We often get asked about how to approach corporate clients or business. This can be a really good way of getting regular income for your business, but it can also be one of the most difficult contracts to acquire. Thankfully employers are now moving towards to healthier work force and see the value of investing in their employees. This can help reduce absenteeism rates and increase productivity. So here are our 6 tips for approaching business to offer your healthcare services.
Identify your Market: Your location will generally identify your market unless you’re offering an online service. If you’re based in an urban area, it may be more appropriate to look for office workers. If you’re on the outskirts of town you may be looking for heavier based industries. In a rural setting it may be easier to look towards a school, farmers Co-op or any community based organisation
Identify Problems: Absenteeism due to sickness, decreased productivity, high insurance costs and a lack of team moral are all big problems for employers. Research indicated that all the above can be reduced with the intervention of health care practitioners. Making this your main selling point, so it’s important to have research to back up what you’re offering.
Offer Solution: “Having Compass Physio looking after your workforce will solve the problems we identified in our proposal”. You need to show the value of what you offer, regular reports to managers, ability to organised a phased return to work, rapid response to treatments etc. Demonstrating your unique selling point to the company and how you fit into their ethos of work and management will also be a factor in securing a contract.
Work with Others: Working as part of a team is a really valuable way to offer your service to corporate clients. Offering packages to business is a great way to get a foot in the door. If you’re a Physio, try to team up with a fitness trainer and massage therapist to offer a package for employees. This way you’re offering a bigger service and leveraging other healthcare practitioners databases in order to grow your network and opportunity to work with corporate clients.
Get the right contact: In order to make contact with a company you need to know who you should talk to. Having an up to date database and linked in are really good ways to identify people who can put you in contact with HR managers or OHS officers. These people generally make the decisions about getting healthcare staff in to review employees.
Give your time: Initially you may be asked to give a presentation for free, this will cost you time away from your clinic, but it’s a good way to get your foot in the door. Once you’re in, then you can start to pitch your services on site even more.
Persistency: If at first you don’t succeed try again! HR and OHS managers change all the time in big companies, the first email you send may not have gone to the right person. Keep sending emails, making phone calls and trying to arrange meetings with these organisations. The more you try the more chance you have of securing a contract. Set aside an hour a week to focus on it!!
So in summary to improve your chances of getting more corporate work follow the above six steps. Don’t give up after one rejection, keep going and you will eventually get a corporate gig.