A presentation by Daniel Shaw at IMTJ 2017 in Croatia on the influence of a clinic's reputation on overall clinic revenue.

1. Reputation
=
Revenue
Linked : coultonshaw

2. What’s the
very worst
thing that
could happen?

3. What’s the
worst thing
that could
happen?

4. What’s the
very best thing
that could
happen? :-)

5. What’s the
very best thing
that could
happen? :-)

6. Summer
2011

7. THE
1
THING
Reputation

8. Reputation & Medical Travel
“93.7% of new patients reported considering
the clinic reputation before booking
treatment in the clinic”
source: GCR 2016 study of 12,211 patients from Nov. 2015 to Nov. 2016
in 26 countries opting for treatment in a choice of
225 clinics in Europe and 182 clinics in Asia-Pacific

9. “Given equal prices & distance, patients are
3.9x more likely to book into a clinic with a
better reputation.”
source: GCR 2016 study of 12,211 patients from Nov. 2015 to Nov. 2016
in 26 countries opting for treatment in a choice of
225 clinics in Europe and 182 clinics in Asia-Pacific

10. Reputation & Medical Travel
“76% of patients said they were willing to
pay more, and / or travel further for a clinic
with a better reputation.”
source: GCR 2016 study of 12,211 patients from Nov. 2015 to Nov. 2016
in 26 countries opting for treatment in a choice of
225 clinics in Europe and 182 clinics in Asia-Pacific

11. Is
Every-
THING
Reputation

12. SUMMARY
1. What is Reputation?
2. Common Reputation Lies
3. Practical Reputation Strategies
+ Your Questions...

13. Appealing
Brand
What is
your
reputation?
Good
Impression
Recommended
the
“feeling”
about what
you
provide
Approved
Trusted
Safest,
best
option
Proven

14. 5
LIES?
REPUTATION
your
REPUTATION
is the same to
everybody,
everywhere
your
REPUTATION
can be bought
your
REPUTATION
cannot be
measured
Marketing is
REPUTATION
your
REPUTATION
does not make
money

16. ASSESS
Your Reputation
1

17. ASSESS
Your Reputation
1

18. IMPROVE
Your Reputation
2

19. Develop the team
Update Medical
Technology
add “non
medical” services
Accreditation, awards, certification
Improve patient
communication
Success Metrics
Increase patient feedback
act on patient feedback
hire new
talent

20. DEMONSTRATE
Your Reputation
3

21. Website
Newspapers
& Magazines
Conferences &
Trade Shows
Accreditation, awards, certification
Former Patients
Brochure
In Clinic Current Patients
Clinic Portals
Targeted Online
Ads
Video & Sound Marketing
public patient feedback
Blog

22. REPUTATION
COST
● Transparency
● Continual Assessment
● Time & Effort

23. The
focusing
question

24. Reputation
Results
88 various medical travel focused clinics &
hospitals from 13 countries who focused on
primarily reputation building strategies vs. paid
marketing in 2016

25. The
“focusing”
question
REPUTATION
SUMMARY
Results
26-34%
The “1” Thing
Aeroplane
Metaphor
3. Demonstrate
1. Assess
Reputation
Cost?
2. Improve

26. YOU!
THANK
Linked : coultonshaw
Daniel C. Shaw - GCR.org
& Eva Claire
flywitheva.com
Daniel C. Shaw -
GCR.org
Eva Claire -
flywitheva.com

27. QUESTIONS?
Go Ahead. Ask Me!

28. Appendix
Slides

29. 1. Help clinics increase their reputation & revenue
2. Help clinics demonstrate their reputation
3. Help patients make a quicker, safer & better choice

31. Assess Improve Demonstrate
To increase revenue, every day:
YOUR REPUTATION
++

32. Nov. 2015 - Nov. 2016 GCR.org Study
Clinics Assessed Data Verified Clinics Asked Patients Asked
in 26 countries
opting for treatment
in a choice of 225
clinics in Europe and
182 clinics in
Asia-Pacific
429,000+ 7,700+ 72 12,211