If you’re cringing at the idea of sales, this one is for you. Your practice is a business, and every client relationship starts with a sale — whether you're calling it that or not. The question is whether you're doing it consciously or by accident. I wrote about why therapists tend to back off from the sales process, why that's costing your practice, and what a good sale actually looks like.

As a business consultant to group practice owners, I repeatedly see three distinct challenges in group practice growth. At any given moment, almost all practices are dealing with one of these things, and often they’re dealing with it effectively. A challenge only becomes a problem when something is stuck, messy, or moving in the wrong direction.