Articles
Useful thinking.
Close to the work.
Notes on growth, teams and the business decisions behind them.
Growth & Revenue
Do you need more leads, or a better way to manage them?
Before increasing lead generation, look at what happens to the enquiries you already receive. Who owns the response? Is the next action clear? Can you see why an opportunity stops moving?
A CRM can make the process visible, but the team still needs shared stages, clear responsibilities and a routine for following up. Adding software without agreeing how people will use it can leave the same problem in a different place.
Start by following a few real enquiries through the business. Identify where ownership becomes unclear or information gets lost. That gives you a more useful starting point than assuming the answer is more volume.
For independent professionals
What to put in place before adding practitioners
Adding practitioners changes the work of running a practice. Someone needs to manage availability, enquiries, onboarding and the practical questions that arise when more people share systems and resources.
Before hiring, map how the expanded practice will operate. Define who handles intake, how capacity is tracked and how a new practitioner learns the practice’s processes. Review the financial assumptions alongside the operating plan.
The business plan should support the owner’s clinical responsibilities, not substitute for clinical judgement. Clear boundaries between the two make it easier to decide where business support is useful.
People & process
A playbook is only useful if the team uses it
A useful playbook describes the work people need to do and helps them make decisions. It should reflect the team’s actual workflow, with examples they recognize.
Build it with input from the people who will use it. Work through real situations during training, identify where the guidance is unclear and revise it. Give someone responsibility for keeping it current.
For onboarding, connect each section to a practical task. Reading about discovery calls is different from preparing for one, practising it and reviewing what happened.
Your next step
Let’s talk.Tell us what you’re working towards.
We’ll discuss where we can help.