The Most Important Factor When Hiring a Private Practice Physio: It’s Not About Clinical Skills!

As a physiotherapy clinic owner, you’re constantly faced with the challenge of hiring the right team to help grow your business. So, let me ask you this — what if I told you that hiring based purely on clinical skills is the last thing you should be doing when recruiting a private practice physiotherapist?

Sounds bold, but it’s true.

If you want to build a thriving, dynamic clinic that runs smoothly and gives you more freedom, then it’s time to shift your focus away from qualifications alone. In this post, I’ll explain why clinical skills should be a secondary consideration — and what to prioritise instead — to ensure you’re hiring an enthusiastic physio who not only generates ethical revenue, but actively contributes to your clinic’s growth and culture.

Why Clinical Skills Aren’t Enough

I’m Dave O’Sullivan, an international sports physiotherapist with over 17 years’ experience in professional sport and private practice. I run my own clinic in Huddersfield and, over the years, I’ve made just about every hiring mistake possible. I’ve hired new graduates, seasoned clinicians, and everyone in between.

And what I’ve learnt from all those experiences is this: the clinical skills that serve you in pro sport or the NHS don’t necessarily translate to success in private practice.

Private practice demands far more than just good hands-on ability or textbook rehab protocols. You need someone who can engage and retain patients, manage expectations, and guide people towards long-term outcomes — even after the pain has subsided.

So before you put too much weight on someone’s CV, ask yourself: Will this applicant fit with my clinic’s culture, values, and vision?

The Three Essentials When Hiring a Physio: Skills, Values, and Traits

There are three vital elements to consider when hiring: skills, values, and traits. While each plays a role, they need to be assessed in the right order.

1. Skills – What Can They Do?

Clinical skills refer to what a physio can potentially do. These are usually well-documented in a CV — their physiotherapy degree, education, qualifications, CPD courses, and prior experience. And while that’s all important, it’s not enough on its own.

In private practice, clinical excellence is just one part of the job. You need someone who can deliver effective treatment, but also help patients stick with their rehab journey and see it through, even when their pain eases — which is often the point where drop-offs occur.

2. Values – What Do They Want to Do?

Core values are what a physio wants to do — what they believe in and prioritise in their professional life. A strong sense of values often shapes the direction of a person’s physiotherapy career, influencing how they approach patient care, teamwork, and personal development. If your clinic values honesty, ongoing learning, or delivering exceptional patient experiences, and your new hire doesn’t share those values, you’ll run into problems — no matter how skilled they are.

When values align, the whole team pulls in the same direction. When they don’t, even one person can disrupt the clinic culture.

3. Traits – What Will They Actually Do?

This is where the rubber meets the road. Traits are what a physio will actually do under pressure, in the real world. It’s how they behave when things don’t go to plan. Do they take ownership? Do they adapt? Are they honest enough to ask for help when they’re unsure?

In my experience, this is the most critical factor when hiring a private practice physio. Traits reflect how someone will consistently perform in high-pressure situations — whether it’s communicating session plans, handling cancellations, or keeping a patient engaged when they hit a plateau.

One useful way to uncover these traits is through a thorough review of their past behaviours in similar scenarios. You can have a physio with excellent skills and decent values — but if they lack the right traits, they’re unlikely to thrive in your clinic.

How to Uncover Traits in an Interview: Ask Better Questions

To truly understand someone’s traits, you need to ask better questions. Just like a thorough subjective assessment reveals the patient’s goals, a high-quality interview question reveals how your physiotherapist candidate behaves under pressure — far beyond what their experience and qualifications alone can tell you.

Forget the generic “What are your strengths and weaknesses?” Instead, try:

“Tell me about a time when a patient needed more sessions than they expected. How did you handle that?”

This forces them to draw on real-life experience. You’ll quickly learn whether their response is authentic — or if they’re winging it. Listen closely to their tone, confidence, and detail. If they genuinely reflect on a situation and share their thought process, that’s a strong sign of the right traits. The answers they provide can give far more insight into their suitability than a polished CV ever could.

Why Traits Matter More Than Skills

Over the years, I’ve mentored over 1,500 therapists in more than 40 countries. One thing stands out: skills can be taught — traits can’t.

If you hire someone who’s coachable, curious, and growth-minded, you can train them to reach your clinic’s clinical benchmarks. Whether they specialise in sports injuries, post-op rehab, or chronic pain, the key is that they’re open to learning how to treat patients in a way that aligns with your clinic’s approach. You’re not limited to hiring someone “ready-made”. That’s where true freedom lies — developing your team your way.

But if they lack the right traits — like adaptability, accountability, or the ability to communicate effectively — no amount of training will fix that.

The Bottom Line: Change What You Look For When Hiring

Here’s the big takeaway: Stop hiring based purely on clinical skills.

Yes, skills matter — but values and, most importantly, traits are what make a physio a great fit for private practice.

Ask yourself:

• Will they thrive under pressure?
• Are they coachable?
• Will they contribute to the clinic culture and patient outcomes?

Next time you recruit, focus on what they will do, not just what they can do. Use a recruitment process designed to uncover traits and align values. That’s how you find your next high-performing physiotherapist — someone you’ll be proud to employ and who helps you step back from the daily grind of seeing every patient yourself.

Want My Traits-Based Interview Questions Cheat Sheet?

If you’re looking for specific questions to help you uncover the right traits during interviews, just send me a message on Instagram or LinkedIn (search Dave O’Sullivan Physio) and I’ll send you my cheat sheet.

Let’s Build Your Dream Clinic

By refining your hiring process to focus on traits and values, you’re setting your clinic up for long-term success. You’ll attract physios who don’t just fill a gap — they actively grow your clinic, support your vision, and give you more freedom as a business owner.

Find out more about how the Business Mentorship can help you build your dream clinic.

Frequently Asked Questions

Why shouldn’t I hire based solely on clinical skills — and what should I focus on instead?

Hiring based solely on clinical skills overlooks what truly drives success in private practice. A physio’s ability to connect with patients, adapt under pressure, and fit into your clinic’s culture is far more important than their expertise alone. Prioritise values and traits like patient-centred care, accountability, and coachability first. Once these qualities are in place, clinical skills can be developed, but traits and values are much harder to teach.

How do I know if a physio has the right traits for private practice?

Ask scenario-based questions during interviews that reveal how they’ve handled real-world situations — such as dealing with a patient who needed more sessions than expected. Their response will give you a clear review of how they think, behave, and communicate under pressure.

How can I uncover values and traits during the hiring process?

Craft better interview questions. Go beyond the CV and ask about real patient scenarios, team dynamics, or how they’ve handled adversity. Their answers will reveal what they provide beyond treatment — such as commitment, empathy, and alignment with your clinic’s mission — which are often more critical than any formal requirement.

What if I need to hire quickly — is it worth investing this much time?

Hiring the wrong person costs more in the long run. A rushed decision can lead to poor patient outcomes, staff turnover, and a disrupted clinic culture. Taking time to find your next great hire — an experienced physiotherapist with the right traits — through a solid hiring process will save you time, money, and stress.

Where can I get help refining my recruitment process?

Reach out via Instagram or LinkedIn (search “Dave O’Sullivan Physio”) and ask for the Traits-Based Interview Questions Cheat Sheet.  It’s a practical tool that’s helped hundreds of clinic owners improve their hiring strategy when recruiting the right physiotherapist.