HCBS MOS Profile

Home Care Revenue Breakthrough

MOS Profile

First Name

Last Name

Email *

Phone *

1. In about 3 sentences, please tell me about yourself.

2. Why did you decide to start your home care business? What were the motivating factors and your intention? (list as many motivations as you can think of)

3. What prior trainings have you had /done (related to sales , business management, and/or home care) ?

4. List the last 5 business books you have read (if any).

5. What are you most proud of related to your business or your service?

6. What do you do BEST in your business? (i.e what roles would you say you are good at)?

7. What roles in the business do you struggle with?

8. Please describe your personal goals in 6 months, 1 year, and in 3 years:

9. Please describe your business goals (please include billable hours and/or revenue goals/mix of business goals/what your team will look like at each interval) in 6 months, 1 year and in 3 years:

10. What challenges would you have to overcome to achieve your 1 year goals?

11. What strengths would you have to maximize to achieve your 1 year goals?

12. What is your exit strategy/plan?

CURRENT STATE: COMPANY STRUCTURE & TEAM:

On a scale of 1 - 10, how strongly do you feel about your internal team?

Below, please list each member of your team (name, role/function, F/T or P/T, salary then Rate them 1 - 10

I feel good about my company structure and I feel that I have the right structure/roles/ org chart for my current revenue range?

My team has clear objectives and KPIs that they know MUST be completed weekly ?

Our sales and recruiting KPIs are shared publicly in our weekly meeting by who owns them ?

My team is mostly in their “highest and best use” roles meaning that they are mostly performing tasks that they are good at.

I evaluate my team before hiring them on how well they align with :

Traits necessary to do well in this role?

Company values ? ...

Whether or not they truly get the role they are in, they truly want it, and they have the capacity to do it well?.

I evaluate my team at least 2X a year on their results, alignment with company values, and whethe r or not they still want this role and have the capacity for it ?.

I have a bonus plan in place for my team for hitting their objectives/KPI’s

Please calculate your “Salary Cap” (not required..but helpful — rough estimates are fine)

Step 1: Take the annual salary for each employee (factor in payroll taxes and insurance) (i.e Full time Scheduler makes $15/hr for the year...this is about $31,200 X 1.15 for taxes/insurance= $35,880)

Step 2: Factor in an estimated salary for the owner if they are active in the business. If owner is doing sales, or Branch manager...factor in about $50 - 60,000 per year or whatever is appropriate for your market - be conservative).

Step 3: Add up salaries for staff and owner to get a total

Step 4: Take your weekly revenue for the last 10 weeks. Add it up then divide by 10 to get a weekly average. Then multiply that by 52 weeks to get annualized rate

Step 5: Take your annualized salaries and divide by annualized estimated revenue to get a number then multiply by 100

This will generally fall somewhere between 10 - 20% (like 11.6...or 11.6%)

What is your current salary cap?

FINANCIAL:

YOUR MARGINS:

Your Gross Profit Margin (last quarter average) %

Your Gross Profit Margin TARGET %

Your Net Profit Margin % (last quarter average) %

Your NET Profit Margin % TARGE

Are you part of a franchise?

YOUR CASH FLOW

I know what my “days sales outstanding” (DSO) are

On a 1 to 10 how concerned are you about your cash flow (10 being super scared)

(Not required) But if you want to calculate cash flow, this is how you do it:

Calculating DSO Example

A/R as of 6 - 30 - 2018 = $150,000 (pull your receivables as of a certain date on last day of month)

Total Billed 6/1/18 through 6/30/18 = $200,000 (for entire month) – divide $150,000/$200,000 = .75 multiplied by days in period= 30

.75 X 30 days = 22.5 DSO

What was your most recent DSO?

Your Culture:

We have created a powerful mission statement

We have a clear vision

We have created a set of core value for the company

My entire team is clear on what the core values are

My team lives by the core values we have created

My caregivers are familiar with and reminded of our core values

We have established a core differentiator and we carry it out as part of our mission

YOUR OPERATING SYSTEM

WEEKLY MEETING STRUCTURE:

I conduct weekly KPI meetings with my team same time each week

In those weekly meetings we review PRIMARILY sales and recruiting KPIs against specific benchmarks

Our weekly meetings have a formal /set structure /agenda to them

On a scale of 1 - 10, how would you rate the consisten cy of your meetings? (10 is great)

Our meetings mostly start and end on time

In those meetings we have a process to clearly identity our biggest bottlenecks and we ensure that we solve at least 1 to 3 of our CORE issues/bottlenecks in that meeting

In our weekly meetings we have a list of “to do” items from the week prior that were assigned

I conduct STRATEGIC PLANNING SESSIONS At least Annually to review/set targets for next year

I meet with my leadership team at least quarterly to review KPIs and set objectives for each quarter

Please share your revenue for the last 3 years+

What is your mix of business? (in %’s) --- Should total 100% -- best guess (doesn’t need to be exact)

Any comments about the above?

How many clients do you have currently?

What would you identify as your company core differentiator ( s ) (if you have any)?

Do you (or your franchise — if you are part of one) have any special programs that you can tap into? If so, what are they?

Do you track your customer satisfaction scores? If “YES” what are they and/or how do you rank?

What is the total population in the areas your service?

What about total % and/or # population of seniors? ~20 to 25%

How many hours per week are you (or someone on your team) currently performing marketing and sales activities (average)?

How many hours per week are you or someone on your team performing recruiting activities?

DO you offer any type of “guarantee” to your clients? If so..what is it?

Are you currently measuring your DSO — days sales outstanding/AR ? If so...what is your DSO

On a scale of 1 to 10........please rate which strategies, systems, processes, and results you think you need THE MOST help with in your business. (10 means you are TOTALLY DESPERATE....1 means things are working perfectly right now) . (if not applicable, put N/A) (if not interested, put N/I)

Organizational structure & Team evaluation

Your KPIs and structure by role with company

Team member comp plans and bonus structure

P & L - Gross margins & Net profit margin optimization

Sales Strategy/Systems/ & Sales Manag ement

Caregiver & Client Referral Systems

Online marketing strategies & systems

Recruiting Systems/processes/Results

Email Marketing

FUTURE STATE

By t he time this program is over, where do you want to be in billable hours and/or revenue?

How many hours per week do you plan to commit to the sales/marketing process weekly?

How many clients would it take to get you to where you want to be in terms of revenue?

How many referrals per week would you ne ed to get to that revenue/billable hours target?

How many new clients per week would you need to get to that revenue/billable hours target?

What is the Biggest Opportunity for your business right now ?

What would need to happen operationally to increase 30% in your business right now? Could you handle it?

What would need to happen operationally to double in size this year? Could you handle it?

MENTAL STATE

Do you think you can beat your competitors out for business? If yes...why? If no...why not?

Why don’t you think you have hit your numbers to this point ( If applicable ) ?

What are your BIGGEST complaints about this business?

what is your BIGGEST fear that may keep you up at night?

Do you think you have the skills....knowledge...attitude...etc to hit your goals? If not..what’s missing?

Do you believe it’s possible to achieve the goals you set out for yourself above? If “NO”...why? If “YES”...why?

What are you willing to do to make this happen and achieve your goals ?

Please describe what you hope to get out of this program so we make sure you serve your needs the best way we can.

Thanks for taking the time to fill this out...i promise that just going through this process will help you but it will definitely help us . We look forward to helping you achieve your goals and your next revenue breakthrough. We are “all in” if you are too! Please complete this and send back to me at [email protected] Once we receive it, one of our trained and home care experienced coaches will reach back out to you to schedule an appointment