Share first, ask… later: building strong NDIS referral networks by leading with service.

25 Feb

*[Image Description: A young man in a white kufi has his arm over the shoulder of another man as they walk along the street.*

If you’ve recently entered the NDIS sector, you might find yourself asking, “How do I get new clients?” on repeat. And sure, the NDIS is a growing market—but at the core of this industry is service.
Success doesn’t come from chasing clients but from building trust, providing value, and fostering genuine connections.

If you start with service, the referrals will follow.

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Leverage your fresh perspective as an advantage

Being new to the NDIS can feel overwhelming, but it also means you bring enthusiasm, a learning mindset, and fresh insights. Many experienced providers appreciate newcomers who are proactive, open to collaboration, and eager to contribute.

Instead of waiting until you feel like an expert, document your learning journey. Share things you’ve recently discovered about the NDIS that others might also find useful. For example: “I just learned about X - here’s why it matters and how it can help participants/providers.” This approach not only positions you as someone worth listening to but also makes you more relatable to others who are also learning.

Be a connector and curator of useful information

You don’t have to be an expert to provide value. One of the easiest ways to establish yourself in the sector is by curating and sharing useful information that helps others save time and stay informed.

Follow key industry figures, organisations, and advocacy groups.
Summarise complex NDIS updates in a way that’s easier to digest.
Ask thoughtful questions in online groups and discussions, then compile and share the insights you gather. Kinora is one channel for this sort of connection.

By making life easier for other providers and participants, you build goodwill - and when people see you as a go-to resource, referrals will naturally follow.

Offer to help in small, practical ways

Networking isn’t just about shaking hands and swapping business cards; it’s about being useful. Instead of approaching connections with “What can you do for me?” consider “How can I help?”

Attend local networking events, industry meetups, and expos, not just to introduce yourself, but to volunteer, take notes, or share key takeaways with others who couldn’t attend.
Reach out to experienced providers and offer assistance, maybe they need help with social media, admin, or event planning in exchange for mentorship.
If you meet someone with a specific challenge, even if you can’t solve it yourself, connect them with someone who can. This builds trust and reciprocity.

Build credibility through conversations and visibility

Being visible in the NDIS space doesn’t require years of experience, it requires showing up consistently and contributing to conversations.

Join and actively participate in Kinora, LinkedIn and Facebook groups where NDIS providers and participants interact.
Engage in discussions by asking insightful questions and offering helpful responses.
Interview experienced providers for a blog, LinkedIn post, or video. Example: “I asked five support coordinators what they wish more providers understood - here’s what they said.”
Be responsive and reliable - if someone reaches out for help, even if you can’t solve their problem, guide them toward someone who can.

The more visible and helpful you are, the more you’ll be remembered when opportunities arise.

Develop a small niche or special focus

One of the biggest mistakes new providers make is trying to serve everyone. Instead, find a specific area within the NDIS that you can become known for, whether that’s a particular type of support, a cultural/language-based approach, or working with a specific age group or condition.

Being newer doesn’t mean you need to know everything. It just means you need to be useful and consistent in your chosen space. When people associate you with a particular niche, they’ll think of you first when a relevant opportunity arises.

Relationships first, business follows

Referrals don’t happen overnight, and they don’t happen just because you have a service to offer. Buying a company in a new ‘growth market’ does not guarantee you success. Referrals happen because people trust you. Start by giving first, sharing knowledge, resources, and connections, before expecting anything in return. Over time, as others recognise your reliability, generosity, and expertise, referrals will come naturally.