Success In Your Practice – Business Essentials Workbook

The table of contents is as follows:

• YOUR PRIVATE PRACTICE NOW        7
• THE FACTS – 2002 SURVEY OF HEALTH PRACTITIONERS            10
• EXERCISE 1 -      ARE YOU SUITED TO RUNNING A PRIVATE PRACTICE?         13

• 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

• 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

• 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

• 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

• 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

• 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 B.            BUSINESS STRUCTURES    100

APPENDIX C.            YOUR PERFECT CLIENT PROFILE            104

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