5 Tips for Contracting with Schools for Virtual Therapy Services

As an SLP/OT/PT considering virtual school contracts, you may already recognize the flexibility and opportunities remote work can provide. However, breaking into the virtual school contracting world comes with its own set of challenges that require some planning.

If you’re looking to contract teletherapy services directly to schools, here are five key tips to help you succeed. 

1. Understand the Timing: Virtual Contracts Often Come Last

Virtual contracting with schools tends to happen after schools have exhausted other options. Many districts prefer in-house hires or in-person contractors before turning to virtual providers. Because of this, expect a slower sales cycle. Often, contracts for virtual services are finalized later in the year, from late summer through the fall and even into winter. Be patient, and know that initial outreach might not bear fruit right away.  Also, as a side note, know that renewals tend to happen earlier! 

2. Virtual Sales Require Persistence

Unlike in-person services, virtual contracts often require more follow-ups and touch-points. Schools may be more hesitant to engage in virtual service models, especially if they have not previously implemented teletherapy. You may hear "no" more often than with in-person services, but don’t get discouraged! Set a goal for daily outreach to multiple schools, and keep refining your message. It’s all about persistence and positioning yourself as a solution when they need it.

3. Be Ready to Negotiate Pricing—but Know Your Bottom Line

Schools and districts may assume that virtual services should cost less than in-person services. While it can be tempting to lower your rates, remember that providing teletherapy incurs its own costs—platform subscriptions, assessments, and technology needs add up. Be confident in your pricing structure and know your bottom line. It’s okay to push back and educate potential clients on why your rates are fair, but always be prepared to walk away if the negotiation undermines your value.

*Side note: this is often where facilitators/e-helpers come into discussions. In addition to pricing, be prepared to discuss what sort of physical support you need from the school staff.

4. Use a Contract Tailored for Virtual Services

Virtual therapy requires its own specific contractual terms. Areas such as consent, technology expectations, and billing terms must be outlined clearly. It’s important to have a contract that addresses the unique aspects of virtual service provision. If you're not sure what to include, consider using a resource like my School Contractor Packet, which includes a virtual-specific sample contract. Protect yourself and ensure clarity in every virtual arrangement you make.

5. Focus on Specific States—Don’t Go Nationwide Just Yet

While the ability to work across the country may seem appealing, it’s important to focus on a few states that align with your access to resources and time to put into operations. Each state has its own regulations for teletherapy, from business registration to professional licensing. Some states are more favorable for virtual contracting than others, so start small and focus on mastering the requirements in one or two states before expanding. For my virtual contractors that are working to scale, we typically add on one to two states a year--ensuring steady and intentional growth.

Bonus Tip: Recruitment for Virtual Providers is Easier

One of the perks of virtual therapy is that finding other providers to join your team is often easier than recruiting for in-person roles. Many therapists enjoy the flexibility of teletherapy and are willing to work remotely, allowing you to build a team often quicker than our in-person colleagues. While the sales process might be tough, you’ll find that the recruitment side of virtual contracting is a bit easier than in-person recruitment.

Breaking into virtual school contracting can be a challenge, but it’s also a path to achieving a rewarding work/life balance. With persistence, targeted strategies, and the right resources, you can create a business that gives you freedom and financial success.

Go get 'em!
❤️ Elise