tvd - mbrshp in a shrinking mktplc (asae mmc '10)
TRANSCRIPT
Rethinking Membership Recruitment and Retention in a
Shrinking MarketJune 15, 2010
3:00 PM
Todd Von Deak, MBA, CAEVP of Operations & General Manager
Society of Hospital Medicine
Connecting Great Ideas and Great People
www.asaecenter.orgwww.asaecenter.org
Any Political Buffs?
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“Who Am I…Why am I Here?”
Admiral James Stockdale1992 Vice Presidential Debates
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The Patient
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The Patient Presents With…
• Dizziness from the economic climate
• Tinnitus from over 60% of its membership belonging to rivals
• Dementia from countless years of success & poor forecasting systems
• Sleeplessness from hospital cutbacks and shrinking CME dollars
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The Diagnosis…
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Before Taking Care of Someone Else…
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Take Care of Yourself
• Retail Mentality
• Make it a Staff Problem
• Revisit Branding
• Listen More
Culture Matters!
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Something You Can Do Today!
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Remember Your Basics…
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It Really Isn’t…
• Test, Test, Test (RFM)
• Value and “Stickiness”
• Don’t Cut Your Dues Rate
• Retention then Acquisition
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Something You Can Do Today!
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Some Things Are Indeed Free…
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So Walk Through the Door…
• Use Your CEO and Board
• Maximize Your PR
• Make it High Touch
• Talk with Others
Smarter Wins the Race!
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Benefits Letter Sent at 6 Months
Thank You Card Sent at 9 Months
Franchise Team Email – at Renewal
Something You Can Do Today!
www.asaecenter.org
www.asaecenter.org
Points on the Scoreboard
• Culture Matters…
• It Isn’t Rocket Science…
• Smarter Wins the Race…
And You’ll Survive Anything!
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Thanks!Want
Samples?
Todd Von Deak, MBA, CAESociety of Hospital Medicine