Cass Quilty didn’t inherit a thriving business. She bought a broken one, with one GP, ugly signage, and zero margin for error. What followed is the kind of ownership story few people talk about: locum disasters, cash flow gymnastics, and late-night imposter syndrome. But also, the step-by-step rebuild that turned her clinic into a 7-GP success.

If you’ve ever thought, “This is too hard,” this episode proves you’re not alone, and shows how to fix it.

In this episode, Dr. Sachin Patel sits down with Cass Quilty, owner of Forest Hill Family Clinic, who brings the raw, real, and refreshingly practical story of buying and scaling a struggling practice into a thriving, seven-GP powerhouse.

Cass shares her early days - paint fumes, flyer drops, and all - as she rebuilt a business that had lost its soul. They dive into what it really takes to turn around a clinic, how she mastered recruitment and retention with culture as her secret weapon, and the underrated power of follow-up in securing growth opportunities.

From cash flow scrambles to winning the GP lottery with a walk-out from a rival clinic, Cass shows us that persistence plus strategy beats perfect timing every time.

In this episode of the Scale My Clinic Podcast, you’ll learn:

• How to assess a struggling clinic’s real potential, negotiate smart to reduce risk, and create your five-year plan for turnaround, even when the numbers look bleak (00:30)
• The first-year rebuild plan that keeps your doors open and your team loyal (09:36)
• Why buying patients beats posting ads and how to recruit GPs that stay (16:07)
• How the right coaching structure can unlock consistency, clarity, and confidence (22:46)
• How to create scalable revenue streams that keep growth steady and sustainable (44:57)

Whether you're at the edge of burnout or on the cusp of expansion, this one’s for every Practice Owner who’s ever thought, “There’s got to be a better way.”

If you haven’t listened to our previous episode talking about The P&L Doesn’t Lie: Why Financial Clarity Is the Foundation of Freedom, go back and check out Episode 61.

ABOUT CASS QUILTY

Cass Quilty is passionate about supporting GPs and creating flexible, efficient work environments in primary care. As the Practice Manager at Forest Hill Family Clinic, she has a proven track record in successfully establishing, managing, and merging clinics. Cass uses tools like Cubiko to gain data-driven insights, helping her team deliver high-quality chronic disease management and patient care. She’s always exploring new opportunities and partnerships within general practice.

• LinkedIn: https://www.linkedin.com/in/cassquilty/
• Website: https://www.foresthillclinic.com.au/about/

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You didn’t start your clinic to become a numbers person, but here you are.

If finances feel like a foreign language, you’re not alone. Let’s get real about the fear, confusion, and overwhelm behind the P&L, and how to build clarity without needing an accounting degree.

In this episode, Dr. Todd and Dr. Sachin tackle one of the most avoided (and most essential) topics for Practice Owners: your numbers. They strip away the fear, overwhelm, and mystery around financial clarity.

If you’ve ever said “My accountant handles it” or felt a knot in your stomach opening Xero, this conversation is for you.

You’ll learn why outsourcing your financial visibility is one of the most dangerous things you can do as a Practice Owner, and how to take back the driver’s seat. Learn what to measure, how often, who should be involved, and how to build a rhythm that makes profitability part of your leadership DNA.

We’re unpacking the real reason your P&L statement is more powerful than your stethoscope when it comes to scaling.

In this episode of the Scale My Clinic Podcast, you’ll learn:

• Why dodging your numbers leads to poor decisions, missed opportunities, and a constant feeling of chaos (00:47)
• The difference between tax reports and management reports, and how real-time numbers give you the power to lead and scale with confidence (04:27)
• How to work with your bookkeeper to make your financial reports actually useful (11:53)
• How to build a financial rhythm that creates visibility, accountability, and forward momentum (14:15)
• Practical first steps that will move you from reactive and confused to proactive and profitable (23:13)

This is about more than balance sheets. It’s about owning your freedom, funding your vision, and building a business that can scale. Financial clarity isn’t just for the accountants. It’s the superpower of every successful Practice Owner.

If financials make your eyes glaze over (or your stomach drop) you’re exactly who needs to hear this.

If you haven’t listened to our previous episode talking about Buying the Wrong Practice Will Break You — Here’s How to Spot It Before It’s Too Late, go back and check out Episode 60.

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general Practice Owners and follow us on Facebook at Scale My Clinic for more updates and resources.

Buying a clinic should fast-track your freedom and growth—not trap you in years of stress, debt, or regret. Yet many Practice Owners unknowingly sign up for deals that derail their vision of a thriving, high-performing clinic.

In this episode, Dr. Sachin Patel and Dr. Todd Cameron expose the behind-the-scenes tactics that make clinics look more profitable than they actually are—and the red flags every GP owner must know before signing on the dotted line.

Whether you're thinking about buying your first clinic or preparing to sell, this episode will give you the clarity and confidence to make smart, strategic moves that support your long-term goals.

In this episode of the Scale My Clinic Podcast, you’ll learn:

• How to assess if a practice is financially worth buying (01:20)
• Tactics used to artificially inflate profitability to mislead even experienced professionals (03:35)
• Key questions that protect buyers from bad deals (11:45)
• How to build your A-team of advisors—and what to ask them (19:21)
• How to spot red flags and avoid million-dollar mistakes (28:10)

This is the essential reality check every GP needs before buying or selling a clinic. If you're preparing to make one of the biggest decisions of your career, grab a pen—you’ll want to take notes.

If you haven’t listened to our previous episode talking about If You Can’t Recruit a GP, Listen to This with Claire Ponsford from Wavelength Medical Recruitment, go back and check out Episode 59.

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

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Recruiting doctors isn't just hard. It’s an art form. And if you’re feeling like the whole game is stacked against you, you’re not alone. From the outside, it can feel like every great GP is already taken. But what if recruitment wasn’t a panic response but a built-in strength of your practice?

In this episode, we dive deep with Claire Ponsford, Co-Founder and Director at Wavelength International, to get a front-row seat to what actually works in doctor recruitment (and what quietly drives them away). If you want to scale without scrambling for locums or bleeding staff through the back door, this one’s for you.

You’ll walk away knowing exactly what to shift in your approach to become a practice that attracts (and keeps) quality GPs.

In this episode of the Scale My Clinic Podcast, you’ll learn:

• Strategies thriving clinics use to stand out and build a steady pipeline of candidates (02:17)
• How leading practices think beyond the contract and into culture fit (04:19)
• What factors tip the decision for most doctors when choosing a clinic, and how your practice can stand out, even in a tough location (09:28)
• Why great GPs stay 3+ years and why loyalty isn’t built with contracts, but culture (16:02)
• Tips on what to do between offer and arrival, and why the first 2 weeks matter more than you think (20:05)
• How to prep your clinic for international hires and build a smoother transition process (28:30)

Being seen, staying proactive, and building authentic relationships — that’s how clinics scale their team sustainably. Tune in and rethink your recruitment strategy through the lens of what truly works.

Listen now to make recruitment your superpower, not your sore spot.

If you haven’t listened to our previous episode talking about The $750K Misdiagnosis That’s Quietly Killing Your Practice Dream, go back and check out Episode 58.

ABOUT CLAIRE PONSFORD

Claire is co-founder and owner of Wavelength International. With a proud 25-year history, Wavelength has one of the largest and longest-standing medical recruitment teams in Australia, offering both permanent and locum recruitment services in all specialties and seniorities. Claire is also a shareholder and Board Director in an Australian telehealth business.

With a background in Health Sector Human Resources management and medical workforce planning in both the UK and Australia, Claire is passionate about sourcing, attracting, onboarding and retaining talent. Having grown Wavelength from two to 100 staff, she also has first-hand experience of some of the challenges of hiring for growth and the benefits of choosing the right people to join your team.

• LinkedIn: https://www.linkedin.com/in/claire-ponsford/
• Website: https://wave.com.au/

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general Practice Owners and follow us on Facebook at Scale My Clinic for more updates and resources.

A lot of Practice Owners think their biggest hurdle is hiring a GP. But what if that’s just the surface symptom of a much deeper business issue?

In this episode, Sachin and Todd dismantle the myth of the “quick fix GP” and reveal what’s really going on when you feel stuck, overwhelmed, and out of options.

This conversation doesn’t just call out the problem. It gives you a smarter way to think, act, and move forward. If you’re serious about scaling, this is a must-listen.

In this episode of the Scale My Clinic Podcast, you’ll learn:

• How chasing a single hire masks more serious business issues, and how this mindset can stall growth, erode profit, and delay your goals (00:01)
• How to spot blind spots in your culture and retention before they cost you (07:21)
• Differences between outsourcing, hiring, or building the knowledge yourself, and what each approach actually requires if you want real results (11:29)
• The art of asking better questions to unlock better decisions (24:00)
• How to identify root causes and create business systems that scale (29:32)
• A practical framework to stop spinning your wheels, shrink your workload, and create focused time for strategic growth (36:35)

You can’t solve a problem you won’t acknowledge. This episode offers the clarity, confidence, and call to action you need to finally get unstuck.

Whether you’re one hire away or many, it’s time to stop waiting and start building the kind of business that earns back your time, profit, and peace of mind.

Listen now. Your future clinic, and future self, will thank you.

If you haven’t listened to our previous episode talking about Burnout, Betrayal, and the $1 Sale with Dr Nerida McDonald, go back and check out Episode 57.

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general practice owners and follow us on Facebook at Scale My Clinic for more updates and resources.

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general Practice Owners and follow us on Facebook at Scale My Clinic for more updates and resources.

Running a clinic is rarely a straight line, and sometimes, your biggest wins are hiding inside your hardest decisions.

In this episode, Dr. Nerida McDonald shares how an accidental entry into ownership taught her the most brutal and brilliant lessons of business. From escaping a misaligned partnership to rebuilding from scratch (twice), she reveals what it really takes to evolve from a stressed-out solo owner to the proud architect of a thriving, future-proofed clinic.

Whether you're stuck in a clunky co-ownership model, juggling burnout, or thinking about scaling smart without losing your soul, this one’s got what you need to hear.

In this episode of the Scale My Clinic Podcast, you’ll learn:

• Structural warning signs to look for before you commit to Practice Ownership (00:40)
• How to build a team where every doctor, manager, and receptionist rows in the same direction (17:46)
• Decision-making filters that matter when choosing a site (24:14)
• Why the same systems that got you “here” won’t get you “there” (32:07)
• How to evaluate risk, secure the right lease deal, and offset rising costs by activating underutilized revenue streams (43:16)
• Structuring your team so you’re not holding everything together (56:09)
• How to “retire” from low-leverage roles while holding on to the parts of the job that energize you (01:03:20)
• Leveraging awards as a tool for growth, visibility & reflection (01:05:28)
• The ownership mindset shift from survival to strategic scaling (01:11:00)

You’ll walk away with a clearer picture of how real practice transformation happens (and how to start your own).

If you haven’t listened to our previous episode talking about One Payroll Mistake Away From Disaster: The HR Trap That Could Sink Your Practice, go back and check out Episode 56.

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general practice owners and follow us on Facebook at Scale My Clinic for more updates and resources.

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general Practice Owners and follow us on Facebook at Scale My Clinic for more updates and resources.

ABOUT DR NERIDA MCDONALD

GP, Founder and Owner of Walker Street Doctors, a ten-GP strong, award-winning, private general practice in the heart of North Sydney. Delivering excellence in Primary Healthcare to the patient base of North Sydney and beyond. Also a wannabe runner and vegetable gardener.

Facebook: https://m.facebook.com/nerida.mcdonald.355

Website: https://www.walkerstreetdoctors.com.au/blogs/our-team/dr-nerida-mcdonald

You can be running a good practice, serving your patients, and building your team, and still be sitting on a ticking time bomb when it comes to HR. It’s not always the dramatic issues that do the damage. It’s the small, silent oversights that compound over time and take a toll on your bank account, your team’s morale, and your clinic’s long-term value.

In this episode, we’re joined by George Sotiris, an HR compliance expert with deep experience inside healthcare. We talk through the hidden landmines that most practice owners miss when it comes to contracts, culture, compliance, and how your team actually operates day to day.

If you’ve ever wondered whether your HR house is really in order, this conversation is your wake-up call.

In this episode of the Scale My Clinic Podcast, you’ll learn:

• HR blindspots and why your assumptions about “common sense” don’t hold up when it comes to compliance (00:25)
• How having airtight contracts and clear award interpretations can protect your practice (10:08)
• What to review now if you ever plan to exit or bring on new owners (16:31)
• The top 3 HR compliance gaps most owners miss (until it’s too late) (27:27)
• How to set up your clinic to protect your people and your brand (38:28)

Listen in to hear how small missteps can cost more than money, and what to do now to protect your practice later.

If you haven’t listened to our previous episode talking about CCM Is Coming: Will Your Clinic Collapse or Adapt?, go back and check out Episode 55.

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general practice owners and follow us on Facebook at Scale My Clinic for more updates and resources.

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general Practice Owners and follow us on Facebook at Scale My Clinic for more updates and resources.

ABOUT GEORGE SOTIRIS

George Sotiris is the Founder and Director of HR in Health, a leading provider of proactive HR solutions and support to the health industry nationwide. With a career spanning over 15 years, George has established himself as a Workplace Relations Specialist dedicated to serving the unique needs of healthcare practices.

Driven by his genuine appreciation for the challenges inherent in healthcare HR management, George founded HR in Health in 2018. Since its inception, the organisation has been committed to empowering practices with the knowledge and tools needed to navigate complex employment issues and build robust systems for fostering better workplaces.

George firmly believes that the success of any practice hinges on strong employment foundations and accountability at every level. By simplifying intricate staffing disputes and offering comprehensive education on HR best practices, George, and his team at HR in Health strive to make a tangible difference in the health industry

With major changes rolling in, Practice Owners are facing a moment of reckoning: stick with outdated systems, or evolve fast.

This episode is your inside look at what’s changing in chronic care management, how to lead your clinic through it, and how to make sure your team isn’t just coping, but thriving.

We break down the real impact of the new CCM billing rules, the practical models that actually work in lean, resource-stretched clinics, and the team conversations you need to be having right now.

If you’re a GP or Clinic Owner trying to scale sustainably without getting lost in compliance chaos, this is the episode for you.

In this episode of the Scale My Clinic Podcast, you’ll learn:

• What’s replacing CDM and how to stay compliant in 2025 (0:00:32)
• How your appointment lengths, billing decisions, and team handoffs will need to adapt under the new structure (0:05:03)
• Exploring realistic models that balance efficiency with patient care, including health coaching-style nurse consults and high-leverage telehealth setups (0:06:48)
• The economics of GP time, how to think about nurse productivity, and what the funding changes really mean for your bottom line (0:14:40)
• New requirements for MyMedicare and allied health collaboration (0:23:06)

Whether you’re ready to lead from the front or still figuring out your first move, this episode will give you the clarity and confidence to reshape how your clinic delivers chronic care, profitably, sustainably, and with purpose.

If you haven’t listened to our previous episode talking about The Harsh Truth No One Tells GP Owners About Building a Dream Practice — Until It’s Too Late, go back and check out Episode 54.

Resources

Live Workshop - CDM Fix 2.0 - Final Countdown to MBS Reforms

Subscribe to the Scale My Clinic Podcast for weekly insights and strategies to scale your clinic.

Share this episode with other general Practice Owners and follow us on Facebook at Scale My Clinic for more updates and resources.