tvd - mbrshp in a shrinking mktplc (asae mmc '10)

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

tvondeak@hospitalmedicine.org1-800-843-3360