Medical Practice Marketing: Case Study - Analysis and General Marketing

Part 11 - Case Study Points 4-6: The purpose of “How to Market Your Practice” is to give physicians a realist view of what “Marketing Your Practice” is really all about. It will not only explain how important it is to market to payors, referring physicians and the general public but most importantly WHY. It will establish the need for goals and objectives and ways you can reach them. If you are seriously considering marketing your practice, the following information will clarify and answer questions you may have and show you how to get started.
XI. Case Study One
This Case Study is based on a practice of 10 orthopaedic surgeons in the southeast U.S. with several locations within the same demographic area.

4. External Analysis (Demographic, Specialty and Competitive Analysis’)

Demographic analysis - In creating the Strategic Marketing Plan, the practice looked at their area demographics. Since workers’ compensation was going to be their target market and research was done on the employers in the area, employment/unemployment rates, what businesses were moving into town, which businesses were closing and/or leaving town. A complete understanding of the population, the median income per household and cost of living were defined.

Specialty analysis - Upon completion of the specialty analysis, the practice gained a better understanding of how orthopaedics fit into their community. It was determined that orthopaedics was in demand in the area due to the extracurricular activities (softball leagues, soccer teams, rugby, etc.), minor league sporting teams, as well as local college and high school sports programs. Also, because they were located in a port city, workers’ compensation was in high demand. It was decided that they would not promote onto TV, radio or billboards. They would only use newspaper as a means of news releases of new physicians, new office locations or new procedures. Ads were run in the local newspapers to for “announcing” new physicians only. The practice would utilize education of workers’ compensation, referring physicians and the community as the means of their marketing plan.

Competitive analysis - The practice evaluated their competition. They defined the services that their competition had to offer the community as well as the other specialties offered within their practices (i.e. pain management, physiatry, etc.). As stated previously, a threat of the practice was a larger orthopaedic practice in the area that was considered as the “good old boys”. This particular practice provided treatment for workers’ compensation, but did not provide the level of service to workers’ compensation representatives. A second competitor of a smaller size made it known that they did not particularly care to treat workers’ compensation patients. Upon review of the competitive analysis, the practice was confident that workers’ compensation was an opportunity they could capitalize on.

5. Where do you want to go?
Now that the practice had defined where they wanted to go, it was time to put it in writing. The mission, goals and objectives were documented and specific people were held accountable for each action within the plan. This gave the entire practice, from the physicians to the staff a complete understanding of not only what their goals were, but why.

6. General Marketing
The Marketing Department first addressed General Marketing General marketing issues. As stated above, a full-time Director of Marketing was hired for the practice. The Strategic Marketing Plan was virtually a “work in progress” for the first year. It took approximately eight months to complete. A Physicians Marketing Committee was implemented. The Committee was composed of the Director, the practice Administrator and five physicians. One physician was appointed to be the liaison between the Committee and all other physicians to update them issues/events of the marketing department. A practice image brochure was designed and distributed. Phone book advertising was completed and specialty items with the practice logo were ordered. These specialty items would be used for workers’ compensation events, health fairs, general community sponsorships, etc. A database of referring physicians, workers’ compensation representatives and media contacts were developed and maintained. The budget was a “work in progress” for the first year and spending was closely monitored by the Physicians Marketing Committee.

Updated on: 12/09/09
Continue Reading
Medical Practice Marketing: Case Study - Payors and Referring Physicians

Get new patient cases delivered to your inbox

Sign up for our healthcare professional eNewsletter, SpineMonitor.
Sign Up!