Podcast Summary: Becker’s Healthcare Podcast

Episode: Thomas Passalacqua, Director of Business Development at The Smilist

Date: August 31, 2025
Host: Ariana Portolattin
Guest: Thomas Passalacqua

Episode Overview

This episode features an in-depth discussion with Thomas Passalacqua, Director of Business Development at The Smilist, a rapidly growing dental service organization (DSO) in the Northeast. Thomas shares insights from his multifaceted background in education, sales, and executive coaching, offering perspectives on the biggest issues affecting the dental industry in 2025, strategies for building company culture, the impact of new technologies like AI, and qualities needed for effective healthcare leadership in a time of ongoing change.

Key Discussion Points & Insights

1. Thomas Passalacqua’s Background and Role

[00:14 - 02:07]

• Thomas is the Director of Business Development at The Smilist, which has about 115 dental practices across several Northeastern states.
• Previously worked as a teacher (with a master’s in education) and as a successful dental device sales rep, later mentoring other sales professionals.
• His role centers on sales, marketing, and acquisitions: connecting with dental practices and educating them about The Smilist’s partnership model.

2. Major Industry Challenges in 2025

[02:07 - 03:42]

• Financial Market Uncertainty:
  “Interest rates have not really come down so that has been a challenge for spending acquisition dollars and structuring that offer to where we have a lot of capital to play with.” – Thomas [02:18]
• Staffing & Retention:
  • Continued pressure on compensation and demand for workplace flexibility.
  • Retention and recruitment remain challenging despite improved internal strategy.
  • Quote: “Making sure that we're trying to build a very strong company culture to retain staff, but also find and engage with high quality, skilled clinicians and support staff…” – Thomas [02:47]

3. Building and Maintaining Positive Work Culture

[03:42 - 05:30]

• The Smilist maintains a “partnership model,” keeping leading doctors as visible practice faces post-acquisition.
• Practices retain existing culture, with The Smilist enhancing operations and administration rather than imposing major cultural changes.
• Incentives for staff and doctors: career development opportunities, internal advancement pathways (including for hygienists).
• Quote: “We really do rely on the practice leaders, the staff that are there, to kind of continue to endure the culture that's already in place prior to affiliation.” – Thomas [04:22]

4. Industry Excitement & Anxiety: Technology and Markets

[05:30 - 07:34]

• Excitement: Rapid technological innovation, especially AI in dental imaging and Revenue Cycle Management (RCM).
  • The Smilist is early-adopting AI in clinical and administrative processes.
  • Quote: “Every year, if not every few months, there seems to be a shift in technology. Obviously AI is the latest and greatest...” – Thomas [05:41]
• Anxiety: Ongoing unpredictability in financial markets, uncertain outlook for the next year due to political and economic conditions.
  • Quote: “Just with the political climate and the financial climate, it's really hard to predict where things are going to be in three, six, nine months.” – Thomas [06:40]

5. Leadership Mindset in Times of Uncertainty

[07:34 - 09:25]

• Thomas emphasizes focusing on controllable factors (attitude, relationships, mission-focus).
  • Staying resilient and “future-forward,” not letting temporary difficulties derail progress.
  • Quote: “Focusing on the aspects you can control...My attitude towards business development, the ability to engage with high quality doctors...Every climate, every season is temporary.” – Thomas [08:05]
• Renewed attention to both inorganic (acquisitions) and organic (supporting current practices) growth.

6. Influence of Diverse Professional Experience

[09:25 - 10:41]

• Underlying passion for empowering and serving others, originating from teaching and coaching experience.
  • Quote: “A common theme that I always had throughout my career was helping others...If I can pay it forward with anyone I interact with, then I'm succeeding as a professional.” – Thomas [09:44]

7. Keys to Effective Healthcare Leadership

[10:41 - 11:41]

• Importance of embracing change—“the only consistency is change.”
• Organizations must remain nimble, flexible, and aligned from leadership down to support staff.
• Quote: “The only consistent aspect we can expect is things will change. So being nimble enough...to adjust, staying ahead of those challenges and try to set up your company and set up your business model so you can navigate change...” – Thomas [10:54]

Notable Quotes & Moments

• On ongoing industry challenges:
  “Interest rates have not really come down so that has been a challenge for spending acquisition dollars...” – Thomas [02:18]

• On culture and partnership model:
  “We still want them [doctors] to be the face of the practice, we still want the doctors to engage with their staff as the leader of the practice.” – Thomas [04:11]

• On technology and innovation:
  “It's just amazing of how quickly [AI] came on...and what challenges it can provide solutions for. Specifically on the RCM and insurance side, I think that's really, really unique.” – Thomas [06:09]

• On mindset for uncertainty:
  “Focusing on the aspects you can control...Every climate, every season is temporary.” – Thomas [08:05]

• Guidance for future leaders:
  “The only consistency is change.” – Thomas [10:52]

Suggested Listening Timestamps

• Thomas’s personal and professional background ([00:14–02:07])
• Major challenges in the dental industry ([02:07–03:42])
• The Smilist’s approach to culture and attracting talent ([03:42–05:30])
• Excitement and nervousness about the future: tech and finance ([05:30–07:34])
• Leadership mindset during unpredictable times ([07:34–09:25])
• Building on experience from other fields ([09:25–10:41])
• Keys to successful future healthcare leadership ([10:41–11:41])

Conclusion

This episode delivers concise, real-world insights into the state of dental practice management, highlighting both opportunities (tech innovation, internal talent development) and persistent challenges (economic pressure, staffing). Thomas Passalacqua’s perspectives, rooted in his multi-disciplinary experience, reinforce the value of cultural alignment, flexibility, and servant leadership in navigating the rapidly evolving landscape of healthcare.