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Strategic Marketing: Winning the Battle for
Markets and Share
1.5 hours
Target Audience:
Senior Executives, Department Heads and Marketing Professionals
In today's competitive healthcare marketplace, a strategy for
offering your products and services in a way that will outdistance
your competitors is critical. However, in concert with defining the
marketing strategy you must also have a well defined methodology
for implementation that contains a relevant and consistent
message. Further, it is of little value to have a strategy and a
message without the resources or the expertise to implement them.
In the process of creating a marketing strategy you must consider
many factors including, but not limited to, the Four P’s of
Marketing: Product, Place, Price and Promotion. A wellconceived marketing plan that is in concert with your strategic plan
and the time and resources to put it in motion are the necessary
elements to increase market share and support financial success. Of
those many factors, some are more important than others. Because
each strategy must address some unique considerations, it is not
reasonable to identify 'every' important factor at a generic level.
However, many are common to all marketing strategies. Some of
the more critical are described below.
You begin the creation of your strategy by deciding what the
overall objective of your enterprise should be. In general this falls
into one of four categories:
High Attractiveness
Low Attractiveness
Strong Position
Weak Position
If the market is very attractive and your enterprise is one of the
strongest in the industry you will want to invest your best
resources in support of your offering.
If the market is very attractive but your enterprise is one of the
weaker ones in the industry you must concentrate on strengthening
the enterprise, using your offering as a stepping stone toward this
If the market is not especially attractive, but your enterprise is one
of the strongest in the industry then an effective marketing and
sales effort for your offering will be good for generating near term
If the market is not especially attractive and your enterprise is one
of the weaker ones in the industry you should promote this offering
only if it supports a more profitable part of your business (for
instance, if this segment completes a product line range) or if it
absorbs some of the overhead costs of a more profitable segment.
Otherwise, you should determine the most cost effective way to
divest your enterprise of this offering.
Moderator and two to three panelists.
The moderator should be a hospital or system COO, ideally with
some experience with the introduction of a new product/service
Panelists should include other healthcare leaders with a
background in marketing, finance or strategy.
Topics for Discussion:
Understand the techniques for marketing health care and
staying ahead of the competition.
Learn how physicians, payors and patients make their referral
and selection choices.
Target your market segments for effective, tailored marketing
Strengthen the relationship between your strategic plan and
your marketing messages.
Develop marketing approaches that are driven by customer
need – current and future.
Determine your competitive edge in the health care
Questions for Discussion:
1. What are your organizational strengths and who knows about them?
2. Can your primary customers differentiate your services from those of your nearest
competitor? If so, how?
3. How can you capitalize on these areas of competitive difference?
4. Who is involved in determining the wants and needs of your customers and
potential customers.
5. What are the ways to effectively respond to local market demands while staying
aware of needs and capabilities of the entire organization?
6. In what ways are you using your staff, board, physicians and patients as key
members of your marketing team?
7. How do you determine the ROI of your strategic marketing efforts?
Material for Distribution:
Griffith, J. R., and K. R. White. 2006. “Marketing and Strategy.” In The Well Managed
Healthcare Organization, 6th Ed., Chapter 15. Chicago: Health Administration Press.
Additional Resources:
Boston Globe. 2004. “How to Shop for Healthcare: Hospitals Are Expanding Their
Markets by Selling Services Directly to the Public.” [Online article.]
Calhoun, J. G., J. Banaszak-Holl, and L. R. Hearld. 2006. “Current Marketing Practices
in the Nursing Home Sector.” Journal of Healthcare Management 51 (3): 185–202.
Thomas, R. K., and M. Calhoun. 2007. Marketing Matters: A Guide for Healthcare
Executives. Chicago: Health Administration Press.