As a business coach and Ted speaker, I’d like to share a couple of insights that I’ve learned through these experiences.
I hope you find them valuable.
What have I noticed?
The NDIS provider market is split between smaller operators that are happy to stay small versus operators that want to grow.
The larger operators setup Pty Ltd companies, selected their registration groups, and often, if a new business, entered the industry from a place of passion because they want to make an impact to disability and they saw an economic opportunity.
As the growth-oriented operators expand, they face the growing pains of cashflow and figuring out their target market, staff, and profitability.
The NDIS provides a unique opportunity to offer services at around 30-40% gross margin and, in principle, businesses can grow quickly, however most operators hit a ceiling at $2 million plus revenue where they face common problems.
What are these problems?
Once the business gets to a certain size, a list of common patterns tend to emerge….I call these the “Top 7 Pitfalls”.
The Top 7 Pitfalls
- Ideal Customer Profiles are not defined (hence sales staff cannot speak to your prospects’ problems and your marketing cannot be prioritised or targeted)
- Providers rely too heavily on inbound leads and are not doing outbound “hunting”
- Meaningful sales targets are not established
- CRMs either don’t exist or are not being used
- There is no dedicated salesperson solely executing on sales.
- The company has a poor digital presence in terms of an E2E digital strategy (often without realising it)
- There is no formally defined Sales or Marketing strategy
Why am I sharing this?
I consult for a variety of #NDIS business owners and help them with their sales and marketing.
If you are looking for a in-depthguide, then download The NDIS Marketing Guide
All the best in the meantime,
Chris Hall
Ted Speaker, Business Coach, and NDIS specialist.
