Sales and Marketing Case Story:
Provider Scales Rapidly to Meet Needs During the COVID-19 Pandemic

Summary

Growing from a 300 person, 3 location operation to a 900 person, 10 location one is difficult enough. Doing it in 2 years and during a pandemic is a whole other story. We managed both marketing and market development to accelerate the patients per day (PPD) of the new facilities to support a successful exit.

Strategies and Tactics:

Sales and marketing strategy, team recruitment & onboarding, training development, web development, SEO strategy, media and municipality relations, digital marketing, email, SMS, surveys, contact management, data, and reporting

Story:

In 2020, our client, a 3 facility private practice emergency medicine was trying to adapt to the marketing and communications challenges of the pandemic. They wanted to communicate their high effectiveness in helping alleviate emergency rooms and provide robust care coordination for infected and at-risk patients. They also were targeting 7 new locations over the next year, a task they had the operational excellence to achieve.

We immediately began an SEO analysis to understand the current journey of those researching care and prevention. This led to us working with multiple Florida municipalities to share best practices in communicating what facilities were available to help citizens. This led to a rapid uptick in PPD. We worked closely with operations, IT, and the customer experience departments to put in place communications and processes to optimize our ability to effectively serve 3 times our normal traffic, while retaining a high satisfaction rating (89% NPS)

We then spent the next several months recruiting and onboarding sales and marketing individuals, developing sales and marketing campaigns, optimizing digital ads, creating new materials to cover the preventative treatment options, overseeing phone call campaigns, and developing data reporting dashboards for quality and sales. By the end of 2022, the current and new facilities were operating at an efficiency level high enough that they were able to sell the IP and perform a successful transfer of management. We supported the communication part of the process to achieve a high rate of employee retention.