. Optimizing Pricing Strategies for the Practice
Robert M. Traynor, EdD, MBA

Chapter 9. Itemizing Professional Hearing Care Services
Stephanie J. Sjoblad, AuD

Chapter 10. Office Management Systems
Brian Urban, AuD

Chapter 11. Fiscal Management and Accounting
Robert M. Traynor, EdD, MBA

Chapter 12. Audiology in the Insurance System
Amber Lund, MA and Thomas J. Tedeschi, AuD

Chapter 13. Coding, Billing, Payment and Compliance
Debra Abel, AuD

Chapter 14. Patient Management
Robert G. Glaser, PhD

Chapter 15. Referral Source Management
Robert G. Glaser, PhD

Chapter 16. Hearing Instrument Manufacturers and Suppliers
Robert G. Glaser, PhD

Chapter 17. Personnel Management
Robert G. Glaser, PhD

Chapter 18. Policy and Procedures Manual
Robert G. Glaser, PhD

Chapter 19. Compensation Strategies
Robert M. Traynor, EdD, MBA

Chapter 20. Supporting Practice Success: Counseling Considerations for Patient and Employee Management
John Greer Clark, PhD

Chapter 21. Practice Management Considerations in a University Audiology Clinic
Gail M. Whitelaw, PhD, MPH

Chapter 22. Transitions: Optimizing Entry and Exit Strategies
Gail M. Whitelaw, PhD, MPH


About The Editors

Robert G. Glaser

An independent practitioner for over 35 years, Dr. Glaser is well-known for his leadership on behalf of the profession of audiology. He has served as president of the American Academy of Audiology, the Ohio Academy of Audiology and two terms as Chairman of the Ohio Board of Speech-Language Pathology and Audiology. He received the Kent State University Alumni Leadership Award presented by the College of Education, Health and Human Services in 2016 and was the first recipient of the Margaret Roberts Leadership Award presented by the Ohio Board of Speech-Language Pathology and Audiology. Dr. Glaser received his BS in speech pathology and audiology in 1969 from Bowling Green State University, his MA in audiology from Kent State University in 1971, and PhD in audiology from Kent State University in 1974. He believes the strength of the profession lies in our members’ ability to participate as independent providers, earning respect and confidence within their professional communities by beneficial outcomes for all patients served. Widely respected for his innovative approach to the profession through writings, presentations and seminars on practice management given across the country, he was the owner of Audiology & Speech Associates of Dayton, Inc. for 35 years and continues serving as a consultant to varied health care practitioners as well as the hearing care industry.

Robert M. Traynor

Dr. Traynor has been the owner and CEO of Audiology Associates of Greeley, Inc. in Greeley, Colorado since 1972. Dr. Traynor holds degrees from the University of Northern Colorado (BA, 1972, MA 1973, Ed.D., 1975) and the University of Phoenix (MBA, 2006), as well as Post-Doctoral Study in Audiology at Northwestern University (1984). He was a professor of Audiology at the University of Northern Colorado (1973-1982) and the University of Arkansas for Medical Sciences (1976-77) and directed the Audiology program at Colorado State University from 1982-1993. He served 20 years in the US Army Reserve as a military audiologist retiring as a Lt. Colonel in 1998. Currently, Dr. Traynor serves as an Adjunct Professor of Audiology at the University of Florida, the University of Colorado-Boulder and the University of Northern Colorado. In addition to his practice and academic responsibilities, he was the Senior International Audiology Consultant to a major hearing instrument manufacturer for 17 years lecturing in over 45 countries on all aspects of audiology and providing product orientation for distributors and staff. In 2011, Dr. Traynor became a founding member and Section Editor for Hearing International at The Blogs at Hearing Health and Technology Matters. In 2014, he was the recipient of the Lifetime Achievement Award from the Colorado Academy of Audiology and in 2017 he was inducted into the Audiology Academy of the National Academies of Practice. He is the 2017 Chair of the Board of Governors for the American Board of Audiology. Dr. Traynor is well known for his contributions to the field of audiology as a professor, consultant, clinician, and practice manager for over 40 years.

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