Leading with Easy Services vs. Selling Onsite Clinics or Other Large, Long-term Projects


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Welcome to NAOHP Town Hall, where we discuss important topics related to occupational health and safety. In this session, we will explore the concept of leading with easy services versus selling onsite clinics or other large, long-term projects. Our expert speaker, Keith Lavin, Director of Business Operations at Hackensack Meridian Health, will share his insights and strategies for making informed decisions in this aspect of occupational medicine.

Understanding the Time Considerations:
When deciding whether to offer a quick long-term service or pursue a long-term contract, one must consider various time-related factors. Keith Lavin emphasizes the importance of understanding your organization’s vision and goals. By defining your short-term, mid-term, and long-term objectives, you can align your approach accordingly. It is crucial not to sacrifice your long-term vision for short-term gains. Instead, look for opportunities to lead with short-term services while consistently working towards your long-term goals.

Exploring the Financial Considerations:
Financial considerations play a significant role in decision-making when it comes to short-term services versus long-term contracts. Keith highlights the need to assess costs comprehensively, beyond just the direct expenses. Factors such as administration costs, hidden expenses, and potential benefits must be taken into account. Additionally, evaluating risk and determining your organization’s risk tolerance is crucial. Financial decisions should align with your long-term vision while considering potential growth and inflation.

Defining ROI:
Defining Return on Investment (ROI) is a critical aspect of evaluating the value of any occupational health program. Keith explains that ROI can be measured not only in terms of direct financial gains but also in terms of strategic value and political considerations. It is essential to evaluate both short-term financial benefits and long-term organizational gains when assessing ROI. Understanding the potential for growth, partnerships, and the unique benefits your program can offer is vital in defining ROI accurately.

When to Lead with Short-term Services:
There are circumstances where leading with short-term services can be advantageous. For example, if you have competitors deeply embedded with a specific organization, offering quick, easy services like flu clinics can help demonstrate your capabilities to prospective clients. Short-term services can also act as a stepping stone towards longer-term contracts. By showcasing expertise, responsiveness, and quality with short-term services, you can build the trust necessary for long-term partnerships.

When to Pursue Long-term Contracts:
The decision to pursue long-term contracts depends on several factors. Understanding your organization’s strengths, the size and needs of the prospective client, and the market dynamics are crucial considerations. Long-term contracts offer opportunities to establish strong relationships and provide a broader range of services. However, it is essential to carefully evaluate deliverables, establish clear expectations, and consider the risks and rewards associated with long-term commitments.

In the ever-evolving field of occupational medicine, making informed decisions about leading with easy services versus selling onsite clinics or other large, long-term projects is crucial. By considering time, financial, and strategic factors, organizations can tailor their approach to meet their goals effectively. Whether it’s leveraging short-term services to gain a competitive edge or pursuing long-term contracts to establish lasting partnerships, a well-defined vision and careful evaluation of ROI is essential. Keeping an eye on market dynamics and continuously adapting to changing circumstances will ensure success in the occupational health industry.

Thank you for joining us at NAOHP Town Hall. For more information, please don’t hesitate to reach out to us or explore our website for additional resources.

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