Hospital Marketing
Hospital Marketing – Consulting hospitals is sananet’s second large client group beside medical device companies. In Germany we support hospitals directly to attract more patients and to be profitable. Therefore we have excellent contacts to the top management of large hospitals and hospital chains. This enables us to consult international hospitals to establish cooperations with German clinic groups.
International Cooperations for Hospitals
If you want to find an internationally renowned partner who has experience in such clinic co-operations, sananet can support you.
As consultants for hospital marketing we focus more on international cooperation, which make your clinic more profitable. This can be to widen the specialized know how in medical indications to enable your medical specialists to treat patients with this indication on the highest world standards.
We do not consult in co-operation, which are of theoretical and scientific nature, but focus on practical aspects.
The areas of a hospital business for the proposed cooperation can vary from privately owned hospitals and hospital chains, which would ensure an optimal compatibility in the business matters, to public held university clinics, which might reduce the sole focus on profitability. Some of the bigger hospitals with the necessary medical competence and reputation we would think of have an own consulting entity for such international projects. Some have a focus on acquisition of international patients for their own hospital which might lead to a conflict of interests.
The format of cooperation might reach from pure payment for know-how and consulting service up to giving shares of your hospital in exchange for the IP and to achieve a more strategic and long term co-operation.
To keep the cost reasonable, viewing the necessity of personal contacts, we would concentrate on European or German hospitals. Furthermore we would concentrate on quality rather quantity.
Example for a typical Project to initiate an International Cooperation for Hospitals
Preparation Phase
This phase shall specify your needs and clarify a structured requirement list for the partner in this co-operation.
Sananet would need a detailed description from your hospital, especially concerning the desired outcome and the business case (e.g. does your hospital wish to just pay for the IP or is a more strategic partnership desired, in which the partner would get shares of your hospital group in exchange for the IP)
Any description of former similar projects and co-operations would help.
List of Requirements and first Questionnaire
Together with experts from your hospital a list of requirements will be prepared. This list shall include medical and structural requirements for the potential partner and describe the optimal partner (size, location, experience, shareholders, etc.).
Next a list of first questions which should be answered in the first anonymous contact phase will be compiled.
List of potential Hospital-Partners
We would, based on above information, compile a list of 5 to 10 potential partners for the first contact round. This list might be amended during the further process. Goal would be to present a variety of different hospitals/partners to discuss different business models. Potential partners might include:
- Privately owned hospitals and hospital chains
- Large University Hospitals
- Hospitals with own consulting entity for international projects
- etc.
In any case a top international reputation in the indication groups you prioritize would be desired.
Former partner hospitals of your hospital from similar projects should be named.
Milestone 1 – Comparison List of potential Clinics
First milestone will be a structured list of at least 5 potential partners showing the performance in the different medical and business aspects.
From that you can select the best fitting partners for further discussion and name the criteria to widen the contact list if required.
Up to this point the hospitals will not know the identity of your hospital.
First Contact Phase
Based on the short list, we would make a direct, personal contact, visiting the hospitals and clarify open questions from you concerning the Comparison List.
An NDA would be the basis to share the identity of your hospital.
Detailed information on your hospitals’ intention and requirements would be provided and discussed.
A first offer for a business case and the project planning will be requested from the different contacts.
Milestone 2 – Written Expertise with recommended Short List
An expertise will be written, comparing the offers and pros and cons of the different partners. This will help your clinic to narrow the number of contacts for the final direct discussions. We would recommend five first contacts.
We would give a clear recommendation for potential partners with comprehensible criteria. These criteria will not only comprise of the medical know how which is a basic condition, but will as well consider factors as compatibility between the organizations and further strategic advantages.
Direct Contact Phase
A direct contact between your hospital team and partner team will be prepared and accompanied. We would recommend three direct contacts.
For both sides a clear goal of the meeting will be established and open issues to be discussed will be shared before the meeting.
Milestone 3 – Three successful meetings
We would recommend to have at least three successful meetings with potential partners to select from.
Again an expertise will be written, comparing the pros and cons of the direct discussions.
Further Assistance in the Project
If required we would further assist your hospital during this project both, in Europe and your home country.
All this is an example of a project plan only and would be adapted to your needs.
