Verdict
Coordinators drive 50%+ of volume for mature NDIS providers. Families are faster but noisier. Best providers do both — coordinators for volume, families for diversity.
NDIS Comparison
Coordinator Outreach (B2B) vs Direct Family Marketing (B2C)
Coordinators drive 50%+ of volume for mature NDIS providers. Families are faster but noisier. Best providers do both — coordinators for volume, families for diversity.
Coordinator Outreach (B2B)
Best for: Providers wanting stable high-LTV referral partnerships
Pros
- Highest LTV participants ($30K-$50K lifetime)
- Stable, recurring referrals once relationship built
- Coordinators manage participant fit (fewer wrong matches)
- Multi-participant relationships (1 coordinator = 10-20 referrals/yr)
- No paid-spend dependency
Cons
- Slow relationship-building (3-6 months to first referral)
- Requires consistent outreach discipline
- Coordinator gatekeeping (they control access)
- Can't control referral volume
Direct Family Marketing (B2C)
Best for: Providers wanting to reach families directly and fast
Pros
- Direct relationship with participant/family (no middleman)
- Faster conversion possible (days vs weeks)
- Can run immediate paid campaigns (Meta ads)
- Broader reach
- Immediate feedback from market
Cons
- Higher CAC if paid channels
- Noisier market (need strong messaging)
- Family-driven decisions can be slower
- Referral fatigue (families hear from lots of providers)