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Grow Hospital Volume and Revenue with Employee Care

Marianne Aiello, for HealthLeaders Media, August 1, 2012

So Chestnut and his team, in conjunction with Richmond-based agency Neathawk Dubuque and Packett (ND&P), decided to roll out a campaign not only to encourage employees to schedule regular mammograms, but to schedule them at VCU.

"There are several compelling reasons for focusing on your own employees," says Susan Dubuque, president of ND&P.

Converting employees into patients is an easy way to grow volume (Dubuque uses the term "low-hanging fruit"), take care of your own, and create an internal sales force that will use first-hand patient experience to promote your organization to family and friends. 

You can also generate revenue. If your hospital is self-insured, you can curtail loss of revenue if your employees are going elsewhere for healthcare services.

The challenge

Before they created a campaign initiative, VCU and ND&P marketers looked into why more female employees were not receiving mammograms at their place of employment. The main problems they identified occur at many organizations:  a concern for privacy and a lack of awareness.

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1 comments on "Grow Hospital Volume and Revenue with Employee Care"


Todd (8/1/2012 at 5:16 PM)
Having more employees receive care at their own hospital may not necessarily be in the best interest of the hospital if less costly care can be had at non-US facilities like Bumrungrad or Sime Darby for example. Offshoring procedures will lower a US hospital's costs. You may think that sounds crazy but it is not.