The Growth Channel

The latest innovations in market strategy and share competition

Word on the street is you're missing a word-of-mouth referral strategy

by Shaunté Ramsby May 19, 2016

When hospitals think about service line growth, word-of-mouth referrals (self-referring based on recommendation by another consumer) seldom come to mind. However, some programs are now rethinking the role of these informal referrals and putting forth a concerted strategy to engage past and existing patients as program ambassadors to emphasize their patient-centric environment.

The bariatrics service line offers a great case study for how a word-of-mouth strategy can boost your service development. These programs find that engaged patients are more likely to adhere to the major lifestyle changes necessary to achieve successful post-operative outcomes. As such, progressive programs prioritize the development and implementation of patient engagement tactics. Many of these patient engagement tactics promote word-of-mouth referral growth and can be applied broadly across most service lines.

Anne Arundel Medical Center’s Weight Loss and Metabolic Surgery Program is unique for its innovation in the use of patient ambassadors at non-traditional stages of the care continuum. Here are three lessons we learned from them.

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4 essential questions for a slam-dunk purchasing strategy

by Cynthia Tassopoulos May 12, 2016

Before Kobe Bryant dominated the news cycle in April with his NBA retirement, he dominated the 2011 news cycle for a decidedly different reason: receiving a progressive, cutting-edge sports medicine treatment known as Regenokine. His procedure spurred greater interest in Regenokine and similar biologic treatments, like Platelet Rich Plasma (PRP), among physicians and patients who wanted to be like Mike Kobe.

With this explosion of interest, many orthopedic programs have started wondering if they should get in on the biologics game so they can also tout the latest and greatest sports medicine treatments.

This mentality illuminates an ongoing challenge that planners and service line leaders struggle with: how can we make smart investments without being left behind on new trends?

Our answer: Before investing in new treatments or technologies like Regenokine and PRP, providers must critically evaluate how these investments align with their organization’s overall strategy, and, more importantly, how they align with health care’s new value-based environment. By adopting this evaluation-oriented mindset, providers can establish a purposeful and intentional investment strategy rather than a reactive one.

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Does your facility have the right set-up for telemedicine?

by Melissa Shumacher May 11, 2016

Good telemedicine room design can create the visual and audio clarity and accuracy needed for clinical examination. It can also establish a virtual connection where the patient-clinician interaction, not the technology, is the focal point. But strategic planners often overlook the importance of room design—often, they’ll just use a former storage area or convert an existing room into a telemedicine clinic room.

Given that telehealth reimbursement is often most favorable in hospital settings, we’ve identified the six key principles you need to keep in mind to create a workable clinical space.

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Want to grow your neuroscience program? Keep patients away.

Emily Brown April 27, 2016

For years, “teleneurology” has evoked thoughts of telestroke, hub-and-spoke networks, and technology for progressive institutions only. However, teleneurology is so much more, and it’s not just for large academic medical centers.

More and more providers are looking to telehealth to address gaps and challenges across the neuroscience patient care continuum, from intake and triage to chronic care management. Across all of the service offerings and models we’ve heard about, there’s one surprising theme that keeps popping up: increased capacity.

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Struggling to gain cardiology market share? A women's heart program might help.

by Sean Donohue April 25, 2016

The traditional approach to growth—investing in new technologies and expanding progressive procedure offerings—is increasingly at odds with current trends in CV reimbursement. Planners are instead turning their focus to new strategies in program branding and coordination to attract savvy new patients and set the stage for population health management.

From UCLA’s Barbara Streisand Women’s Heart Health Program to Mass General’s Corrigan Women’s Heart Program, top hospitals from coast to coast are implementing unique heart services positioned directly for women.

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The time for interventional radiology is now—get 3 tips for success

by Domenica Gilbert April 22, 2016

Drive growth by appealing to consumers. Manage costs while improving care quality. Execute on opportunities to thrive under value-based care. These are some of the key priorities that health systems are working toward right now. Interventional radiology (IR) programs can help organizations succeed on all three today. IR is a medical specialty that provides minimally-invasive image-guided procedures. By offering alternatives to more invasive and costly procedures, IR programs maximize quality, minimize cost, and appeal to consumers.

Our research team has studied providers at top IR programs across the country—and we’ve put together three key tactics to help you develop your IR program.

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How do consumers choose a surgeon? Depends on their acuity.

by Emily Zuehlke April 15, 2016

Our consumer choice surveys have explored how patients choose their PCP and specialists and what drives loyalty to a PCP. In our newest survey, we asked respondents how they prioritize care attributes when they need surgery. As it turns out, the acuity of their condition plays a big role in how they responded.

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AAOS: Time for orthopedics to jump on the value-based care bandwagon

by Sebastian Beckmann April 8, 2016

Navigating the transition to value-based care is now a top priority for orthopedic physicians, vendors, and strategic planners. That’s the message that our team received when we attended the annual meeting of The American Academy of Orthopaedic Surgeons (AAOS) a few weeks ago.

Read on to learn how these three stakeholders are responding to value-based initiatives to drive orthopedic value and growth.

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