Growth strategy
38% more new patients a month, within nine months.
A nine-clinic dental group had flat patient growth and six expansion sites. We showed which to skip and which channels to cut.
+38%
new patients a month within nine months
Industry
Dental group practice (healthcare services)
Size
9 clinics · 115 people · $24M revenue
Service
Growth strategy
Engagement
Roadmap, with quarterly check-ins
Duration
9 months to result
Before and after
New patients per month
Before
410
After
566
Cost per new patient
Before
$212
After
$149
Marketing channels in use
Before
8
After
4
The challenge
Northfield had grown from three clinics to nine through acquisitions, but new-patient volume had been flat for two years. The founder had six sites on her expansion shortlist and a marketing budget spread across eight channels with little tracking.
What we did
Leah’s team analyzed three years of booking data and interviewed 40 current patients and 12 who had stopped coming. The work showed that two channels produced 70% of new patients, and that three of the six candidate sites overlapped heavily with existing clinics’ catchment areas.
The roadmap ranked the sites, cut four marketing channels, and set a booking-conversion target for front-desk teams, with a short script and a weekly report on missed calls.
What changed
Within nine months, new patients rose from 410 to 566 a month, a gain of 38%, while the cost of each new patient fell from $212 to $149. The three clinics opened under the plan each reached break-even in under nine months.
In their words
“They talked me out of three sites that looked great on paper. The three we did open all broke even inside nine months.”
Dr. Priya Menon
Founder, Northfield Dental Group
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