Back to basics and de-marketing services

With major cuts in funding coming for hospitals, the only way to survive is to get back to the core. Meaning, what are those core services and programs that regardless of what happens in the world of healthcare, will pay the bills and create market strength and position for you.

Its hard to exit programs and services. I have been saying for years that hospitals can not be all things to all people anymore. That means hard choices. It also means a de-marketing program for all those classes of trade that you exit from.

It will require organizational strategic planning, a willingness to tackle the scared cows, close collaboration with your physicians, intense internal communications and a solid de-marketing and communication plan to sell it to the community.

You will be required to collaborate with your competition. Hard to admit you can't do all things well. If you want to survive, you have too.

Find the expertise to assist you along. De-marketing is an area where hospitals have little experience.

>>> Back to basics and de-marketing services >>>

Thoughts for the future

Video releases

Next year how about your healthcare organization producing some video release of with docs explaining what happens when a firecracker goes off in your hand. Use a crash test dummy. Great visual for media. Put it on your favorite public access channel too. At the very least place it on your web site.



Hospital pay raises

I know lots of people who are not getting raises in hospitals this year. But somehow there is always money for the CEO and senior team for a job poorly done. Can you say like, do the right thing and not accept a raise?



Time for a new marketing book

Your marketing is making you look stupid. How is that for a title? Starting on the next great healthcare marketing book and consulting tour. Its time for the industry to wake up and do it right before healthcare reform comes along and the playing field is leveled. How do you spell differentiation?



Healthcare Reform

Speaking of healthcare reform... any clue on how you attract those individuals who can afford to pay privately and not wait in line for service? The next real battleground for revenue.



If you don't think there will be long lines and wait lists, just think about all those hospitals beds taken out of service when 47 million suddenly get access. Can you say, beds in the hallway?



Big insurance is in trouble and facing national healthcare on some level. Why should an employer pay outrageous premiums when they may have the possibility to opt into a government program. The financial analysts, Wall Street and investors will hate that. Too bad you already made your money.



Be a tax-exempt organization, you can behave just like a for-profit and not have to pay taxes. Pretty good deal



LinkedIn, facebook , twitter

If so inclined, you can follow me on LinkedIn, facebook and twitter now too!



Happy 4th of July everyone.

>>> Thoughts for the future >>>

Swine Flu and the Media Equals Opportunity

Okay, are the hospitals and health systems paying attention?

With the media creating a panic about swine flu and the chances of a worldwide pandemic, now is the time for the healthcare system to step forward.

Get those PR and Marketing departments off their chairs and into the media, on your web site and into community with health, prevention and treatment options on the swine flu. Leverage the opportunity to do some good for a change instead of waiting for things to happen.

Okay, free consulting follows:

• First, get your docs together in rapid order and get them on board.
• Second, link your web site to the CDC, WHO, etc., and make a big deal out of it.
• Third, prepare some material for distribution in the community. i.e., grammar schools, high schools, private grade schools, senior centers, community groups, local employers etc., and such with tips and ideas for prevention, health information etal. That is what you do!
• Four, write a series of press releases and get them out to the local media and position a doc or docs from your medical staff as the content experts. Arrange some media interviews.
• Five, establish your hospital or health system as the "go-to" information source.
• Six, run some informational public service newspaper ads.
• Seven, write and distribute some PSAs for newspapers and broadcast media, don't forget local cable.
• Eight, get your docs into the community and speaking.
• Nine, be transparent and explain how you will handle a swine flu outbreak in your community.
• Ten, start over repeating steps one to nine again and again and again.

CEOs repeat after me, I will take advantage of opportunities such as this for the greater good of my community.

>>> Swine Flu and the Media Equals Opportunity >>>

Heathcare is Bulit for a Tie

Score Tied and No Extra Innings
Ever think about it? Healthcare is built for a tie. Throughout the industry no one can ever get a competitive leg up. We all have the same managed care contracts, similar programs and services, even our docs go to a group of hospitals. So, in a commodity market environment, which healthcare is, and price is becoming king, how can anyone expect anything less than a tie? You can not be a clear winner, you can not dominate your market, you can not keep out new entrants. Okay, maybe for a short while but not indefinitely. Tie score, 7-7, "same ol same ol" across organizations and it may not change anytime soon. We all do the same things.

Breaking the tie
The only way you can break a tie is with your people. That's right, your employees. They make the difference and set you apart from the field. In a zero sum game where the truth be told, no one can really define service and quality, people make the difference. That is what doctors and patients will remember. That is how you can gain an advantage, that is part of the road to prosperity as an organization. Train them and get them into the community with presentations.

And oh by the way, there should not be a single presentation that anyone gives from the CEO on down that is over six slides. If you can't deliver a presentation in 4-6 slides, then you do not know what you are talking about. Stop the show up and throw up approach to information. People aren't stupid, they can read and that is exactly what they do when you put miles of information with 60 slides in a presentation. They read and don't listen, so why did you even bother giving a presentation? When you do that, then 80 percent of the presentation is about you, and only 20 percent about your audience. Think they really want to hear how great you think you are?

Employees satisfaction is one part of the puzzle to breaking the tie
Still think employee satisfaction isn't important or is only relegated to a bi-annual survey? Think again. The healthcare industry is built for a tie and if you want passionate committed employees and physicians, then you really need to treat them better. Otherwise, its a tie.

And ties aren't a lot of fun.

>>> Heathcare is Bulit for a Tie >>>

Strategy vs Tactical Marketing

Stewart vs. Cramer

First this message. If you did not see the Jon Stewart's interview of Mad Money Jim Cramer from CNBC on Comedy Central Daily Show, you really need to see what everyone is talking about. I actually felt sorry for Cramer, but hey, CNBC needs to get its act together and figure out what their responsibility is in financial reporting. Yea for the little guy! Thanks Jon.

http://blog.indecisionforever.com/2009/03/13/jon-stewart-and-jim-cramer-the-extended-daily-show-interview/

Now back to the regularly scheduled program........

Hospital Advertising, my favorite subject

Seeing an increase in hospital advertising. Once again, it’s not clear what people are attempting to accomplish. That's because the strategic essence of marketing is missing.

Look, anybody can create an ad.

Anybody can hear the CEO, run out, spend some money and throw it up against the wall to see what sticks. How is your advertising supporting the business objectives? What is your brand message? Is a billboard on a busy expressway where people zip along at 65 miles an hour really that memorable? How about a call to action? What does your brand stand for and how is that supported by advertising? Do you even know what your brand is?

Please stop insulting consumers with promises of "World Class Healthcare". Unless you are Mayo, The Cleveland Clinic, John Hopkins etc, you don't have a world class healthcare offering.

Maybe you have missed the headlines and stories, but the US has the most expensive healthcare in the world, with some pretty dismal outcomes. There is nothing about a community hospital that is world-class. Unless you have people coming from around the world for care; not a believable message for me. And that goes for a lot of consumers too.

Really now. No awards like The Top 100 Hospitals, US News and World Reports ranking, Malcolm Baldridge Quality Award or even a JD Powers Patient Satisfaction award, how can you say with a straight face that your healthcare is world-class?

With that kind of marketing coming from agencies and marketing departments, this is what makes it so difficult to get people to understand the true nature of marketing. It is all about the marketing strategy. And there is a great gaping hole lacking some serious marketing strategy.

Figure out the right strategy first, then the rest comes easy.

>>> Strategy vs Tactical Marketing >>>

Billions and Billions and Billions......

$150 billion dollars for healthcare in the stimulus bill, $19 billion of which is for IT. Think everyone is trying to figure out how they get theirs? And I don't mean the hospitals and IDNs. I figure McKesson and Cerner are well on their way, including a host of other niche players (small and large) healthcare IT providers trying to figure out (as if they haven't already) what's in it for them.


With all the different systems and no common standards will this turn into a really more expensive version of the Betamax vs VHS video tape format wars from the mid 1980s with that ancient technology of VCR?


Now the budget contains another $600 billion plus for healthcare reform. All told, this totals in excess of $700 billion. Just the first down payment for fixing the system folks. I bet the AHA and AMA are busy figuring out how much they can get without having to change anything.


Like I said in previous blogs, its all about politics. Obama being a veteran of Chicago politics, knows that when he figured out how everybody gets theirs, reform happens. It has to happen. It is going to be expensive.


Now for all you CEOs out there who think they can hold on for a couple more years and things will go back to the way they were, hold on for the ride. If we can come up with a European style healthcare system- maybe. If we have the Great Britain Universal Healthcare System- here comes rationing and long waits.


To all those hospital marketing departments out there, here is a clue for future activity regardless of the system. Americans hate to wait in lines. So, your job is to figure out who can pay privately to not wait in queues for service. That's the nugget.

Why? Think about what happens when you suddenly increase demand and all those hospital beds that have been taken out of service. Combine that with a primary care physician shortage and lack of RNs, you get the idea.


Anything else and you have to hire me as a consultant.


Cheers........

>>> Billions and Billions and Billions...... >>>

Have you looked at your CGM lately?

CGM, sounds like a disease. Well, it can be. It can be unknown. It can be helpful. It can be harmful. It can be your best friend or your worse enemy. Do you even know what it is?

Is your marketing department aware of CGM? Can they even tell you what this means?

Simply put if you do not know what CGM means you and your hospital, physician practices, or any healthcare setting is at risk.

CGM means Consumer Generated Media. It means that in the age of the Internet, disgruntled patients, unhappy employees, media, anybody- can write about their experiences, post photos, interview and show to the world how good or bad you are.

Anyone with a computer and Internet connection can create CGM. Won't matter if what is written is true or false. The world does not care. But those who read it will believe it.

Scroll through this blog and you will find plenty of examples of CGM: Silver Cross Hospital; Agfa Healthcare; Adventist; State of Illinois; etc.

Look at: Comcastmustdie.com; Ihatedell.net; Technorati.com; Youtube.com; MrConsumer.com, all examples of CGM. And it could be you tomorrow.

If you don’t know what your consumers are saying about you, or what your competition is saying for that matter, you are losing control of your brand.

You operate in a virtual marketplace.
Consumers know more than about you than you realize.

You lose in a CGM fast-break. Disgruntled patient or discharged employee creates Consumer Generated Media. CGM is picked up by media- print and electronic. You won’t even know what hit you. You lose control of your brand and message.

Welcome to the age where customers are the new paparazzi.

>>> Have you looked at your CGM lately? >>>