The steps

  1. Audit current participant revenue per month
  2. Identify under-served participants — could deliver more hours
  3. Increase touchpoints to existing participants
  4. Add complementary services (e.g. add allied health to personal care)
  5. Then expand to new participants
  6. Track revenue per active participant monthly

Common mistakes to avoid

  • Adding participants without increasing revenue per participant first
  • Expanding services before audit-ready
  • Acquiring at high CAC without LTV justification