Most clinic owners try to grow by “doing more physio.” Patrick didn’t. He built a full ecosystem. He took over a strip club, turned it into a medical clinic, built a second site, hired 18 staff, and created a brand so strong that patients now enter his business at multiple points of the ladder. Physio. Pilates. PT. Massage. All under one roof. All feeding each other.

In this episode, Michael (fighting a heroic case of man flu) talks with Patrick from Move Physio about scaling, culture, retention, KPIs, hiring, why most clinics grow painfully slowly, and why yours doesn’t have to.

This episode is a blueprint for clinics that actually want to scale.

Patrick covers:

• Taking over a strip club and turning it into a high-performance MSK clinic

• Growing from a one-man band to an 18-person, multi-service operation

• Why Move Physio beats competitors who have been in the area for decades

• How brand trust lets patients enter the business through physio, Pilates, PT or massage

• Why the “ecosystem” is the real product, not the treatment session

Michael pushes Patrick on the key areas where most clinics stall:

• Obsessing over new patients while ignoring what happens after they arrive

• Retention confusion: everyone talks about it, almost nobody measures it properly

• Why you should stop copying “clinic blueprints” and start building your own

• The cost of hiring the wrong clinicians and how to spot it early

• How culture falls apart when people behave like room-renters instead of a team

• Why Patrick fires quickly when someone doesn’t fit the ethos

The conversation dives deep into KPIs and the numbers that actually move revenue:

• The metric nobody tracks: average time between appointments

• Why an 80%+ rebooking ratio is non-negotiable

• Saturation levels and why “fully booked” means you’re losing money

• Revenue per hour vs revenue per appointment

• How Data Player, Cliniko and a few basic systems transformed decision-making

They also tackle the tech stack clinics should care about, from AI receptionists to CRMs to the humble robot vacuum cleaner (Ufi), which Patrick swears by.

• How to build a multi-service ecosystem that keeps patients for years

• The KPIs that predict growth with terrifying accuracy

• Why most physios don’t know how to communicate value

• How to train clinicians to sell without ever “selling”

• The culture patterns of clinics that grow vs clinics that collapse

• Why new patient numbers matter far less than you think

• How to build a business you can step away from without it falling apart

• Clinic owners stuck at £300k–£700k turnover

• One-man bands who want to scale

• Owners trying to fix poor retention and empty diaries

• Clinics adding Pilates, PT or massage and not seeing the return

• Anyone tired of generic “coaching” with no measurable outcomes

Guest: Patrick

Clinic: Move Physio

Team: 18 staff across two sites

Services: Physio, Sports Rehab, Pilates, Reformer, PT, Massage

Location: South West England

Email: patrick@movephysio.co.uk