June 2008 Newsletter

June Issue | 2008

Your CHG Newsletter has arrived! Here's what you will find in this issue:
In this issue, we discuss the external customer. Our employer customers provide a tremendous opportunity to create partnerships as we work together to enhance the overall health of their employees and the families affected by their health plans. Too often, the employer is overlooked as a key customer. This month, we address some strategies for targeting this forgotten customer, as well as ways to keep your employer programs strong in this soft economy. We’ll also feature a client in their efforts to develop loyal customers among their company clients and patients.

	Targeting the Forgotten Customer
	9 Strategies for Staying Strong in a Soft Economy
	In the Spotlight (Organization Goes for Top Marks)

Targeting the Forgotten Customer

U.S. employers are undoubtedly one of the most crucial customers for hospitals today, spending more than half a trillion dollars for health coverage every year. Struggling to contain skyrocketing healthcare costs, with premium hikes averaging 15 percent this year, businesses are eager to partner with providers that can help them decrease their expenses, increase their profits, enhance employee productivity, and bolster their competitive standing.

Market research indicates that employers today want:

One-stop shopping
Easy access to care and services
Value-added services
Satisfaction with health plans

Employers typically perceive quality to be consistent among hospitals and physicians. More than ever, they aggressively shop for partners that can help them proactively manage healthcare costs and get top value for their dollar. They also want long-term savings strategies and disease management programs that can give them a competitive advantage in worker retention and productivity. Finally, employers want to connect with providers that are interested and willing to work with them on both work and group health issues.

These employer expectations, which are even more challenging in a slow economy, are altering traditional thinking about occupational health services. The emerging trend is customer-focused relationship development and an inclusive package of differentiated services. Hospitals and clinics that may not have considered employer needs as a strategy in the past have an opportunity to approach business and industry in a way that says, “You and your employees are important, and we can make healthcare access easier and more cost-effective for you.”

Read the complete article >>

9 Strategies for Staying Strong in a Soft Economy

When the economy slows down, we all experience the pain: there are fewer calls from companies to expedite a new hire physical; the number of appointments drops off; and your staff starts to worry about the future of your business.

The challenge is what to do about the situation. How do you maintain the current level of business? How do you adapt to the shifting market so that you continue to provide a necessary service to your clients? How do you stay equipped to handle the upturn when it comes?

As we experience today’s softer economy, there are a number of important considerations for keeping your business strong and viable. Keeping your focus on nine basic strategies will ensure that your program continues to thrive.

Staying Viable in Uncertain Times

We’ve all heard the old adage, “The best defense is a good offense,” and that wisdom certainly applies to running a business during an economic downturn. In a soft economy, remember that your clients are feeling the downturn, too. You may lose customers as they pay more attention to whose services do, or do not, bring them value. It’s important to show them how you play a part in their long-term success.

Read the complete article >>

Announcements

Sign Up for Speaker’s Training Camp™!

If the thought of giving a presentation makes you shake in your boots, or if you often wonder how to keep the interest of your audience, we have a solution. CHG is pleased to offer Speaker’s Training Camp™, a proven program to help you and your team become more dynamic, persuasive and confident presenters. Learn more about this program and how to bring it to your organization!

- - - - - - - - - - - - -
CHG at Call Center Conference

The Twentieth Annual Conference of Physician Referral & Health Information Call Centers

Dates
June 11-13, 2008
Chase Park Plaza Hotel, St. Louis, MO

For More Information Click Here or Call 770-457-6106

- - - - - - - - - - - - -
Building Outpatient Referrals: A Sales Success Story

Dates
August 14, 2008
1:30 – 3:00 Eastern

Strengthen your sales function…

In a market saturated with competitors, BayCare Health System’s outpatient sales model has delivered strong growth in .referrals for outpatient imaging and ambulatory surgery. Hear how an outpatient referral development model built on professional sales concepts and best practices has enabled the system to build and retain volume.

Attend this webinar and learn how to:

View your market and customer environments to build a strong sales structure
Build a staffing model and infrastructure, with the right staff, training, and compensation incentives, to ensure consistent sales results
Plan and target your sales strategy
Utilize data mining and analysis with dedicated staff to ensure your sales team is in the field 90%+!

Proven case study examples grounded in research and best practices demonstrating what has worked along with lessons learned will be featured.

Presenters:
Carolyn Merriman, President
Corporate Health Group

Laurie Slater
Director, Ambulatory Services
BayCare Health System
Tampa/Clearwater, FL

Who should attend:
Healthcare marketing, physician relations, and business development professionals challenged with implementation or enhancement of outpatient referral development strategies.

In the Spotlight

Organization Goes for Top Marks
Client Spotlight

The OccuMed program at Bon Secours Hampton Roads in Norfolk, VA, has made customer service a high priority. Read on to learn about their quest to create loyal customers and how they "Strive for 5’s."

By Jackie Longworth, Director of Product Development, OccuMed program at Bon Secours Hampton Roads

Read more >>

Looking Forward to Our Next Issue:
Our Focus Continues on the Employer Experience

How to Make Your Program More Effective
Exploring Mixed-Use Clinics
Spotlight
Other tools and tips

To view all CHG newsletters, please click here
- - - - - - - - - - - - -

Share your feedback with us. What do you want to know more about? What are some of the issues you're facing? Your comments will help us zone in on the physician topics of interest to you as we prepare our next issue.