Things change. It’s a fact of life, unpredictable in detail but inexorable in the aggregate. We can resist or embrace change, avoid it or seek it out, inspire, initiate or (briefly and imperfectly) suppress it. But we can’t stop it. Instead, we need strategies for responding—intelligently and calmly—to an evolving professional world.

Remember gold foils? Technically demanding and physiologically questionable, they were still a bête noire of the board examinations when I finished dental school. Now they’re about as common as vacuum tubes, and no one mourns their passing.

Or take my own field of periodontics, which has undergone tremendous progress in the last decade. We now routinely employ bone grafting alongside other regenerative procedures to enhance esthetics and save teeth. And with the perfection of the two-stage technique for endosseous implants, we finally have an attractive option to offer the patient when other measures aren’t enough. No doubt about it, implants are a change welcomed by patients and dentists alike.

It’s easy to think of other examples—admittedly, not all of them quite so positive—of how dentistry has changed in a relatively short time. From this trend I draw two conclusions: first, that our profession really is striving to improve care; and, second, that we and our patients generally are better off as a result.

So how do you react to change? I know you are an individual, and your circumstances are unique, but market researchers already have classified you into one of just a handful of "types." Don’t be insulted, though: this little piece of self-knowledge has helped me understand how I make decisions, and thereby avoid some costly mistakes.

Every industry classifies customers according to its own needs. I like the automotive industry’s breakdown because it is simple, intuitive and familiar to just about everyone. Detroit’s objective, of course, is to motivate a change from, say, the trusty ’79 Dodge Dart to a shiny new ’03 Caviarra Sturgeon. Their tactics depend on which of a half-dozen categories best describes you, the car shopper.

First, there is the "first-on-the-block" buyer, excited by new technology, new styling and new ideas generally. Is that you? If so, I’d like to think you’re in good company, because I definitely fall into this category. We’re always looking for better treatments and diagnostic tests, ingenious new instruments, the latest in ergonomics and state-of-the-art office systems.

Being on the leading edge has its downside, though. Cars with touch-screen displays and active suspensions are expensive to buy and maintain, and they don’t always live up to their hype. But while we trade in our automobiles, we often keep our purchases for the practice, accumulating entire museums of nifty new products to remind us that our passion for novelty is not an infallible guide to what works. If you are a first-on-the-block car buyer, relax and enjoy the fun. Just be sure to ask yourself whether that new therapy really is better than the old standby. Demand evidence, and you will avoid making change for its own sake.

At the other extreme, maybe you believe that "a car is a car." You want to get the job done, at the lowest cost and with the least grief; status, novelty and style simply don’t count. That’s my husband, dead to rights. When, every decade or so, he is forced by rust or collision to replace his "perfectly good" car, he embarks morosely on a process that stresses price and specifications, not fun. Now, this may be a good strategy for stretching the transportation budget, but does not make for an up-to-date practice. If this is your nature, you’ll need to make an extra effort to stay aware of new developments in your field and at least give them a fair hearing. Like an old car, an old idea can eventually become unfit for use.

The "look-at-me" driver wants a vehicle that’s new and stylish, as costly and exotic as the budget allows. In the dental practice, this thinking leads to conspicuously modern equipment, elegant decor, nontraditional methods and personality-centered advertising. Patients enjoy high-end surroundings, just as they enjoy riding in a limited-edition Lamborghini. Just be careful that all this style doesn’t come at the expense of quality care.

Then there’s the "conscientious consumer," stereotypically (and unfairly) identified with Scandinavian imports bearing green bumper stickers. Functionality, durability, safety and the environment rank high with these people. Buying a car is an opportunity to do the right thing not only for their families, but for the planet as a whole. While this approach may not be exciting, it affords a special satisfaction. This group runs the risk of letting marginal or even spurious social considerations get in the way of rational decisions. Nevertheless, the dentist who is able to balance a global conscience with the real-world needs of individual patients has a sound basis for managing change.

There are other categories, of course, but these are sufficient to give you the idea. If you don’t see yourself here, try asking your spouse or colleagues; they’ll know exactly where you fit. And while it is mildly interesting to reflect on your car-shopping habits, the real value of the exercise is as a starting point toward an understanding of how you deal with change. Don’t waste effort trying to move from one category to another—you probably can’t—but rather be aware of the pleasures and pitfalls inherent in each style.

Remember that change is not merely a fact of life, but a positive duty in our profession. Our job is to improve care, continually and without limit; yesterday’s standards will be obsolete tomorrow and unacceptable next week. Learn how to work effectively within your own natural bent, and you’ll enjoy the ride.