The Challenge
Excellent skills. Almost no clients.
Matylda is a mobile sports physiotherapist based in Warsaw, operating from a well-equipped vehicle that she could bring directly to athletes and sports clubs. She had the qualifications, the equipment, and the passion — but almost no clients and no clear strategy for building the patient base she needed.
The core problem: she was relying on word of mouth and occasional social media posts. Without a structured approach to marketing and patient acquisition, growth was slow, unpredictable, and discouraging.
The key constraints that shaped our strategy:
- Near-zero marketing budget — every recommendation had to be free or very low cost
- Operating as a sole trader — no team, no admin support, limited time
- Mobile service model — different visibility challenges than a fixed clinic
- Highly competitive Warsaw market with many established physiotherapy clinics
What We Did
A Zero-Budget Growth Strategy
We knew the budget for marketing was near zero, so we built a strategy entirely around free and low-cost channels that could generate high-quality leads quickly. Rather than competing with established clinics on their terms, we focused on the unique advantage of the mobile model — bringing services to where athletes already were.
Free Platform Optimisation
Full optimisation of Google Business Profile, ZnanyLekarz (the leading Polish healthcare platform), and Instagram — three zero-cost channels with high search intent.
Sports Club Partnerships
A systematic outreach strategy to Warsaw-area sports clubs as key referral partners — offering on-site services, demos, and athlete discounts to build trust quickly.
Referral Programme
A structured patient referral programme with clear incentives — formalising the word-of-mouth that was already her best channel but making it consistent and scalable.
Service Expansion
New service packages including corporate wellness sessions and remote video consultations — diversifying revenue streams without significant new costs.
Each element was designed to be executed by Matylda herself, in priority order, within the first 90 days — creating a realistic plan she could actually follow.
What We Delivered
A Complete 9-Page Business Plan
The engagement produced a comprehensive 9-page business development plan with everything needed to execute immediately — from day one priorities to 90-day milestones:
- 9-page business development plan with phased implementation
- Expanded service portfolio: packages, workshops, corporate wellness, remote consultations
- Revenue projections with realistic monthly targets and patient volume milestones
- Sports club partnership outreach template and strategy
- Priority action plan: exactly what to do in the first 30, 60, and 90 days
- Google Business Profile and ZnanyLekarz optimisation guide
Projected Results
From Survival to Sustainable Growth
Based on the patient volumes and conversion rates achievable through the recommended channels, the strategy projected the following outcomes within 6 months of full implementation:
Patient volume: from 2 patients/day to 6–8 patients/day within 6 months
Revenue: from approximately 6,900 PLN/month to approximately 36,000–41,000 PLN/month
New revenue streams: corporate wellness contracts and remote consultation income
Stable referral pipeline from sports clubs and existing patients reducing dependence on any single channel
Note: These are projected outcomes based on full implementation of the recommended strategy. Actual results depend on execution, market conditions, and individual effort.
Client Quote
“"Finally a plan I can actually follow. It's not overwhelming — it shows me exactly what to do first, second, and third, and why each step matters for building my patient base."
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