Success In Your Practice – Business Essentials Workbook

This workbook is over 100 pages containing the essential knowledge that you need to start-up, build and grown your practice. 

The table of contents is as follows:

1.  ABOUT INTOFOCUS           

2.  PRIVATE PRACTICE - TO BE OR NOT TO BE?!  

• YOUR PRIVATE PRACTICE NOW        7

• THE FACTS – 2002 SURVEY OF HEALTH PRACTITIONERS            10

• EXERCISE 1 -      ARE YOU SUITED TO RUNNING A PRIVATE PRACTICE?         13

3.  PRIVATE PRACTICE SET-UP

• PRACTICE STRUCTURE      16

• PRACTICE NAME     17

• PRACTICE BRAND   17

• ABN AND TAXES     19

• INSURANCE  20

• LEGAL CONSIDERATIONS 21

• CHECK LIST 1 -        Private Practice Set-up Check List        22

4.   PRIVATE PRACTICE START-UP   

• LOCATION LOCATION!     23

• WORKING FROM HOME    24

• RENTING A ROOM  26

• LEASE/BUY NEW PREMISES FOR A NEW SALON/CLINIC       27

• MOBILE PRACTICE  28

• MULTIPLE LOCATIONS      29

• PURCHASING EQUIPMENT            29

• YOUR COMPETITION         31

• EXERCISE 2 -            RESEARCH YOUR COMPETITION            32

• EXERCISE 3 -            YOUR IDEAL PRIVATE PRACTICE            34

• EXERCISE 4 -            PRICING        37

5.  FINANCE AND YOUR PRIVATE PRACTICE       

• SET UP YOUR FINANCE     38

• BANK ACCOUNT     39

• RECEIVING CLIENT PAYMENTS   40

• HOW MONEY FLOWS THROUGH A BUSINESS  40

• WHAT FINANCIAL RECORDS DO I NEED TO KEEP?    41

• HOW DO I KEEP MY FINANCIAL RECORDS      41

• WHAT DO I PUT ON MY INVOICES & RECEIPTS?         42

• HEALTH FUND REBATES    42

• FINANCIAL BEST PRACTICES       42

• CHECK LIST 2 -        Finance Check List       43

• FINANCIAL MANAGEMENT PLAN           44

• EXAMPLE - FINANCIAL MANAGEMENT PLAN 44

• EXAMPLE -  FULL TIME YEAR - FINANCIAL MANAGEMENT PLAN  46

• EXERCISE 5 -            YOUR FINANCIAL MANAGEMENT PLAN           48

• FULL TIME YEAR - FINANCIAL MANAGEMENT PLAN            49

6.  MARKETING 

• MARKETING IS NOT ADVERTISING!       51

• KNOWING YOU PRIVATE PRACTICE      52

• EXERCISE 6 -            YOUR PERFECT CLIENT     52

• EXERCISE 7 -            53

• EXERCISE 8 -            WHAT ABOUT YOU?           54

• EXERCISE 9 -            WHAT ABOUT YOUR PRIVATE PRACTICE?        55

• YOUR  MARKETING MIX (THE 4 P’S)       56

• EXERCISE 10 -          YOUR MARKETING MIX    56

• HOW TO FIND YOUR NICHE         57

• EXERCISE 11 -          YOUR NICHE            58

• HOW MUCH TO SPEND ON YOUR MARKETING?         59

• OUR MARKETING TIPS       60

• TYPES OF MARKETING      61

• NETWORKING         61

• HOW TO BE A GREAT NETWORKER        61

• HOW TO START NETWORKING?  62

• ONLINE MARKETING         63

• WEBSITE START-UP TIPS   64

• BUSINESS CARDS    64

• BROCHURES AND LEAFLETS        65

• INTRODUCTORY OFFERS  67

• DIRECT CONTACT & FOLLOW UP           67

• PUBLIC SPEAKING  68

• WRITING & PUBLICITY      68

• PROMOTIONAL EVENTS    69

• DIRECT MAIL            69

• E-NEWSLETTERS / PRACTISE NEWSLETTERS    69

• PAID ADVERTISING (PRINT)          70

• SELF PROMOTION:  70

• EXERCISE 12 -          WHAT MARKETING IS RIGHT FOR YOU?           71

• WRITING ADVERTISING     73

• TIPS FOR WRITING WINNING HEADLINES        74

• TRACKING YOUR MARKETING  (RETURN ON INVESTMENT)           75

• EXERCISE 13 -          YOUR MARKETING RETURN ON INVESTMENTS          77

• MARKETING BEST PRACTICE       78

7.  SELLING YOUR SERVICES

• THE FIRST PHONE CALL    79

• DEALING WITH AN ENQUIRY       80

• CONFIRMING THE APPOINTMENT          81

• MONITOR MISSED CALLS 82

• THE FIRST MEETING AND THE FUTURE  83

• YOUR OWN PRESENTATION        83

• THE FIRST VISIT       83

• BETWEEN-SESSION CONTACT    84

• MISSED APPOINTMENTS   84

• KNOW YOUR CLIENTS' NEEDS    84

• GETTING REFERRALS         85

• EXERCISE 14 -          REVIEW YOUR PRIVATE PRACTICE SALES        86

8.  BETTER SYSTEMS FOR YOUR PRIVATE PRACTICE   

• DIARY MANAGEMENT & SCHEDULING 87

• TEMPLATES FOR EFFECTIVE COMMUNICATION        88

• ANSWERING YOUR CALLS           88

• IDENTIFY YOUR KEY SERVICE ACTIVITIES      89

• TIME MANAGEMENT          90

• FILING           91

• ELECTRONIC FILING SYSTEMS    91

• IT AND TELECOMMUNICATIONS MANAGEMENT       92

• ADDITIONAL TRAINING    92

• STRESS MANAGEMENT     92

• EXERCISE 15 -          REVIEW YOUR PRIVATE PRACTICE SYSTEMS  94

APPENDIX A.            ADDITIONAL INFORMATION SOURCES 98

APPENDIX B.            BUSINESS STRUCTURES    100

APPENDIX C.            YOUR PERFECT CLIENT PROFILE            104