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Knee & Spinal / Element Health

Unlocking value potential to create business growth

The Wind Tunnel helped a physio, health and wellness group find what differentiates them and how they can truly add value to their clients while expanding their business model.

The Challenge

Knee & Spinal Clinic a physiotherapy clinic, and Element Health a professional health consultancy, are both located in Tauranga and owned by Nigel Beach. They specialise in treating the cause of pain and dysfunction in the body to improve overall health and performance – both physically and mentally. Nigel was faced with a number of roadblocks both in the day-to-day business operation and future financial profitability. The group and decided to step into The Wind Tunnel with BlueOcean.

Strategic Approach

Before meeting with Nigel, we obtained details of the current financial position of the business group so we could really understand how to help. We met with Nigel over two sessions – the first allowing us to gain insight and understanding of what his concerns were and where his problems lay. The second session allowed us to truly define and differentiate where the value lies and present a new business model to go and test in the market.

Session one

After meeting with BlueOcean, a number of problems in both of the day to day operations were identified – from large overhead costs, long appointments times generating a small return in revenue, to underutilised staffing concerns. Nigel had a number of part time staff members and was faced with a situation which meant he was so personally oversubscribed in the business with both hands-on client work but also administration, he couldn’t possibly expand.

Helping Nigel see the importance to utilise and trust his staff with operational elements of his business, create more structure, add further value creation and reduce overhead costs meant he could see that he needed to shift his thinking from the inside out – not thinking first about what they do and how they do it, but starting with why they do it.

Session two

During the second session, BlueOcean focused on helping Nigel understand his value proposition to his customers. For Nigel, that is above the services they offer, what value do their clients receive on their health and wellness journey that differentiates both the Knee & Spinal Clinic and Element Health from competition, creating loyal long term clients.

An individual treatment package plan was developed alongside diagnosis and treatment tools to add unique and personable touch points to the customer experience during consultations. The plans for an ongoing online program to further improve the customer experience and provide further individuality to treatment plans were also drafted.

The Outcome

Nigel was presented with a plan to go forward, ongoing support and a new understanding of where his business potential lies to generate and guarantee the future growth of the Knee & Spinal Clinic and Element Health.

The Wind Tunnel helped Nigel to see the importance of putting the customer at the centre of everything they do to add value to their experience and to dive deep down at an operational level as to what was going wrong in the day-to day. He left The Wind Tunnel with a fresh perspective, a new strategic support partner and the confidence of future growth for his business.


From finding your ideal customer to opening new markets. Whatever success looks like for you, let’s go for it.

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