The Real Reason Most NDIS Providers Fail (And How to Beat the Odds)
We’re here with Tania Gomez. I’m thrilled to introduce you to her. If you haven’t met her, today’s your day.Now Tania, you’ve opened how many businesses? And how many of them actually worked?
I don’t even know! I think I’ve probably started about 10 businesses. I’ve built, scaled, and sold four that I’d call successful. I’ve got one running now, which probably leaves three or four that didn’t make it.
That makes sense. The reason I ask is because, like you, I’ve started quite a few. Only about one in three seem to work for me. Luckily, I start a lot, but it’s not like you expect a 100% hit rate.
A lot of people listening feel like their business is failing and take that really personally. What would you say to someone who’s struggling?
What Failure in NDIS Business Really Means
I think everything comes to you when you’re learning a lesson. You have to see everything as a lesson. There’s no point in regret – it all moves you forward.
My first business was quite successful. My second wasn’t. My third was great. I had a few others at the same time that didn’t work. But you learn just as much – if not more – from the ones that don’t work.
Starting a business teaches you skills in every area. It’s risky, but you grow fast because you’re doing everything. I wouldn’t change the failures – they’ve been gifts.
Wow. You didn’t get to that view of failure overnight. Most people see failure as proof that they are a failure. How did you shift that mindset?
I don’t know if I ever really saw it as failure. Sure, there were moments I felt down when things didn’t work. But I always reframed it.
It’s like a job – working at McDonald’s wasn’t my dream job, but I learned skills there that helped in the next role. It’s the same in business.
Your first business might not be a million-dollar success, but it gave you the tools to try again.
I think it was Warren Buffett who said he only needed one of all his investments to work to change his life. He looked for the one big opportunity.
I’ve had multiple that changed my life – not to Buffett’s level – but enough for me. So I focus on what I can learn, not what could have been.
Learning to Compete With Yourself, Not Others
That makes heaps of sense. If you could go back and talk to yourself 15 years ago – working wild hours, trying to prove yourself – what would you say?
You’re only in a race with yourself. The pressure, the expectations – it’s never really about beating others. It’s always just you. If you feel like a failure, it’s probably just your own judgment.
Look at yourself through the eyes of your kids, your parents, or your friends. You’re probably doing better than you think.
I still put pressure on myself now, but I’ve got more faith that things work out how they’re meant to. If something didn’t go to plan, I take responsibility – but I also trust that maybe it wasn’t right for me.
Breaking Down Self-Sabotage and Systems
That’s really helpful – honestly, for me too. Someone said to me recently, “I could do well, but I self-sabotage.” My thought was, “You probably have a systems problem.”
What do you say to people who say they’re self-sabotaging?
I think a lot of business issues are actually us. I work with clients where I can fix their systems, but I can’t fix them. I’m not a therapist – and I don’t want to be. But people need to invest in their own growth.
The number one chokehold on a business is the owner. If someone’s saying they’re self-sabotaging, at least they’re self-aware.
It takes bravery to admit that. And yes, system issues are common, but often they’re just symptoms of deeper patterns.
I love that perspective. You’ve worked with how many clients now?
A lot. I try not to use the word “coach” because I don’t do mindset – I help with action. It’s more consulting. I’ve worked with about 8,000 NDIS providers.
I’ve done NLP and used to do hypnotherapy years ago, so I was a coach once, but now it’s more advice than motivation.
Why Giving Is the Secret to Real NDIS Marketing
That makes heaps of sense. And let’s be honest – if you’ve helped 8,000 businesses, you know a thing or two. You once spoke to me about giving before asking – especially in marketing.
What does “growing by giving” mean to you?
The NDIS – and most sectors – are ecosystems. Everyone plays a role. If your marketing solves a real problem, you’re not selling – you’re helping. I solve compliance problems.
People are confused about audits or standards, and I fix that. That’s why I do so much for free – 13 free events a year.
Actually, we’re doing 163 free events this year! That costs me money, but it gives before it asks.
I always tell clients – if your niche is young men’s mental health, don’t just ask for referrals. Run a free workshop for support coordinators.
Write an eBook. Host a morning tea. Share your wins. Give value first. It builds trust and credibility – and it works.
Building NDIS Partnerships, Not Empires
And that value lasts. You create PDFs, videos – things that live online forever. Some of those events bring clients a year later. What are you working on now that you’re excited about?
So much! I’m working on a book with 12 co-authors about future-proofing your NDIS business. I’m also organising 25 free events a month by mid-year. It’s not revenue-generating, but it helps providers survive.
My PhD research shows the number one success factor is having a peer group. If I can build that, even if it costs me, it’s worth it.
Another project is “Transforming Hope Through Action.” It’s about supporting people with disability not just by hoping things will get better – but by taking real action to make life better.
That’s amazing. What I’ve noticed is – you create things and don’t even put your name on them. That’s rare. What would you say to providers who hoard referrals, who make it all about themselves?
Two things. First, I hate the name “Tania Gomez Consulting.” I used it because I needed to signal that I’d left Provider Plus after 8 years. That brand was tied to me – so I needed something unmistakably mine.
But now, we trade under “Provider Collective” because it’s not about me. I facilitate, but I’m not the only expert.
I know my sweet spot – compliance and quality. If someone comes with a marketing issue, I refer them. I have a marketing degree, sure, but I’m not number one in that space.
I refer to the best. I work with people who do what I do and still send clients their way. Not everyone is right for me – and I can’t help everyone. So I know who to refer to.
How to Know When to Refer Clients to Other NDIS Providers
Same goes for providers. If you support autistic boys aged 7 to 15, and someone turns 19, find someone better suited. You could upskill – or refer to someone who’s already great with that age group.
That’s how ecosystems work. I’ve got 13 qualifications across business, marketing, training, teaching – you name it. But right now, compliance is my strength.
If someone comes to me for something else, I’ll only take it if I bring in others to fill the gaps. That way, we offer a complete solution.
That’s remarkable. So you’re saying, if you stay in your lane and refer the rest, you’ll always do work you love – and do it well.
Exactly. That’s also why I use my personal brand so clearly. I’m loud. I’m opinionated. I talk a lot. If that’s not for you, go find someone else! Compliance people are usually quieter.
I want people to know upfront who they’re dealing with. If that’s not what you want, I’m happy to refer you to someone who fits better.
That’s such an abundance mindset. There’s plenty to go around. Tania, I love what you’re doing. I love how much you give. If someone wants to connect with you or work with you, where should they go?
Probably the website or socials. Instagram, YouTube, LinkedIn – we’re active on all of them. It’s just Tania Gomez Consulting. Or visit the website: taniagomez.com.au.
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