What Cardiovascular Marketers Can Learn from Apple’s New CEO

August 26, 2011

Internal communications seem to be more critical than ever.

If you’re like most health care marketers I know, you’re spending more time lately on strategies that will strengthen things like “employee engagement,” “physician alignment,” and “internal brand ambassadors.”

A strong organizational culture certainly plays a growing role in patient satisfaction. Yet, it often seems getting buy-in on corporate mission statements, vision statements and value propositions is tougher than ever. Why is that? Are people more cynical these days? Are they tired and stressed in today’s challenging economy? Probably. Yet, I also can’t help but wonder if we communicators aren’t making things too complicated, especially in times of change.

That’s why I find the new CEO of Apple’s message to employees refreshing. As widely reported, Steve Jobs, Apple’s highly regarded, innovative-genius CEO, stepped down this week due to health concerns. By all accounts, Jobs leaves big shoes to fill, and if I were the new guy, I would have some trepidation. I would have equal trepidation if I were the person who had to help the new guy write his first message to the employees. However, I think the folks at Apple did a great job. Here’s the first e-mail to employees from Tim Cook, Apple’s new CEO:

Team:

I am looking forward to the amazing opportunity of serving as CEO of the most innovative company in the world. Joining Apple was the best decision I’ve ever made and it’s been the privilege of a lifetime to work for Apple and Steve for over 13 years. I share Steve’s optimism for Apple’s bright future.

Steve has been an incredible leader and mentor to me, as well as to the entire executive team and our amazing employees. We are really looking forward to Steve’s ongoing guidance and inspiration as our Chairman.

I want you to be confident that Apple is not going to change. I cherish and celebrate Apple’s unique principles and values. Steve built a company and culture that is unlike any other in the world and we are going to stay true to that—it is in our DNA. We are going to continue to make the best products in the world that delight our customers and make our employees incredibly proud of what they do.

I love Apple and I am looking forward to diving into my new role. All of the incredible support from the Board, the executive team and many of you has been inspiring. I am confident our best years lie ahead of us and that together we will continue to make Apple the magical place that it is.

Tim

One of the smartest communicators I know says every message should do three things:

  • break through
  • ring true
  • make people like you

I think Cook’s e-mail does all that and more. It’s positive, reassuring and easy to understand. Most of all, it seems genuine, personal and human. It sounds like a letter from a friend, avoiding  “corporate speak.” I’m filing this away as a great example. What do you think?

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A Point of View on Physician Communication Programs for Cardiovascular Marketers

May 20, 2011

Economic pressure, technology mandates and looming questions about health reform make physician engagement more challenging than ever.

Hospital/physician business models are changing too.

More than half of physician practices in the United States are now hospital-owned, and that number is expected to continue to rise as health systems examine the establishment of successful Accountable Care Organizations and physicians look for relief from practice management stress and greater work/life balance.

More employed physicians doesn’t necessarily make physician relations easier. In fact, the politics of building relationships to support employed physicians and maximizing the hospital’s investment can be quite challenging.  And, health systems can’t automatically assume that employed physicians are referring all of their patients to their hospitals. That loyalty has to be earned.

Getting Started

Whether the audience is owned or independent physicians and whether the objective is recruitment or training, physician engagement programs must be presented as win/win propositions.  In order to be willing to invest their time, physicians must be able to recognize clear benefits such as:

  • Education about hospital services that will improve patient care
  • Education about hospital updates that will affect their daily work
  • Assistance in practice improvements
  • Resources for identifying challenges/solving issues
  • Help in networking

Balancing Personal Interaction with Time Demands

In many ways, a personal meeting is still the most powerful tool for physician communication. Kicking off a new program with an in-person meeting is ideal, when possible, because it can build trust and stimulate immediate engagement.

Keys for success include:

  • Structuring the meeting as a dialogue vs. a monologue
  • Allowing for questions and allowing physicians to have a role in guiding the conversation
  • Positioning the program as an information resource that will result in tangible benefits
  • Being clear and succinct
  • Providing networking opportunities

Leveraging Technology

While in-person interaction is ideal, it’s not very realistic over the life of a program. Demands on physicians’ time are greater than ever before. But the good news is that physicians are also embracing technology at greater rates than in the past.

A full 72 percent of U.S. physicians now use smartphones, according to Manhattan Research’s Taking the Pulse report, which tracks physician adoption rates of various information technologies. And they are also increasingly comfortable with using tablets, such as iPads for electronic medical records, etc.

Arguably, this collision of time challenges and technology adoption should drive the strategy for most physician engagement programs of the future — especially those that include a multi-phase curriculum or other messages that must be delivered over time. Digital channels allow for personalization, flexibility in consuming messages and potentially completing assignments on a physician’s own terms. Key tactics to consider:

  • An online physician portal
  • An intranet by department, service line or individual hospital
  • A private Facebook or LinkedIn group to promote group discussions and updates
  • A mobile app that can be updated with new modules as appropriate
  • Personalized e-mails with short messages about particular program components and links to appropriate resources
  • Text message updates
  • Printed materials, e.g., overview brochure and “sell sheets” for various topics to augment online tools. All printed pieces should be succinct, quick reads that are easy to scan.

How are your physician engagement strategies changing with the times?

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The Importance of Mentoring For Cardiovascular Marketers

November 17, 2010

HumanBeingManual: Always look for teachers, mentors, people who inspire, role models. Life will never get boring or hopelessjoemd

Looking at my Twitter feed last week, and the above entry from joemd, a physician I follow, was at the top of the list.  What a great sentiment.

It probably jumped out at me even more because I recently spent two incredible days at the Griffiths Leadership Society for Women’s fall conference.  The Griffiths Society was established at the University of Missouri, my alma mater, in 2005.  The Society uses mentoring relationships and workshops to enhance members’ leadership skills and promote personal and professional development.

The theme of mentoring was evident throughout the conference, starting with an opening address by Dr. Anne Deaton, adjunct faculty member at the University.  Dr. Deaton talked about the importance of mentoring throughout our personal and professional lives.  She talked about four types of mentors:

  1. Formal Mentors – those people with whom we are officially paired, often through a workplace or organization
  2. Informal Mentors – people with whom we develop less “official” relationships yet we often turn to them for advice or benefit from using them as a sounding board.
  3. Anonymous Mentors – people we observe from afar.  We may never meet them in person, but nonetheless we learn from watching their actions.
  4. “Book Bound Mentors” – Dr. Deaton introduced the idea of choosing someone to read about for an entire year, immersing yourself in the person’s life and learning from his or her journey.

It occurs to me that while mentoring is important to each of us on an individual level, it also has great application in our collective lives as cardiovascular marketers.  I have had many mentors over the years – colleagues, clients, physicians – the list goes on.

There are so many things we can learn from each other that can benefit each of us in a non-competitive way.  To that end, I have started a new group on LinkedIn that is called Cardiovascular Marketing.   It is designed to become a forum for questions and discussion of various issues that we face as cardiovascular marketers. My hope is that valuable mentoring can occur among the members of this group as we all strive to enhance our respective organizations.

Please join us.  Just go to LinkedIn and search for Cardiovascular Marketing in the Groups section or click on the link above.  If you have any specific questions, please contact me either through this blog or by e-mail at jrobinson@kuhnwitt.com

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Making Your Employees Online Ambassadors For Your Cardiovascular Marketing Brand

August 6, 2010

Lately, a few savvy brands have lightened up a little regarding employees’ activities on the social web.

We’ve all heard cautionary tales, and truly, there have been some amazing indiscretions.  Who could forget the story of bored nurses on the night-shift (at a hospital that shall remain unnamed here) posting pictures of themselves with sleeping patients in compromising positions?

However, as it seems that most employees have “gotten the message,” so to speak, about appropriate online behavior, some organizations are moving into a new era:  actually encouraging and actively looking for ways for employees to use social media both personally and professionally.

Here are a few pointers from managers and employees using the modern-day Internet in brand-friendly ways.

1. Don’t issue too many orders.

  • There seems to be a shift away from prohibitive internal codes of conduct and toward more encouraging, educational practices.
  • Managers are seeing less need to specifically tell employees to refrain from discussing business online.  Instead, they’re telling employees to be open and communicative about the brand when using social media.
  • In addition to being told what not to do online, employees don’t want to be told they have to post or tweet about the company unless it’s a specific part of the job they perform.

“That would be very strange and awkward and not nice at all,” said one typical employee.

  • Business process consultants say that employees have a pretty good idea of how to handle themselves online.  (In some cases, they probably know more about appropriate online behavior than the bosses do.)
  • Ultimately, letting employees know that tweeting about the company is encouraged and letting them make their own decisions is the best policy, say respondents to a recent business survey.

“At [company name], we’re encouraged to tweet if we want to,” said one employee. “We don’t have a formal policy; people tend to have decent judgment.”

2. Give Employees Resources.

  • Employees express a desire to have permission rather than ask forgiveness for their social media activities, so it may be critical to give them resources and education.

One user said, “My employer… doesn’t tell me what to tweet but does provide all managers with great Twitter resources to educate people on how to benefit from tweeting, show that the company supports it and provide clarity on what is appropriate.

  • A good way to think about providing good tools for your employees is to ensure that you have as many proactive statements as prohibitive ones in any documents or guidelines you issue; the DOs and DON’Ts columns should be equal, with the DOs holding the advantage whenever possible.

3. Give Your Internal Fans a Voice Online

  • Every organization will have a certain number of employees who truly embody the brand and the company culture. When you find those individuals, recognize them by inviting them to be part of your company’s social media activity.
  • For these employees, contributing to the company’s blog or Twitter account or maintaining a separate but related social media presence can be beneficial for all parties involved. The employee builds a greater external network and strengthens his contribution internally; the company benefits by having a relatable, responsive, on-brand face as another facet of its social media presence.
  • Your employees are people “who see themselves as individuals and who are living a brand of their own making,” writes Interbrand’s Alexander Rauch.

“The question boils down to this: If a brand is supposed to give customers something to identify with and add meaning to their lives, shouldn’t helping employees express themselves as individuals help the brand as well?”

The theory is that In allowing the brand-employee relationship to flow in both directions, you accomplish that most important objective: true engagement. And in doing so, you create advocates who understand and promote the brand in ways that you could never achieve through top-down directives alone. Moreover, the brand itself is invigorated by fresh perspectives in a trickle-up model.

What do you think?  Is healthcare ready?  Let me know.

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