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Business for Health Business Skills for Private Medical Practices

Business for Health Business Skills for Private Medical Practices. Module 20: Understand the Market. A Quick Start Welcome!. While you are waiting for the class to begin, please take the Pre-Test and make sure your name is on it before you hand it to the facilitator. Thank you!.

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Business for Health Business Skills for Private Medical Practices

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  1. Business for Health Business Skills for Private Medical Practices Module 20: Understand the Market

  2. A Quick Start Welcome! While you are waiting for the class to begin, please take the Pre-Test and make sure your name is on it before you hand it to the facilitator. Thank you!. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  3. Agenda Welcome Who Are Your Customers? Why Did Your Customers Select You? Why Do You Need to Know Your Customers? Who are Your Competitors? How Can Your Practice Be More Competitive? Addressing Competitive Disadvantages Summary and Evaluation Close Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  4. Learning Objectives During this session, you will: • identify who your customers are; • rank the factors that made your customers choose you; • analyze why it is important to know who your customers are; Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  5. Learning Objectives • determine who your competition is; • describe how to be more competitive in your market; • discuss the next step; and • state your key take-away from this session. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  6. Introduction You will have 1 minute to introduce yourself: 1. Your name 2. Your position 3. Your business 4. How long you have been in business Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  7. Who Are Your Customers? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  8. Who Are Your Customers? If we define customers as those who: 1. make the decision to get health care, and 2. pay for their health care? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  9. Why Did Your Customers Select You? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  10. Why Did Your Customers Choose You? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  11. Why Did Your Customers Choose You? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  12. The Bottom Line The only customers who think about price first are your _ _ _ _ _ _ _ _ _ _ _ _ _ customers. When your individual customers decide to get their health care, _ _ _ _ _ is not their first consideration. You do not necessarily have to _ _ _ _ _ your prices to attract and keep your individual customers. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  13. The Bottom Line The only customers who think about price first are your ORGANIZATIONAL customers. When your individual customers decide to get their health care, _ _ _ _ _ is not their first consideration. You do not necessarily have to _ _ _ _ _ your prices to attract and keep your individual customers. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  14. The Bottom Line The only customers who think about price first are your ORGANIZATIONAL customers. When your individual customers decide to get their health care, PRICEis not their first consideration. You do not necessarily have to _ _ _ _ _ your prices to attract and keep your individual customers. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  15. The Bottom Line The only customers who think about price first are your ORGANIZATIONAL customers. When your individual customers decide to get their health care, PRICEis not their first consideration. You do not necessarily have to LOWER your prices to attract and keep your individual customers. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  16. Why Do You Need to Know Your Customers? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  17. The Benefits of Knowing Who Your Customers Are Situation #1: Overwhelmed with Customers Question: If you know who your customers are and what their needs and expectations are, how can you better manage your patient load? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  18. The Benefits of Knowing Who Your Customers Are Situation #2: Not Enough Customers Question: If you know who your target customers are and what their needs and expectations are, how can that help you attract new customers? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  19. Who Are Your Competitors? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  20. Do You Have Any Competition? What can you do to influence a change in their behavior, so that individuals seeking health care prefer to come to you first? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  21. How Competitive Is Your Practice? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  22. How Does Your Practice Compare? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  23. Can Your Practice Be More Competitive? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  24. How to Increase Your Competitiveness 1. What makes your practice more attractive than your competitor? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  25. How to Increase Your Competitiveness 2. What makes your practice less attractive than your competitor? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  26. How to Increase Your Competitiveness 3. How can you exploit your strengths to minimize your weak points? 4. Do your weak points matter, or is there something that compensates for them? 5. What can you do to begin to strengthen your weak points? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  27. Addressing Competitive Disadvantages Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  28. Big Dogs Run in the Tall Grass Working with your table group, please: • Identify Afya Hospital’s current competitive disadvantages; and • Propose remedial actions to minimize or remove these disadvantages. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  29. Big Dogs Run in the Tall Grass Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  30. Battling the Export-Import Trade Working with your table group, please: • Identify Labpath’s current competitive disadvantages; and • Propose remedial actions to minimize or remove these disadvantages. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  31. Battling the Export-Import Trade Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  32. Summary and Evaluation Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  33. Evaluation Sheet Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  34. The Next Step To remain competitive, you need to find out exactly why your customers have chosen to come to your practice. • Create a customer survey. • Give the survey to your customers. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  35. The Next Step • Answer these questions based on your customers’ responses: • If a new competitor enters my market, will my strong points help my practice survive? • Could a competitor exploit my weak points and take customers away from my practice? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  36. The Next Step • Consider surveying potential clients to find out: what factors are important when they choose a practice?; where do they go now?; and what would need to happen for them to consider coming to your practice? Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  37. Resources • Customer Loyalty: Do You Include All 3 Critical Elements? • Sample Customer Satisfaction and Loyalty Survey Questions Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  38. Let’s See How Much You’ve Learned Please take the Post-Test. We will compare it to your Pre-Test to see how much you’ve learned in this session. Thank you. Health Mini MBA: Business Skills for Small Scale Private Medical Practices

  39. My Key Take-Away Health Mini MBA: Business Skills for Small Scale Private Medical Practices

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