Earlier this week we met with a new business prospect and were pleased to learn that both companies had experience in the healthcare industry. †Some of ddm’s experience carried into marketing for physician practices, which was new territory for our prospective client. †We shared some of our insights during the meeting and went on our way with instructions to develop some ideas for their consideration.
The next evening (yes, it was well past traditional business hours, but we are a service business) the prospect called me. He shared a story about how he met that day with a group of physicians to discuss some ideas about their facilities. †During the meeting, he reiterated to the physicians some of the points from the previous day’s meeting with ddm. †The physicians were so impressed with his knowledge of their current market conditions that they approved a $30,000 project on the spot! †Our prospect said, “We’ve worked with another marketing firm for several years and never got the kind of input to help our business that you provided yesterday. †We look forward to working with you.”
Why did the physicians respond so favorably? †The simple answer is that our prospect displayed knowledge of their challenges and sensitivity to the physicians’ perspective. †Most doctors are extremely intelligent, which often leads them to think that they are “experts” at everything. †Most practices, however, have not been previously challenged by the dynamics of the current economic climate. †A resource who understands the uncertainty caused by this situation and who can also be respectful of the doctors’ intellect is unique. Both physicians and practice administrators are open to working with firms that understand the unusual culture of medical practices. †At ddm, that understanding helps many of our clients, as evidenced by this budding new relationship, which can only help our company, as well.
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Mike McCarthy
