How to Scale a Healthcare Consulting Firm Through Recurring Revenue With Melissa Brown

Описание: Description:

Melissa Brown is COO of Gravity Healthcare Consulting, a self-proclaimed “PDPM Nerd,” and a healthcare operator who has helped providers dramatically improve margins while delivering better patient care.
With over 20 years in skilled nursing, senior living, and home health, she blends regulatory mastery with operational execution.
In this episode, we break down what it really takes to grow a consulting firm in a highly regulated industry, and how deep expertise can become a competitive advantage.

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Links:

StreamYard (for guest): https://streamyard.com/67rfmb6cr8
YouTube (for sharing):    • How to Scale a Healthcare Consulting Firm ...  
Apply to be a guest: https://ghapodcast.com/application-to...

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Melissa's Bio:

Melissa Brown is Chief Operating Officer at Gravity Healthcare Consulting and Chief Strategy Officer at Well Quest Home Health. With more than 20 years of experience as an Occupational Therapist, compliance officer, and healthcare consultant, she specializes in PDPM strategy, therapy operations, and team performance.
She has read over 4,500 pages of PDPM regulations to master the reimbursement model and has helped healthcare organizations improve therapy margins, in some cases doubling them within a year.
As COO, she oversaw a 700% revenue increase, built and mentored consulting teams, developed national presentations and whitepapers, and strengthened strategic partnerships across the industry.
Melissa is also the host of the Gravity Healthcare Hacks podcast, where she shares practical insights for healthcare operators navigating complex regulatory environments.

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Show Notes:

Melissa Brown has built her reputation on something most consultants avoid: reading the regulations cover to cover. After studying over 4,500 pages of PDPM regulations and technical reports, she positioned herself and her firm as trusted experts in a reimbursement model that reshaped skilled nursing economics.
As COO of Gravity Healthcare Consulting, she led a 700% revenue increase in the first year in her leadership role. Her work focuses on pragmatic, cost-effective solutions, helping providers bring therapy in-house, improve margins, restructure teams, and align operations with regulatory reality.
Beyond operations, Melissa is also a content-driven leader.
She hosts the Gravity Healthcare Hacks podcast, presents nationally, writes whitepapers, and builds strategic partnerships, all while scaling teams and strengthening culture inside her firm.
This conversation is about depth over noise, operational leadership in consulting, and how real expertise becomes a growth engine.

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Proposed Interview Structure:

1. Melissa, you started as an Occupational Therapist. What led you from clinical work into consulting and eventually into executive leadership?

2. You call yourself a “PDPM Nerd.” What specific problem are you solving for healthcare providers, and why did you decide to go so deep into the regulations?

3. Who are your ideal clients today, skilled nursing operators, home health agencies, ownership groups? And who is typically the decision maker when they hire you?

4. Your content is strong, webinars, whitepapers, conference talks, LinkedIn, your podcast. What has worked best for attracting serious operators who are ready to change?
Current Acquisition Channels: Referral, Google Ads, Meta Ads, Webinars, Podcast (guesting), Podcast (hosting), Speaking engagements
Sub Question: You host Gravity Healthcare Hacks. What role do you think podcasting plays in marketing for consultants in regulated industries like healthcare?

5. Healthcare operators can be cautious, especially when margins are tight. How do you move from “interesting conversation” to signed engagement?

6. Once a client hires Gravity, how do you make sure they keep coming back? What’s your approach to delivering results and building long-term relationships?

7. Where do you find yourself most stuck right now as a consulting leader at Gravity (if at all)?

8. Looking ahead, where do you see the biggest opportunity for PDPM strategy and healthcare operations consulting over the next few years?