How Treatment Centers Can Grow Census with Data | Behavioral Health CRM
June 15, 2025
Summary:
In this episode of Center Stage, David Nissen shares lessons from his 35+ years in behavioral health, from working night shifts to becoming a CEO and successful entrepreneur.
Key Takeaways:
Start with purpose and a niche - David and his partners founded Pasadena Villa to serve complex mental health cases often turned away by other programs. Their success came from filling a true gap in the market.
Focus on differentiation - New providers should clearly define what makes their program unique rather than offering “more of the same.”
Build long-term referral relationships - Instead of chasing new referrals constantly, focus on trust, humility, and excessive communication to keep partners engaged and loyal.
Data over gut feeling - David emphasizes the need for data-driven decisions over intuition, especially as the behavioral health industry becomes faster and more competitive. Tracking referral sources, conversion rates, and client acquisition costs is critical.
Invest early in data systems - No matter the size of the organization, collecting and analyzing data from day one helps avoid blind spots and enables smarter growth.
Plan for growth pains - Scaling up introduces complexity. Anticipate challenges, delegate wisely, and avoid crisis-driven decisions.
Strong leadership and culture matter - Culture change and process improvements must start at the top. Surround yourself with talented people and let them do their jobs, but ground decisions in data.
Collaborate, even with competitors - Behavioral health is unique in its collaborative spirit. Build and nurture community ties for smoother referrals and shared success.
Secure sufficient funding - Starting a treatment program is expensive. David advises planning for double or triple the initial budget estimate.
