Marketing Your Marketing


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Marketing Your Marketing

  1. 1. Marketing Your Marketing and PR Effort Dan Dunlop NESHCo Webinar Wednesday, April 15
  2. 2. Adding a Step to the Process <ul><li>Step #1 - Producing and distributing the marketing and PR </li></ul><ul><li>Step #2 (often ignored) - Promoting your marketing efforts within your hospital and within the industry; and then leveraging those industry activities </li></ul>
  3. 3. Why is Step #2 Often Ignored? <ul><li>This step takes additional time; and who has extra time? </li></ul><ul><li>The “to do” list is never complete </li></ul><ul><li>Modesty and a distain for self-promotion (interesting for marketers) </li></ul><ul><li>A lack of understanding about what “marketing your marketing” does for the institution. </li></ul><ul><li>Lack of know-how </li></ul>
  4. 4. If you don’t market your department’s good work, it is not likely that anyone else will.
  5. 5. It is time to consider yourself (and your department) a client. Ask yourself how much energy you devote to marketing your department?
  6. 6. You Tell Me, Why Market Your Marketing and PR Efforts? <ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul>
  7. 7. Who Should We Target When Marketing our Marketing? <ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul>
  8. 8. How Do You Currently Market Your Marketing and PR Efforts? (Tell us about your best practices.) <ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul><ul><li>_________________________________ </li></ul>
  9. 9. The Philosophy <ul><li>Many within healthcare organizations do not understand the value or contribution of marketing and public relations </li></ul><ul><li>Much of what we do as marketers goes unseen </li></ul><ul><li>Through our actions, we add stature to the organization’s brand </li></ul><ul><li>We bring value to the organization </li></ul>
  10. 10. The Philosophy continued… <ul><li>It is not enough to just produce our marketing products; we need to leverage the end result </li></ul><ul><li>We need to better merchandize our marketing with internal constituents and key stakeholders </li></ul><ul><li>We need to create more value for the marketing function and develop better informed brand ambassadors </li></ul>
  11. 11. The Benefits of this Approach <ul><li>Enhanced stature and visibility for your organization </li></ul><ul><li>Enhanced stature for the marketing department </li></ul><ul><li>Greater recognition for your department </li></ul><ul><li>These are career-building activities that will build your resume </li></ul><ul><li>Marketing will be more effective with better informed brand ambassadors </li></ul>
  12. 12. You’ve Created an Ad, Campaign, Commercial, or some other Product. What’s Next? <ul><li>Several Steps to the process: </li></ul><ul><li>Do the initial work </li></ul><ul><li>Tell stakeholders you’ve done the work </li></ul><ul><li>Solicit recognition for the work </li></ul><ul><li>Celebrate and market recognition/results with stakeholder and constituents </li></ul>
  13. 13. Rollout the Work Internally <ul><li>Departmental rollout kits </li></ul><ul><li>Campaign launch parties </li></ul><ul><li>TV commercials on TV monitors </li></ul><ul><li>Ads framed in departments </li></ul><ul><li>Campaigns/ads featured in newsletters </li></ul><ul><li>Posters throughout the hospital </li></ul><ul><li>Email blast to managers/employees </li></ul><ul><li>Presentation to department heads </li></ul><ul><li>PDFs of press releases and online hits </li></ul><ul><li>What else? </li></ul>
  14. 14. Merchandizing Your Work Internally
  15. 15. Merchandizing Your Work Internally
  16. 16. Tell Your Story within the Industry & Build Brand Stature (And do some career building while you’re at it!) <ul><li>Pitching/submitting your campaigns </li></ul><ul><li>Writing articles or expert columns </li></ul><ul><li>White papers </li></ul><ul><li>Blogging </li></ul><ul><li>Presenting at Conferences </li></ul><ul><li>Hosting roundtable discussions or webinars </li></ul><ul><li>Judging industry awards competitions </li></ul><ul><li>Winning industry awards competitions </li></ul>
  17. 17. Getting Your Work Profiled in National Publications <ul><li>Get to know the editors through their work </li></ul><ul><li>Build relationships with editors </li></ul><ul><li>Become a resource </li></ul><ul><li>Enter national awards competitions </li></ul><ul><li>Work far ahead </li></ul><ul><li>Work two or three story ideas at a time </li></ul>
  18. 18. Healthcare Marketing Report <ul><li>Richard Cohen, editor </li></ul><ul><li>Two options: guest column or story pitch </li></ul><ul><li>Pays attention to what wins Healthcare Advertising Awards </li></ul><ul><li>Likes advertising </li></ul><ul><li>Cohen03 @ </li></ul>
  19. 19. Healthcare Marketing Report
  20. 20. Healthcare Advertising Review <ul><li>Kandace McLaughlin, Editor </li></ul><ul><li>kmclaughlin @ </li></ul><ul><li>781-639-1872 ext. 3335 </li></ul><ul><li>Likes integrated campaign stories </li></ul><ul><li>Extensive 4 to 7 page color profiles </li></ul><ul><li>Submission form (fax) </li></ul>
  21. 21. Healthcare Advertising Review
  22. 22. HealthLeaders Media Marketing Weekly <ul><li>Weekly eZine </li></ul><ul><li>Very brief story </li></ul><ul><li>Kandace McLaughlin & Gienna Shaw, editors </li></ul>
  23. 23. HealthLeaders Media <ul><li>Publications covering a range of topics </li></ul><ul><li>H ealthLeaders magazine, Gienna Shaw, editor </li></ul><ul><li> </li></ul><ul><li>HealthLeaders Media Community & Rural Hospital Weekly (eNewsletter) </li></ul><ul><li>HealthLeaders Media Marketing Weekly (eNewsletter), Kandace McLaughlin & Gienna Shaw, editors </li></ul><ul><li>QualityLeaders - weekly eNewsletter; Maureen Larkin, editor </li></ul><ul><li>Also do a ton of Webinars </li></ul>
  24. 24. Marketing Health Services <ul><li>Bill Gombeski, editor </li></ul><ul><li>Bill.gombeski @ </li></ul><ul><li>American Marketing Association publication </li></ul><ul><li>Focuses on emerging issues </li></ul><ul><li>Like to have measurable results </li></ul><ul><li>Feature articles 3,500 words; columns 1,600 </li></ul><ul><li>Writer’s guideline online </li></ul>
  25. 25. Spectrum Newsletter <ul><li>SHSMD publication, bi-monthly </li></ul><ul><li>Invites article submissions </li></ul><ul><li>Two color publication </li></ul><ul><li>1,000 to 1,500 words preferred </li></ul><ul><li>Karen Porter, managing editor </li></ul><ul><li>312-422-4579 or kporter @ </li></ul><ul><li>Typical submission deadline: July 1 for September/October issue </li></ul>
  26. 26. Marketing Healthcare Today <ul><li>Campaign Submission form online </li></ul><ul><li> </li></ul><ul><li>Look for unique healthcare marketing projects / campaigns </li></ul><ul><li>Melinda Lucas, Executive Editor </li></ul><ul><li>Randy Lucas, Publisher </li></ul>
  27. 27. Marketing Healthcare Today
  28. 28. Healthcare Strategy Alert <ul><li>Published by Forum for Healthcare Strategists </li></ul><ul><li>Send submissions to [email_address] </li></ul><ul><li>Editor Debbie Reczynski - [email_address] </li></ul><ul><li> </li></ul>
  29. 29. Get Publicity, Then Leverage It! <ul><li>Getting the initial media hit is just the first step. The real value comes in leveraging the coverage. </li></ul><ul><li>Target key constituents and stakeholders </li></ul>
  30. 30. Get Publicity, Then Leverage It! <ul><li>Tactics for leveraging publicity: </li></ul><ul><li>PDFs of coverage/articles emailed to internal constituents and stakeholders </li></ul><ul><li>Articles in internal newsletters </li></ul><ul><li>Press releases to local media (Hospital X Ad Campaign Profiled in National Publication) </li></ul><ul><ul><li>And post press release on your website </li></ul></ul><ul><li>Frame articles and display with pride </li></ul><ul><li>PDFs of articles for download on Intranet and Website </li></ul><ul><li>Include in annual marketing “year in review” </li></ul><ul><li>What else? </li></ul>
  31. 31. Get Publicity, Then Leverage It!
  32. 32. White Papers <ul><li>Great use of unpublished articles </li></ul><ul><li>Share with internal audiences </li></ul><ul><li>Post on website </li></ul><ul><li>Share with industry colleagues </li></ul><ul><li>Distribute at roundtables </li></ul><ul><li>Fodder for future articles </li></ul>
  33. 33. Winnings Awards For Your Work <ul><li>Why enter awards competitions? </li></ul><ul><li>Which awards? Developing an awards strategy </li></ul><ul><ul><li>Industry specific? </li></ul></ul><ul><ul><li>National, local, regional? </li></ul></ul><ul><li>Beyond winning. Leveraging results. </li></ul><ul><ul><li>Press release </li></ul></ul><ul><ul><li>Internal communication </li></ul></ul><ul><ul><li>Internal merchandizing </li></ul></ul>
  34. 34. How to Win Awards <ul><li>Experience is the best teacher </li></ul><ul><li>Enter the right competitions </li></ul><ul><li>Enter the right work </li></ul><ul><li>Enter the right category </li></ul><ul><li>Review past winners </li></ul><ul><li>Write winning entries </li></ul><ul><li>Pay attention to the submission guidelines </li></ul>
  35. 35. Healthcare Advertising Awards <ul><li>Presented by Healthcare Marketing Report </li></ul><ul><li>25 years </li></ul><ul><li>February early Deadline </li></ul><ul><li>Numerous hospital and health system categories </li></ul><ul><li>$40 entry fee, $75 campaigns </li></ul><ul><li> </li></ul><ul><li>Should you enter? </li></ul>
  36. 36. Aster Awards <ul><li>Marketing Healthcare Today magazine </li></ul><ul><li>Healthcare specific </li></ul><ul><li>Categories for hospital sizes </li></ul><ul><li>Late February deadline </li></ul><ul><li>$45 single entry, $70 campaign or series </li></ul><ul><li>No case studies required </li></ul><ul><li> </li></ul><ul><li>Should you enter? </li></ul>
  37. 37. HealthLeaders Marketing Awards <ul><li>May submission </li></ul><ul><li>$195 per entry </li></ul><ul><li>Categories by hospital size </li></ul><ul><li> </li></ul><ul><li>Should you enter? </li></ul>
  38. 38. National Health Information Awards <ul><li>Presented by the Health information Resource Center </li></ul><ul><li>End of April deadline </li></ul><ul><li>Hospital/Health Care System division </li></ul><ul><li>Patient education and consumer decision-making classifications </li></ul><ul><li>$49 to $69 per entry </li></ul><ul><li> </li></ul><ul><li>Should you enter? </li></ul>
  39. 39. Your Local SHSMD Affiliate <ul><li>IN NC & SC it is CHPRMS and the Wallie and Silver Tusk Awards </li></ul><ul><li>Compete against regional peer institutions </li></ul><ul><li>Get recognition within the region or state </li></ul><ul><li>Sometimes harder to win than national awards </li></ul>
  40. 40. eHealthcare Leadership Awards <ul><li>Presented by eHealthcare Strategy & Trends </li></ul><ul><li>Healthcare specific </li></ul><ul><li>June deadline </li></ul><ul><li>Numerous healthcare categories </li></ul><ul><li>$70 per entry (hospitals) </li></ul><ul><li>Best site design, best interactive site, best health content, best newsroom, best web 2.0, etc. </li></ul><ul><li> </li></ul>
  41. 41. The Global Awards <ul><li>Healthcare specific </li></ul><ul><li>“ The World’s Best Work in Healthcare Communications” </li></ul><ul><li>An International Awards Group Competition </li></ul><ul><li>Definitely international </li></ul><ul><li>May deadline - early entry </li></ul><ul><li>$295 single entry, $495 campaign, $645 integrated </li></ul><ul><li> </li></ul><ul><li>Should you enter? </li></ul>
  42. 42. SIAA <ul><li>Service Industry Advertising Awards </li></ul><ul><li>Hospital and health system categories </li></ul><ul><li>TV, newspaper, radio, magazine, PR campaign, new media, etc. </li></ul><ul><li>November early deadline </li></ul><ul><li>$40 single, $70 campaign </li></ul><ul><li> </li></ul><ul><li>Should you enter? </li></ul>
  43. 43. Telly Awards <ul><li>Highly respected, 30 years </li></ul><ul><li>Television and video focus </li></ul><ul><li>Categories include Health & Wellness, Hospitals under 200 beds, Hospitals over 200 beds and Not-for-Profit </li></ul><ul><li>Entries do not compete against each other </li></ul><ul><li>December early registration </li></ul><ul><li>$60 single entry, $150 campaign </li></ul><ul><li> </li></ul>
  44. 44. The Davey Awards <ul><li>Presented by the International Academy of Visual Arts </li></ul><ul><li>Includes print, commercials, video, online marketing, radio, etc. </li></ul><ul><li>August 1 entry deadline </li></ul><ul><li>$85 single, $150 campaign, $260 integrated mixed media campaign </li></ul><ul><li>A competition for smaller firms: agencies under $20 million </li></ul><ul><li>Categories include Healthcare, Hospitals, Green/Eco-Friendly </li></ul><ul><li> </li></ul>
  45. 45. National Mature Media Awards <ul><li>Presented by the Mature Market Resource Center </li></ul><ul><li>Sponsored by the National Association of Area Agencies on Aging </li></ul><ul><li>Primary target must be a 50+ audience </li></ul><ul><li>Healthcare specific categories </li></ul><ul><li>Entries begin in February </li></ul><ul><li> </li></ul>
  46. 46. Videographer Awards <ul><li>Judged by the Association of Marketing & Communication Professionals </li></ul><ul><li>Focus on TV and video </li></ul><ul><li>Entries not judged against each other </li></ul><ul><li>Hospital and physician categories </li></ul><ul><li>May deadline; $75 entry fee </li></ul><ul><li>www. videoawards .com </li></ul>
  47. 47. The Communicator Awards <ul><li>Sanctioned by the International Academy of Visual Arts </li></ul><ul><li>$60 single entry, $135 campaign </li></ul><ul><li>November deadline </li></ul><ul><li>Categories include Health & Wellness, Hospitals under 200 beds, Hospitals over 200 beds </li></ul><ul><li>Wide array of categories including interactive, audio, video and print </li></ul><ul><li>November deadline </li></ul><ul><li> </li></ul>
  48. 48. Marcom Awards <ul><li>Presented by the Association of Marketing & Communication Professionals </li></ul><ul><li>No healthcare of hospital category </li></ul><ul><li>221 marketing categories </li></ul><ul><li>$60 single, $100 campaign </li></ul><ul><li>Deadline September </li></ul><ul><li> </li></ul>
  49. 49. Hermes Creative Awards <ul><li>Presented by the Association of Marketing & Communication Professionals </li></ul><ul><li>No healthcare category </li></ul><ul><li>Late April deadline </li></ul><ul><li>Scored entries </li></ul><ul><li>$50 single, $100 campaign </li></ul><ul><li> </li></ul>
  50. 50. Ava Awards <ul><li>Related to MarCom Awards </li></ul><ul><li>Association of Marketing & Communications Professionals </li></ul><ul><li>International </li></ul><ul><li>Audi-Visual production </li></ul><ul><li>October deadline </li></ul><ul><li>$60 per entry </li></ul><ul><li>Healthcare and Hospital categories </li></ul><ul><li> </li></ul>
  51. 51. The Mobius Awards <ul><li>Founded in 1971 </li></ul><ul><li>Originally the US Television Commercials Festival </li></ul><ul><li>Now included radio, print and package design </li></ul><ul><li>Healthcare categories include hospitals, medical offices, rehab facilities, assisted living and surgery centers </li></ul><ul><li>Entry deadline October 1 </li></ul><ul><li> </li></ul>
  52. 52. American Business Awards <ul><li>The Stevies </li></ul><ul><li>End of March deadline </li></ul><ul><li>No healthcare category </li></ul><ul><li> </li></ul>
  53. 53. The Stevies for Women in Business <ul><li>The Stevies for Women in Business </li></ul><ul><li>End of August deadline </li></ul><ul><li>No healthcare category </li></ul><ul><li> </li></ul>
  54. 54. The Blingy Awards <ul><li>Excellence in TV, Video, Film Web & Multimedia </li></ul><ul><li>August deadline </li></ul><ul><li>$50 single entry, $130 per campaign </li></ul><ul><li>Health & Wellness, Hospital,Healthcare (non-hospital) categories </li></ul><ul><li> </li></ul>
  55. 55. The Gracies <ul><li>American Women in Radio & Television </li></ul><ul><li>Entries must be for women, by women </li></ul><ul><li>Commercials of interest to women and families </li></ul><ul><li>Public affairs programs, commercials, news feature, public service announcement </li></ul><ul><li>$175 to $195 per entry </li></ul><ul><li> </li></ul>
  56. 56. Mercury Excellence Awards <ul><li>PR Awards </li></ul><ul><li>Some healthcare categories </li></ul><ul><li>$220 or $260 per entry </li></ul><ul><li>November deadline </li></ul><ul><li>Each entry judged on its own merits </li></ul><ul><li> </li></ul>
  57. 57. PR People Awards <ul><li>Presented by PR News </li></ul><ul><li>Prepare a two to three page synopsis </li></ul><ul><li>June deadline </li></ul><ul><li>Opportunity to recognize PR professionals on your team </li></ul><ul><li> </li></ul>
  58. 58. PR News CSR Awards <ul><li>Corporate Social Responsibility Awards </li></ul><ul><li>Presented by PR News </li></ul><ul><li>November deadline </li></ul><ul><li>Categories include employee relations, environmental stewardship, green PR campaign, media relations, and cause branding campaign </li></ul><ul><li> </li></ul>
  59. 59. More Awards to Learn About Online <ul><li>Clio Awards - Very competitive - </li></ul><ul><li>Effie Awards - Very competitive - </li></ul><ul><li>Communication Arts Awards - </li></ul><ul><li>Creative Media Awards - </li></ul><ul><li>Mobius Awards - </li></ul><ul><li>Summit Creative Awards - </li></ul><ul><li>Ava Awards - </li></ul><ul><li>Platinum PR Awards - </li></ul><ul><li>Non-Profit PR Awards - </li></ul><ul><li>Apex Awards - Health categories - </li></ul><ul><li>The Stevies - American Business Awards </li></ul><ul><li>The Blingys - </li></ul>
  60. 60. Platinum PR Awards <ul><li>Presented by PR News </li></ul><ul><li>No healthcare categories </li></ul><ul><li>May deadline </li></ul><ul><li>$290 per entry </li></ul><ul><li> </li></ul>
  61. 61. Non-Profit PR Awards <ul><li>Presented by PR News </li></ul><ul><li>Appropriate for foundations </li></ul><ul><li>September deadline </li></ul><ul><li>Entry fee $260 </li></ul><ul><li> </li></ul>
  62. 62. Apex Awards for Publication Excellence <ul><li>Presented by the editors of Writing That Works </li></ul><ul><li>Focus on publications and writing </li></ul><ul><li>Categories for health, fitness and medical publications </li></ul><ul><li>$89 per entry </li></ul><ul><li>March deadline </li></ul><ul><li> </li></ul>
  63. 63. Summit Creative Awards <ul><li>Summit International Awards </li></ul><ul><li>For companies with billings under $30 million </li></ul><ul><li>No healthcare breakout </li></ul><ul><li>January entry deadline </li></ul><ul><li>TV commercials by production cost </li></ul><ul><li>$65 for most entries, $85 PR program </li></ul><ul><li> </li></ul>
  64. 64. The W3 Awards <ul><li>Presented by the International Academy of the Visual Arts </li></ul><ul><li>Websites, web advertising and web video </li></ul><ul><li>Health and health care services categories </li></ul><ul><li>June deadline; $95 per entry </li></ul><ul><li> </li></ul>
  65. 65. The Webby Awards <ul><li>International Academy of Digital Arts and Sciences </li></ul><ul><li>Websites, interactive advertising, online video and mobile web </li></ul><ul><li>Very competitive </li></ul><ul><li>Health category </li></ul><ul><li>November early deadline </li></ul><ul><li>Website entry fee $275 </li></ul><ul><li> </li></ul>
  66. 66. IN-AWE Awards <ul><li>Healthcare Communication & Marketing Association </li></ul><ul><li>$150 - $200 per entry </li></ul><ul><li>Patient Education & Consumer categories </li></ul><ul><li>www. </li></ul>
  67. 67. AME Awards Advertising Marketing Effectiveness <ul><li>$645 per campaign </li></ul><ul><li>May entry </li></ul><ul><li>Campaign Brief - video or written summary </li></ul><ul><li>Healthcare Services category </li></ul><ul><li> </li></ul>
  68. 68. CLIO Awards <ul><li>One of the world’s top advertising competitions </li></ul><ul><li>Radio, TV, print, outdoor, interactive </li></ul><ul><li>Very competitive </li></ul><ul><li>Clio Festival in May </li></ul><ul><li> </li></ul>
  69. 69. Local ADDY Awards <ul><li>American Advertising Federation </li></ul><ul><li>210 local clubs </li></ul><ul><li>No healthcare category </li></ul><ul><li>Three steps to competition: local, regional, national </li></ul><ul><li> </li></ul>
  70. 70. Communication Arts <ul><li>Communication Arts magazine </li></ul><ul><li>Winners appear in the November issue </li></ul><ul><li>No healthcare category </li></ul><ul><li>June entry </li></ul><ul><li>Integrated Campaign - $250 entry; single TV $90 </li></ul><ul><li> </li></ul>
  71. 71. Creative Media Awards <ul><li>Media Magazine </li></ul><ul><li>For creative use of media </li></ul><ul><li>$349 entry fee per campaign </li></ul><ul><li>Entry must include a brief </li></ul><ul><li>About creativity and the big idea </li></ul><ul><li>Enter July - August </li></ul><ul><li> </li></ul>
  72. 72. Effie Awards <ul><li>Requires extensive written case studies </li></ul><ul><li> </li></ul>
  73. 73. Merchandize Your Victories <ul><li>Press release - post on your website </li></ul><ul><li>Articles in internal publications </li></ul><ul><li>Display awards - frame certificates </li></ul><ul><li>Copies of awards for internal clients </li></ul><ul><li>PDFs of press hits </li></ul><ul><li>Others? </li></ul>
  74. 74. Merchandize Your Victories
  75. 75. Merchandize Your Victories
  76. 76. Merchandize Your Victories
  77. 77. Judging Awards Competitions <ul><li>Usually submission forms online </li></ul><ul><li>Remember to leverage this! </li></ul><ul><li>HealthLeaders Media [email_address] </li></ul>
  78. 78. Presenting at Conferences <ul><li>What conferences to consider? </li></ul><ul><li>Start with regional opportunities </li></ul><ul><li>Roundtables and panels </li></ul><ul><li>Then conferences outside your region </li></ul><ul><li>Move up to national conferences </li></ul><ul><ul><li>SHSMD </li></ul></ul><ul><ul><li>AAMC </li></ul></ul><ul><ul><li>Forum on Customer Based Marketing Strategies </li></ul></ul><ul><ul><li>Specialty conferences </li></ul></ul><ul><li>Plan ahead! </li></ul><ul><li>Have more than one presentation idea </li></ul>
  79. 79. Leverage Your Participation in Industry Conferences <ul><li>Press release to announce your participation; post online </li></ul><ul><li>Present to your staff </li></ul><ul><li>Small feature in internal publication </li></ul><ul><li>Include in annual marketing recap </li></ul><ul><li>What’s an annual marketing recap? </li></ul>
  80. 80. Leverage Your Participation in Industry Conferences
  81. 81. Other Types of Industry Involvement <ul><li>Serve on boards of related organizations (Ad Club, for example) </li></ul><ul><li>Maintain or participate in online marketing blogs/communities </li></ul><ul><li>Participate in webinars </li></ul><ul><li>Others? </li></ul>
  82. 82. It’s Hard Work - And Worth Every Minute Of It. <ul><li>Promote your work internally. </li></ul><ul><li>Enter and win awards. Then leverage. </li></ul><ul><li>Judge awards competitions. </li></ul><ul><li>Get your work published. Then leverage. </li></ul><ul><li>Present at industry conferences. Then… </li></ul><ul><li>Do an annual marketing year-in-review. </li></ul><ul><li>Write an annual departmental marketing plan. </li></ul><ul><li>Repeat. </li></ul>
  83. 83. Contact Information <ul><li>Dan Dunlop, Jennings President & CEO </li></ul><ul><li>[email_address] </li></ul><ul><li>Blog (Online healthcare marketing community): </li></ul>