PRIVATE PRACTICE - AC25 - Re-balancing the Provider/Client Relationship with D2C & Sustainability Strategies
Recorded On: 11/12/2025
.1 CEUs/ 1.0 Contact Hours
Course Level: Intermediate
This course will cover strategies and tactics to not only survive but thrive in the private practice world of physical therapy. The presentation will focus on the overarching strategy of driving revenue vs. cost cutting. We will discuss the value of PT services and revenue strategies both in and outside of the third-party payer system. Key performance indicators will be reviewed to assist practice owners and managers in making sound financial decisions related to accepting contracts, pricing direct-to-consumer services, and compensating staff.
Kelly Sanders and Jennifer Gamboa will also share the process, challenges, practice assessment, and disciplined innovation required to develop a roadmap for integrating direct-to-consumer programming into an existing third-party payor model. They will discuss the difference between quantitative and qualitative definitions of value, consumer perspectives on value in healthcare, and the power of the provider/client relationship. We will also discuss several key strategies implemented to grow direct-pay revenue streams for practice sustainability.
Upon completion of this course, you will be able to:
- Differentiate between qualitative and quantitative value measures
- Define consumer-centric attributes of value in healthcare
- Develop a payer scorecard to assist in evaluation of burden, revenue opportunity, and value
- Identify gaps in care that provide direct-to-consumer opportunities
- Learn specific strategies for blending direct-pay services into an existing 3rd party payor environment.
Kelly Sanders
PT, DPT
Movement for Life
Kelly serves as the president of Movement for Life, an employee-owned company that operates outpatient clinics in Arizona, California, North Carolina, and Virginia. She started her career as a certified athletic trainer. She entered PT school at the University of Southern California while also working in their outreach program as a high school athletic trainer. Kelly has also had the opportunity to be active in the APTA Private Practice Section, currently serving on the Board of Directors with past membership on the Editorial Board, as well as payment policy, value-based care, telehealth, and COVID-19 task forces and committees.
Dr. Jennifer Gamboa, PT, DPT, OCS
Director of Practice Innovation and Consumer Strategies
Body Dynamics
Dr. Gamboa is the CEO of Body Dynamics, Center for Sustainable Health. A Physical Therapist by training, she founded BDI as an integrated health clinic in 1995. Throughout her practice, she’s seen first-hand the profound changes people can realize when “we meet them where they are,” and help them navigate towards their best self. Working with an integrated team requires courageous collaboration, deep curiosity and respect for multiple approaches, and an understanding that there is always a next small step. Living upstream on the spectrum of health care, Jen and her team have been privileged many times over to help roll clients off medications and maximize their health potential even if living with chronic disease, including Parkinson’s, MS, post-Polio, and post-stroke.
In 2013, Jen began working on the Sustainable Health Index, a health assessment tool, health literacy training program, and communication/engagement platform so that she could scale the upstream health model beyond her bricks and mortar practice and into the employer and population health space. The Sustainable Health Index launched as a commercially viable product in June 2018. SHI provides with Jen the opportunity to impact health at scale in employer settings, university settings, municipalities and even countries. Stay tuned, many interesting projects are coming down the pike.
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