You chose the hospice industry so you could care for people during the most vulnerable time of their lives. But, like any healthcare organization, to grow your business and help more individuals, you need to know how to market the value of your organization.
The question is: where do you start? Consider these crucial tips from Simione principal Lisa Lapin and director Wayne Regan, along with Netsmart director Stacie Stark to drive your organization’s growth today.
Here are just a few highlights from this highly popular webinar presentation. You don’t want to miss the great Q&A at the end.
In short, this webinar covered fundamental growth strategies every hospice agency can learn from.
Dive Deep into Growth Strategies (10:25): ”Other factors for growth could include a recognition of an underserved population in your space, or in a contiguous area, or a referral partner who is looking for help to solve a problem.”
Where are the market opportunities? (15:15) “After you’ve assessed your current service area, you’ll have a better understanding of whether or not you have an opportunity based on underserved population, or if your market is saturated with no additional need identified. If there is market saturation, then your efforts need to be focused on a strategy of either capturing more of your market or expanding outside of your current territory.”
Use data distributions to identify growth (21:40): “From the state hospice profile report, we can capture a large amount of data such as providers, percent of market share, distribution of hospice where care was provided, and you can develop opportunities with patients who died without hospice care. Looking at that distribution can assist you in identifying new opportunities for growth within your region.”
Create an integrated marketing plan (30:20) “An integrated marketing plan is key. Start by developing a coordinated effort of target marketing based on referral patterns and data. Then use that critical data in building your plan. Implement call volume practices. Recommended are 10 calls a day or 50 calls a week.”
Have a formula for success (31:00) “A team is only as good as the coaching, techniques and tools that you provide. When developing a business development team, you need to have a nine-part hospice formula for success. 1) know your value proposition 2) introductions in value added opening...”
Watch the full recording of the How to Drive Hospice Growth: New Strategies and Opportunities webinar here.