Gone are the days were you will write a 40 page document in which you will use for everything from bank loans to marketing. Now a days, you only simply need a plan. I'm the type of girl who loves to look at numbers. As a consultant, I want you to want to love these numbers too. However, unlike Brooke from The Break Up, I realise that that desire will rarely come to fruition. So instead of following the long hard path of writing a business plan, I urge you to look at a few key points in your practice.
Which numbers are important?
You should know your room availability vs your actual billable hours. If you are available for 30 hours a week, but only have 10 clients on your books, this is a problem. I know you know that. However, if you consistently look at this number, you will know when you should ramp up your marketing efforts. Stay head of this number. Ensure you know which clients have completed treatment, which clients need a follow up phone call, or which GP locations you need to send marketing information to.
You should know your client attendance. This is a number I follow closely. This number is NOT retention. This number should NEVER been confused with retention. This number is ALWAYS confused with retention. If you don't know the difference, I suggest you call me and ask, or do some research to understand the difference. Also, I know you know you "have a feeling" most of your clients attend their appointments. I challenge you to take a day and sit down and review the actual number. I have no doubt you'll be surprised by this number.
You should know your average billable hour rate. I know you charge $200 a session. I also know that you are not always charging your full fee to your clients. By understanding this number, you can work smarter, not harder. Which means, instead of increasing your session rate, maybe you should take on less bulk bill clients. Another thing you can do, is put yourself out there for higher paying jobs. These things might be something like presenting at a conference for $500 an hour or create and sell a product.
Which goals are important?
Set yourself a yearly target. Goal: to earn $500,000 for the year.
Use that yearly target to set quarterly goals: Each month I will present at two conferences with my charge out rate of $5,000.
Use that quarterly goal to set monthly goals: I will network with four places that could use me in a speaking event.
Use that monthly goal(s) to set weekly tasks: I will attend the business meet-up on the 25th and gather 10 business cards.
Have staff? Use this same formulate with them.
If you're interested in more ways to rock the planning of your business or if you have questions about anything above, please feel free to contact me on 0477 867 943.
Apply knowledge liberally #outsidetheboxthinking
