SWOT Analysis Lets now look at Opportunities
To increase admissions in your market is as you know a challenge. But its less of a challenge when you play to your strengths and your competitions weaknesses. Lets look at a few real life examples. I have been marketing and selling in both positions of strength and weakness.
1) Discipline specific advantages- You have a SLP (Speech Therapist), sell that therapist and the problems she/he can solve. I have worked for homecare agencies that did not have Speech. Who would you refer your stroke patient with swallowing difficulties to? No brainer. Promote how your clinical/non clinical staff can solve these specific concerns more effectively than XYZ Competitor. Educate the referral source about these disciplines because your competitor may try to promote OT (Occupational Therapy) OT in that particular stroke patient. SLP is really the go to discipline for swalloing issues.
2) Cultural needs- Every city and sometimes town has ethnic and culturally sensitive needs. Your staff may consist of someone who speaks a certain language or is from a specific ethnic group. One town in FallRiver MA is comprised of a large Portuguese speaking community. One competitor did not have anyone who spoke Portuguese. The other agency Portuguese speaking staff. Not only did the second agency do a better job of connecting with the patient population, but they also did a better job of connecting with the Portuguese staff members/referral sources.
3) Special Training- Is there an underserved population? Should your nurse get wound care certified? Should your aides get special training for dealing with dementia patients? Can you serve exceptionally, an underserved population? What niche could you serve? How could you prove your superior outcomes? Special training in a particular area just may be a great opportunity for you, your staff, and the community.
There are plent of other examples however the bottom line is find your opportunity in your market, and promote it heavy.
Heres to increased referrals.
Regards,
Steve
www.seniorcaremall.com
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