Case Study: Ryan McCathie Exercise Physiologist

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RYAN MCCATHIE CASE STUDY

Ryan has achieved rapid results as a member of the Business Academy because he has executed relentlessly each week with our guidance.

“It’s Been A Game Changer!”

As a Clinic Owner, you’re probably accustom to doing a case study for a patient or condition, but have you ever done it with your business owner hat on?!

 

You’re probably interested to know what other clinic owners are doing to grow their clinic!

 

It’s pretty common for us to see a clinic owner that is lost for direction, not sure what the next step is for their business journey.

 

You’re either in a position of pain, struggle or overwhelm and need some urgent help, or you’re happy, content and potentially complacent, meaning you’re missing a lot of the upside.

 

In any case, it’s great to learn from other health professionals in business because it highlights the opportunities for you to grow.

 

In this case study with Ryan, we’re going to share a detailed insight into his journey as an Exercise Physiologist and Private Practice owner (Hunter Rehabilitation and Health).

 

Ryan owns and operates an Exercise Physiology business. 

 

He started his clinic in July 25th 2016.

 

Ryan mainly works with Workers Compensation Rehabilitation, Medicare CDM, NDIS, Department of Veterans Affairs and private consults.

 

Hunter Rehab deal with chronic (>3 months) illness or injuries with a focus of return to work or return to life/activity.

 

As you can appreciate, everyone’s journey is different, so, take what you see here and filter it through your current position and ask yourself, how could this work for you?

 

You’ll notice that we’ve included a lot of detail in this case study. We’ve been able to do that because of our 103 point self assessment business audit that we do at the beginning of every new member’s journey.

 

We are also constantly reviewing our progress with members and on a quarterly basis we do a business audit to review our progress so that Clinic Mastery can stay accountable to the clinic owner getting a return on their investment.

 

You’ll see in the answers below we have included Ryan’s feedback throughout his time with us.

 

Grow My Clinic Workshop Sydney

Grow My Clinic Workshop

 

Why did You Join the Clinic Mastery Business Academy?

When I started with Clinic Mastery as a member of the Business Academy I was 9 months into business and I was working a lot…5am – 10pm most days!”

 

“I didn’t have much of a social life as a result.”

 

“I used to attend the gym 4 times a week. Since starting the business, it is about 1 x per fortnight.” 

 

“My health could have been better and as a result I was starting to burn out.”

 

“I had a three year goal to… come off the tools! To have my Business running itself smoothly and I needed help!”

 

“My partner Ebony and I want to build our dream house on a big block of land.”

 

“We also wanted to travel and be ready to start a family in 3 years.”

 

“However the challenges when we started were that I didn’t have enough time to work on the business.”

 

“I didn’t have enough reliable referral sources, cash flow was lacking, there was a lack of structure, systems, and i was not being as productive as I could have been to grow the business.

 

Happy Clinic Mastery Group

 

 

What Results Have You Achieved With The Business Academy?

You’ll see some real figures below…

 

What you need to know is that the comparison spans between May 2017 – April 2018 (~12m period)

 

Remember, Ryan runs an Exercise Physiology and Rehabilitation clinic and your numbers are likely to be different if you are in another industry.

 

Over that period, these numbers reflect how Ryan has been able to engage and align his team, with the help of Clinic Mastery to be able to implement many of the (64+) practical systems (we give you in the business academy) to create a sustainable business.

 

You’ll also need to appreciate that these are sustained average numbers over a 12m period.

 

Monthly Revenue

  • Increase by 185%
  • Key system (s) we implemented to help create this change:
    • Introducing management plans which increased our PVA
    • Focused on exceptional client care with appropriate rebooking
    • Systemised client hand-overs from practitioners to admin team
    • Increased consult prices

 

Monthly New Clients

  • Increase by 300% (was 20 to 80 now)
  • Key system (s) we implemented to help create this change:
    • Referral nurturing
    • Asking clients

 

Monthly Appointment Numbers

  • Increase by 110% (200 to 420) per month
  • Key system (s) we implemented to help create this change:
    • Introducing management plans
    • Follow up calls from admin and practitioners
    • Asking appropriate clients for referrals
    • Increasing networking, including presentations to the general public
    • Reactivation and support contact by utilising Cliniq Apps

 

Patient Visit Average

  • Increase by 100% (7.0 to 14.0)
  • Key system (s) we implemented to help create this change:
    • Introducing management plans
    • Follow up calls
    • Weekly 1:1s on top of weekly PD with our team to accelerate their learning, creating better care and health outcomes for clients

 

Average Revenue Per Client

  • Increase by 8.3% (was $108 to $117)
  • Key system (s) we implemented to help create this change:
    • Introducing management plans
    • Fee adjustments
    • Product sales

 

More Freedom

  • Decreased clinical hours from 5 days to 3 days per week
    • I’m working 20 hr on the business each week
    • I went for a 1 week holiday and the business operated without me, and have 2x more holidays planned
  • Key system(s) we implemented to help create this change:
    • Hand over of clients to other practitioners
    • Hired more EP’s
    • Big focus on team member 1:1 meetings and Professional Development to ensure same quality throughout the clinic

 

 

 

What Other Changes Have You Experienced in Your Clinic?

  1. We’ve Added New team members
    • We employed 3 Exercise Physiologists
    • We employed 1 Admin Team Member
  2. We’ve transitioned to better operating systems
    • From excel spreadsheets to cloud based accounting and bookkeeping software XERO
    • From written to-do lists, to Asana Project Management Software
  3. We are much more structured in our growth
    • All of my plans used to be in losely in my head, now we have a clear structure because we have created detailed 90 day and 12 month plans.
    • We are regularly marketing to our database
  4. We are more delivering a better client experience
    • We have a written and clarity on the touch points in our new clients journey
    • We have transformed our waiting room into a welcome room! We offer coffee, tea, water bottles.
    • We collect patient experience feedback after their initial consultation.
  5. We’re getting paid what we’re worth because we add more value
    • We have decreased the amount of discounted consults overall
    • We have increased our consult fees
    • We won $40k funding for a local cystic fibrosis program
  6. We have transformed the culture
    • We regularly celebrate our team wins
    • We have team reviews and social events like golf days or day at the races
  7. We are Marketing better
    • We have clearly defined our ideal client
    • We have a website that ranks in the top 3 of google
  8. We now have our own premises
    • We have a massive gym and 6 consulting rooms to serve our clients
    • We have room to grow even further

 

Clinic Mastery Team

 

 

How Would You Describe Your Business Academy Experience

 

The Virtual Classroom

  • “Kajabi = absolutely love it”
    • The structure, organisation, delivery, quality and volume of the content is amazing!
    • So easy to follow each week and great to revise again later or share content with the team.

 

The Study Buddies

  • Coaching & Community = amazing
    • I know that i can go into the slack community and ask anything and I can get dozens of people helping me out, sharing their resources or their experience.
    • I’ve mainly worked with Ben and he’s been great at strategising and keeping me accountable. I’ve worked with the entire Clinic Mastery team and they are all so honest, giving of their time and expertise, and ultimately really down to earth guys.

 

Business in a Box

  • Google Site = Amazing Organisation
    • Any policy or procedure we would come across or create could easily be uploaded and stored for the whole team to see.
    • Our admin team love having the easy access to pretty much anything that can be or needs to be done in the clinic.

 

How Would You Describe Your Experience with the Clinic Mastery Team?

  • “I could not recommend it highly enough. I think the results above speak for themselves. I’ve had coaching before, but never this specific, this detailed to health. The great thing is that they are still running successful clinics and so they understand what’s realistic with creating change in your practice.”

 

What Advice Do You Have For a Clinic Owner Contemplating the Business Academy?

“Just do it! It will be worth it multiple times over!!”

 

Applications for the next Business Academy enrolment are now open (only 4 per year), claim your strategy session now to see if we have what you need and find out if you’d be a good fit.

 

 

 

Conclusion

So, the question i have for you is this, do you want to grow your clinic?!

 

Unfortunately, you don’t get any extra rewards for doing it yourself…

 

If you want to take control of your clinic growth, just like Ryan, you might as well take advantage of the entire done-for-you systems, policies, procedures and structures we’ve created and use in our clinics today…

 

There is no need to re-invent the wheel!

 

If you’re serious about taking the next step, then we should talk. If you’re on the fence, this is not for you. Just like Ryan said, you have to immerse yourself to get the best results.

 

 

 

 

The Business Academy is not for the faint hearted, it demands high level of commitment and relentless execution. It is your business after-all.

 

Ryan has put in an incredible amount of work, he epitomises what it means to be a member of this elite group.

 

We have all the resources you need and the support to help bring it to life, the question is, are you willing to put your head down and do the yards with us?

 

Will You Be Our Next Case Study?!

 

Until next time;

Live with Passion and Serve with Care!

 

Ben Lynch
Ben Lynch
Hey, Im Ben. Im a Family Guy, Coffee Enthusiast, Speaker and Im curious about how people communicate and interact as part of Client Experiences in Business.

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