Case Histories
Case 1
How does an investment banker whose goal is to lend money to or acquire small to medium size businesses find leads?
The reasons for selling a business are usually sensitive and emotional…the illness or death of the company principal; too many family members involved in trying to run the business; the owner wants to retire; the company is losing money; and many more like situations.
Corps Enterprises and the client put together 40 realistic situations and then had “New Yorker” style cartoons produced for each scenario. To get the message to the right prospects, the cartoons were placed into industry specific publications as well as airline magazines. The results far exceeded expectations.
Case 2
(A very condensed version).
A large hospital in a metropolitan city had been seeing a decline in number of patients for the last few years even with considerable advertising. Even though new hospitals had opened, the competition was not the biggest problem. The major problem was the hospital itself. Much time was spent there watching, listening and learning. The first stop was Admittance. The patients coming in were either having surgery or serious tests and were scared. The admitting staff seemed cold and detached. Patients were literally pushed through the process. Not a word of kindness, concern or a sympathetic ear.
The next step was to doctor’s waiting rooms. In many cases it was not much different than Admittance. With written approval of the hospital, doctors and individual patients, I was able to sit in the same exam rooms as the patients and watched the Doctor’s demeanor…often abrupt, rude and acting with great superiority over the patient was not uncommon.
With a vast amount of research and accurate information, we submitted a list of problems and suggested solutions which were accepted. Basically I worked with individual employees of the hospital as well as doctors and their staff. There was a considerable amount of role playing, recreating actual situation and suggestions to improve. The results were monitored carefully. We asked for volunteers willing to spend time furthering what we started. Since this program had expanded so quickly, I could not take any more time and neglect other clients. I continued to work with the program and volunteers for several years.
The program continued successfully for several years.