Marketing to Healthcare Clients and Prospects Reed Tinsley, CPA

Seminar Subject Areas Internal Marketing Strategies External Marketing Strategies Creating a Written Marketing Plan Many times it’s helpful to take a look back to see where we’ve came from to tell how far we have traveled. With your permission I would like to do just that. I would also like to share with you what we are focused on accomplishing by 2005. Along the way I would like to share with you some of the things that we have learned. Branding is a key objective that benefits all of us so I would be happy to share where we are with this program. Finally, I thought that you might be interested in the RSM McGladrey leadership changes and how we plan on working together to make our positioning a reality.

Internal Marketing Strategies Developing Specialized Healthcare Services Comprehensive Services (Refer to List) Project Services Client Contact Program Formal Management Meetings Fixed Meeting Dates Get In Front of the Client Often!!!! I understand that Tom and Mark went over this a little quickly at the Network meeting they had immediately following our Dallas partner meeting. So, maybe I should spend a little time with this. The history – it what not a spur of the moment decision.

Project Services to Consider Fee Schedule Review Practice Management Reporting EOB Review Billing/Collection Analysis Accounts Receivable Review E/M Coding Worksheet/Analysis Regulatory Review Managed Care Contract Negotiation Physician Compensation

Internal Marketing Strategies Develop a Client Referral Program Always Track Referrals Reward Top Referral Sources Using Your Proposal Letter as a Marketing Tool Developing a Personal Resume/C.V.

THE BEST MARKETING ADVICE I CAN GIVE YOU Remember One Thing: It’s All About RELATIONSHIPS!!!!!!!!!!!!!!!!!!!!!

Use Contact Management Software Programs ACT Goldmine Advantages Keeps You Focused! Able to Track Important Data Easy to Communicate with Prospects/Clients Mail Merge Broadcast Email/Fax

External Marketing Strategies Healthcare Newsletter Email/Fax Broadcasts Small Social Gatherings Sponsorships Authorship Articles Books

External Marketing Strategies Direct Mail Advertising Get to Know Healthcare Editor of Local Business Journal Attendance at Industry Meetings Gifting

External Marketing Strategies Office Manager Roundtables Healthcare Business Reply Card (Refer to Example) Hire a Business Development Person Speeches Internal External Network with Healthcare Attorneys Be Active on Healthcare Listservs

Healthcare Listservs MGMA Discussion Groups Part-B Listserv www.mgma.com Part-B Listserv www.partbnews.com Fraud & Abuse Listserv www.compliancealert.net

Create a Written Marketing Plan Personal Marketing Plan Firm Marketing Plan See Examples in Seminar Materials 1. We really do believe that we are in an end game move the result of which will be a true national CPA firm focused on meeting the needs of middle market clients with the capital power to invest in the systems, technology, products and people and the size and scale to deliver high value products and services at a competitive price. No one has been branded as this firm yet and we want to win the race of getting there first.

Questions and Answers Reed Tinsley, CPA