Marketing to Hospitals & Medical Facilities

Paint­ing con­trac­tors look­ing to estab­lish rela­tion­ships with local hos­pi­tals need to have their ducks in a row before a hos­pi­tal will con­sid­er them. Work­ing for hos­pi­tals can prove to be a prof­itable ven­ture for the pro­fes­sion­al paint­ing con­trac­tor. Why? Because hos­pi­tals and med­ical facil­i­ties have strict guide­lines on what can be paint­ed, how it should be paint­ed and the types of prod­ucts that can be used. A hos­pi­tal is more con­cerned with the who, what, where and when than the ​“how much will it cost?” So the more pro­fes­sion­al, the more cer­ti­fi­ca­tion and accred­i­ta­tion a con­trac­tor has, the bet­ter chance they have at gain­ing busi­ness with the med­ical indus­try. One of the ways I estab­lished a rela­tion­ship with a large hos­pi­tal (Scripps Green) in La Jol­la, while work­ing with Chism Broth­ers Paint­ing, was through exist­ing cus­tomers and rela­tion­ships. We had paint­ed the home of the cur­rent hos­pi­tal CEO and some­time after we fin­ished, I sent him an email and asked if he could get us in to paint his hos­pi­tal. We had been paint­ing for this exec­u­tive for years but nev­er talked about his hos­pi­tal. All I had to do was ask! He did not know we want­ed to work at a hos­pi­tal. Even though we were a pri­mar­i­ly res­i­den­tial paint­ing com­pa­ny, our painters were high­ly trained and skilled at using all dif­fer­ent types of paint mate­ri­als. The oth­er ben­e­fit we could offer, besides being pro­fes­sion­al, was being through, neat and tidy. You’d be sur­prised at the com­pa­nies that mar­ket them­selves as com­mer­cial painters. Typ­i­cal­ly they had a rep­u­ta­tion for hir­ing cheap labor, being messy and slop­py. Any­ways, the CEO made a cou­ple of calls, I got into do a bid, we got a nice size and prof­itable project and we began many more projects. What sealed the deal was the feed­back from the staff at Scripps Green. The staff went to the facil­i­ties man­ag­er and told him they could not believe how clean and pro­fes­sion­al our com­pa­ny was while paint­ing dur­ing nor­mal busi­ness hours! If you know any­one in the med­ical field, even a physi­cian in charge of a depart­ment, ask to be intro­duced to the con­struc­tion or facil­i­ties man­ag­er. Then make sure you know a lot about prod­ucts, pro­ce­dures and cer­ti­fi­ca­tions. Oh by the way, a great prod­uct to con­sid­er using for med­ical facil­i­ties is a Zero VOC epoxy-like coat­ing called V‑8 Per­for­mance. I sat in on a pre­sen­ta­tion of this mate­r­i­al a few months ago and was blown away! Using Zero VOC prod­ucts will only increase your chances of doing more work in the med­ical indus­try: even dur­ing nor­mal busi­ness hours.