1. Marketing to Healthcare Clients and Prospects
Reed Tinsley, CPA

2. 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.

3. 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.

4. 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

5. 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.

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

7. 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 /Fax

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

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

10. 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

11. Healthcare Listservs MGMA Discussion Groups Part-B Listserv
Part-B Listserv
Fraud & Abuse Listserv

12. 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.

13. Questions and Answers
Reed Tinsley, CPA