Marketing to Hospitals & Medical Facilities

Posted by David Chism | Fri, May 28, 2010

 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.

About David Chism

David Chism started his business out of a passion for helping small contracting businesses grow, be more profitable and become better known to their target clients. One lifelong hobby of David is using techie gadgets. So this blog is a place where he writes about technology, marketing ideas, just for fun (humor), personal thoughts on small business and more.

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