“Relationships, Not Advertising”
Objective:
A Midwest orthopaedic practice was looking for a way to increase patient volume and reach a larger market area. They wanted to know if advertising was the path to take.Evaluation:
We reviewed the practice’s patient data, referral sources, current marketing assets, hospital relationships, satellite locations and available resources (time, talent, commitment and money).Recommendation:
dvertising was not the best use of limited marketing dollars. Instead, we recommended that they hire the orthopaedic outreach coordinator from the local hospital and extend their reach regionally, since the practice's market was bigger than the hospital's. She already had a strong track record for improving referrals locally. Now, they could leverage her skills throughout their domain. We helped negotiate with the local hospital to pick up 80% of her salary and benefits.Result:
The practice expanded its regional presence, increased referrals and did it for less than it would have cost to advertise. The physicians and outreach coordinator are happy, and the local hospital is pleased with the increased number of inpatient referrals.It's About Getting Your Objectives Right | Plan to Succeed | Spending Less, Getting More | The Profitability of a Shared Vision | The Name Game | Relationships, Not Advertising | 5o Cents on the Dollar | The Hand-Me-Down Identity
This is all we do. Expect to Win!