Healthcare Success

The first of a two-part guest article contributed by Pediatric Rheumatologist and healthcare thought leader Paul Rosen, MD, a regular contributor to our blog. Dr. Rosen identifies some of the key drivers in healthcare transformation, which might be seen as a field of landmines or opportunities. I was planning to write a piece on the […]

Advances in applied medical technology are rapidly outdistancing the ability for doctors, hospitals and healthcare communicators to explain “what’s new” to the typical patient. This is more than health apps, consumer gadgets and wearable devices. The ongoing challenges for medical communicators include: Because patients are better informed and more involved in their health and medical […]

It’s that time of the year when savvy healthcare marketing minds are thinking about budgets. Prudent fiscal management sets budgets annually, but reviews and adjusts monthly. If you’ve been faithful to that routine, you have a head start on planning and shaping your hospital or doctor marketing budget for the year ahead. But it’s not […]

Email marketing is a powerful healthcare marketing tool because it is relatively low cost, it’s quick and immediate, and nearly everyone uses it. That’s the easy part. The trouble is that it is increasingly difficult to do it right. The perfect email—one that is opened, read, acted upon and shared—is elusive. Frankly, devising an effective […]

With all the noise and ballyhoo that surrounds digital media these days, traditional media might seem like an incidental afterthought for healthcare advertisers. Facebook, Twitter and other social media tools are often the top-of-mind glamour options in a marketing mix, and broadcast/cable TV seem like media oldsters. Be careful. While Internet and online advertising is […]

From a top-level perspective, a well-conceived marketing plan expresses four key elements. If each component of your plan does not clearly and specifically answer these questions, synergy and success are at risk. Mindful that “performance precedes accountability by a narrow margin,” confirm the following for every item on the plan: WHEN will this occur? Create […]

If one minute of video is worth 1.8 million words, this video-based article offers up some useful ideas (and a little inspiration) in a bit more than 13 million word-equivalents. It’s also a legitimate business excuse to put your other work aside—call it healthcare marketing research—and become one of the 100 million Internet users who […]

The marketing and advertising idea defining a “Buyer Persona” is well known in the retail world, but it’s a relatively new—and increasingly important—concept for doctors, hospitals and healthcare providers. The nation’s healthcare delivery system is now consumer-centric and driven by informed and empowered “buyers.” Taking a page from the retail world, the consumer is thoughtfully gathering information […]

If you buy into all the stats, everyone with a smartphone, tablet, laptop and/or desktop computer is immersed in “the year of video marketing.” And that’s pretty much everyone. Marketing-smart professionals—from retail to health care providers and hospitals—recognize the potential power of the PLAY button to engage, convince and convert. Some of the often-quoted statistics […]

Hospital and medical marketing professionals have long respected women—especially the American Mom— as the chief family health care decision-maker. Perhaps you recognize these numbers: Women make approximately 80 percent of the healthcare choices in the family 85 percent: choose their children’s doctors 84 percent: take the kids to appointments 79 percent: ensure family members get […]

Sadly, we recently witnessed the sudden death of a good idea. As often happens within an office culture and politics in medical practices, a healthcare marketing idea was killed off before creativity had any chance at all. And the really tough part is that it was swept away for all the wrong reasons. In this […]

The day-to-day business of healthcare marketing—particularly for patient recruitment and clinical trials at hospitals and medical offices—hasn’t changed much…yet. But by many accounts, the much-heralded Apple Watch and the lesser-noticed ResearchKit are about to change healthcare research big time. And in the process, significantly streamline the often labor-intensive process of clinical trial marketing. Health and fitness is […]

Whether we know it or not—and whether we like it or not—nearly everyone is influenced by the human phenomenon of “social proof.” The term was coined long before the Internet arrived on your desktop and popularized social media. We can all thank psychology Professor Robert Cialdini for the label—he didn’t invent social proof, it seems […]

Future-thinkers who imagined “healthcare reform” as a move toward socialized medicine in the US may not have anticipated the weight of response from (previously) non-healthcare capitalists. The well-established chain of Whole Foods Markets has long been a grassroots evangelist for natural and healthy foods. And they may be another enterprise entry in the increasingly competitive healthcare […]

Competition in business is one course of study that is seldom taught in medical school. But it’s often the first thing we hear about when healthcare providers knock on our door looking for marketing help. You can list “competition”—or some offshoot consequence of same—as the leading reason why individual doctors, group medical practices, hospital executives […]

In the 50-plus years since David Ogilvy published the 20 most persuasive words used in advertising, his insightful vocabulary list remains amazingly appropriate and enduring today. Admittedly what you write for healthcare requires a more conservative approach than the hyperbole and open-field running that's allowed in the retail world. But these words can be engaging, […]

The advance billing for the Apple watch was typically Apple-superlative. Fueled by the enthusiasm of legions of brand evangelists, the initial buzz anticipated something “revolutionary,” “life-changing” and/or “breakthrough” for health and healthcare. Well… It turns out that the “innovative” health-and-fitness Apple Watch is more “fitness” than “health.” Version 1.0 is an admittedly stylish gadget that […]

What I like about this clever, little no-cost idea is that anyone can use it to communicate a marketing or branding message…although you’re actually away from the office. Frequently, Healthcare Success business takes me on the road and away from my desk. We consult with hospitals, medical practices and healthcare providers throughout the US, and […]

Editor Note: Veteran media supervisor Charlie DeNatale provides this case study about the dramatic role that television advertising has in an effective media plan. We’ve masked the client information, but for hospital and other healthcare advertisers this study illustrates the return from a balanced media mix of television with search and Pay-per-Click advertising. I’m reminded […]

[Marketing Minute Video Series] Healthcare Success CEO Stewart Gandolf interviews Senior Account Manager Janet Bowden. Marketing Minute from Healthcare Success features tips for marketing your medical practice or hospital. It’s a classic problem in a busy medical practice. Advertising gets the phone to ring. A new patient prospect is calling. And nobody told the front […]

Shortened Name Highlight’s Agency’s Record of Growing Healthcare Businesses Irvine, CA – March, 2015 – As the world of healthcare is ever-changing, Healthcare Success is changing with it and announcing its new name: Healthcare Success, a slightly shortened name that is emblematic of the company’s achievements in growing medical businesses. “Shortening our name just made sense. Our […]

Sadly, this tale is true. Hopefully, there’s a lesson to be learned and doctors and healthcare marketing professionals can be on guard. Here’s the story (and how to avoid being fleeced by a sleazy “marketing person.”) We’ve disguised the particulars, but this real-world case vividly illustrates the definition of “fleeced,” which is: “to obtain a […]

Healthcare’s harsh business reality is that no one can afford to underestimate or ignore the competition today. Download this free report: How to Win Patients Despite Intense Competition. The lingering legacy, however, is that many doctors rarely think of their professional colleagues as competition. There is a tendency for many physicians and surgeons to see themselves […]

[Marketing Minute Video Series] Healthcare Success Marketing Communications Manager Stephen Gregg, MBA, talks with CEO and Creative Director Stewart Gandolf. Introducing a new doctor in the practice by way of a notice to the media? Medical practices, groups and hospitals love to spotlight their doctors. But they often miss the boat with a “news release” […]

People don’t associate the All-American image of Columbus, Ohio, with marketing controversy. It’s just too wholesome for that sort of thing. Right? Having completed my undergraduate studies at Ohio State University, I’m practically a native. The public impression of this heartland state capital includes visions of fresh corn-on-the-cob at the Ohio State Fair, or live […]

Most hospitals and medical practices recognize that email plays an important role in nearly every marketing plan. For some, it’s a “heavy lifter” tactic that is used in support of many goals. In other situations, email supports larger strategies. We know from experience that—done correctly—email is a powerful marketing and advertising tool. Unfortunately, some plans […]

Competition in hospital and healthcare marketing—already a nightmare in many market areas—has a new player. And you probably didn’t see this one coming. Previously, we alerted readers to how big box retailers, CVS, Walgreens, and other health-related brands are repositioning themselves to carve out a larger and more active role in health care delivery. Now—seemingly […]

Much has changed in the couple of decades since Al Ries and Jack Trout—both highly respected marketing strategists—published The 22 Immutable Laws of Marketing. At the time, most hospitals didn’t have “branding” in their vocabulary, less than 10,000 websites existed on the still-emerging Internet, medical practices didn’t have a “marketing person,” and social media had […]

The Internet is video-rich. By some estimates, half of all the traffic online is in video format. And, healthcare marketing is increasingly embracing video as a means to effectively and efficiently tell its story. At nearly every point along the medical delivery continuum, hospitals, service lines and doctors’ offices can take advantage of the proliferation […]

Recent surveys have refined the profile of “Generation Y” and some of the things that healthcare marketing professionals should recognize about reaching the sometimes-elusive, and loosely defined, Millennial Generation include: When demographers say “Millennials” they mean… Census data has it that there are about 76 million millennials in the US—generally they are 18 to 32 […]

The elementary formula for success in healthcare marketing and advertising is to engage a prospective patient with a meaningful answer to their problem at the right time. The recipe sounds simple enough, but putting it all together…well, it’s complicated. Here’s how to organize your tools and build your marketing, advertising and promotional plan around the […]

Audience demographics can be a bewildering blizzard of data even for numbers-oriented healthcare marketing professionals. Thankfully there are several geo-demographic data shuffling companies that decode the raw data and transform it into understandable (and useful) market descriptions. One such outfit—Esri, based in New York—has distilled a ton of data into an easy to understand description […]

Today, nearly anyone with online access can see a doctor or healthcare professional immediately. No appointment, no travel, no waiting, no hassle. A computer, smartphone or tablet increasingly connects patients and providers via live, two-way video consultation—24/7/365. What’s more, the typical insurance co-pay is relatively low, and for some people, employers cover the cost. This […]

List this study as Required Reading for healthcare marketing professionals. The 2014 Survey of America’s Physicians: Practice Patterns and Perspectives is not only one of the largest physician surveys, it lives up to its self-description as “an unrivaled resource of information on today’s doctors for hospital and medical group executives, physician recruiting professionals, members of […]

The Internet assures me that “we look at our smartphones 150 times each day.” It must be true…I saw it on my smartphone. Look it up…I’ll wait. But seriously…three things collided on our healthcare marketing radar recently. Collectively and individually they are sharp reminders that if your plans and strategy are not “thinking mobile,” your […]

It never fails. Whenever I’m talking with a physician or medical marketing professional the frustrating topic of healthcare “competition” inevitably raises its ugly head. It’s inevitable because competition among providers, group practices and hospitals is increasing in intensity and healthcare reform has brought it to everyone’s doorstep. What’s more, it’s frustrating for several reasons. One […]

Sadly, clinical trial studies are often stalled before they begin. One of the fundamental challenges faced by hospitals, medical practices and healthcare research organizations that are engaged in clinical trials is the recruitment and retention of volunteer participants. In the study of the safety and efficacy of new medical drugs and devices, the solutions to […]

Cute puppies, zany cats and sensational sunsets are universally appealing on social media because they touch viewers’ emotions. Posting something that’s factual (on Twitter, for example) may be interesting, but include a photo (on Facebook), or a video clip (on YouTube), and you’re more likely to make a more memorable—and shareable—impact with the audience.   […]

As inspirational fuel for your medical marketing idea book, here’s a brief roundup of interesting items that popped up on our radar recently. Each has a “take-away” concept that a professional practice, hospital or medical group might adapt for local use. And please tell us about the creative ideas or success stories from your marketing, […]

A few years ago, the giant Pittsburgh-based health care system, UPMC, reinvented their public face, unveiling the logo, tag and color, UPMC: Life Changing Medicine. It’s the branding centerpiece to unify “its clinical, insurance and international and commercial services activities with one consistent message.” The healthcare branding challenge was considerable…and so was the budget. The […]

I’ve found that marketing for medical practices and hospitals works best when everyone in the organization is “all in” on the effort. Unfortunately, that’s not always the case. Within any healthcare organization, regardless of the size, some people can (and often do) have competing attitudes about marketing. Nevertheless, the role of marketing is increasingly vital […]

With over 31,000 health and wellness mobile applications already available, you might think the marketplace is saturated. But wait. Apple—you know, the iPhone folks—just arrived at the techno party. And we’ll bet bagels to bytes that an Error Code will be flashing on your healthcare marketing plan. This week the consumer products icon revealed part […]

Strictly speaking, Dr. Eric Topol is not a marketing person, but—in addition to being an eminent American cardiologist—we have to regard him as a futurist. His view of what’s ahead in medicine and healthcare delivery will impact how doctors, hospital administrators and communications professionals will be doing their job in the near future. Beyond his […]

In the time it takes to read this post, every doctor, administrator and healthcare communications pro will have a mental list of a dozen ways to "explain things" using Adobe’s innovative new iPad app, Voice. It’s an easy to use, “storytelling” tool for creating engaging and informative “explainers” --animated multimedia videos--in minutes. And it just […]

The confusion is common…and somewhat understandable. Just as patients cannot easily evaluate and compare surgeons, it can be difficult for provider management to understand the differences among marketing companies. From a distance, a health care marketing consultant, a medical marketing company, a healthcare advertising agency (and a bunch of similar labels) can all appear to […]

Your periodic SWOT Analysis (Strengths, Weaknesses, Opportunities, Threats) is an excellent self-evaluation tool that every medical practice can use to maintain a steady strategic course. A classic, but easily cured, problem with SWOT is that it’s not used often enough. For a group practice, hospital or health system, we recommend looking at these significant issues […]

Some fundamental business ideas deserve repeating: Successful marketing—and practice growth—begins with taking care of existing customers/patients first. Growth-minded healthcare organizations often assume that business development is exclusively a matter of bringing new people through the door. Previous or existing patients—customers who have already crossed your threshold—are taken for granted, mentally considered “a done deal,” or […]

The broad category of healthcare and hospital advertising is generally improving all the time. Savvy marketing and communications professionals are tuned-in to effectively reaching the increasingly aware and empowered healthcare consumer with high quality, creative messages. But…amid volumes of “good stuff” we find some classic clunkers. It’s painful to see precious resources wasted on full-color […]

Just the other day, the esteemed Doctor Leonard McCoy * was telling me that medical tricorders—the TR-560 or other models—have been common Starfleet equipment as early as the 22nd century. “The anachronistic and crudely elementary stethoscope,” Dr. McCoy grumbled, “will rarely be found outside of a few private collections.” We’re reluctant to contradict a respected […]

All too often marketing professionals unintentionally alienate one of the largest (and most financially significant) target audiences, the over-50 crowd. Maybe they didn’t mean to, but the 30-something marketing person just doesn’t have a clue about the true mindset of the 50-, 60- or 70-something person they want to reach. We see this frequently when […]