SALESFUEL TODAY

Health Care Marketers Seek Agency Efficiency and Innovation

by | 2 minute read

Late last year, analysts started writing about how large consulting firms are moving into ad agency territory. The consultancies’ not-so-secret weapon is their ability to use technology to efficiently buy digital ads. Some industries may be harder hit than others in this shift.

For example, the speculation about health care marketers’ widespread defection from agencies to consultancies may have been overblown. So far, only about 27% of large health care marketers have increased their use of consultants. That’s one key statistic in the new MM&M Healthcare Marketers Trend Report. Agencies should also know that, in many cases, when a health care marketer hires a consultancy, they’re doing so with additional funding. That money could be coming to your agency if you start positioning yourselves as experts in the fields that most concern these businesses.

The top qualities cited by the health care marketers that participated in this survey included efficiency, flexibility, and innovation. Too many times, they are being forced to sit through presentations that include slides outlining agency prowess in proprietary audience insights, “creative risk tasking” and marketing communications.

Starting now, your pitches should emphasize the top qualities health care marketers want from agencies:

  • New services like data science or machine learning 36%
  • Trust because of a long-standing relationship with the agency 30%
  • The agency has demonstrated increase sales through previous campaigns 28%

The health care businesses in this study included pharma, medical device and biotech companies. To review a profile for these types of businesses, check out the local account intelligence reports in AdMall from SalesFuel.

The good news is many health care marketing groups will be spending more money on marketing in 2018. They often need to reach a number of targeted groups in order to drive sales. Here are the details for this year:

  • Physicians/specialists 57% (meaning 57% of health care products companies will spend more to reach physicians/specialists)
  • Patients/consumers 49%
  • Payers/manager care 32%
  • Nurse practitioners/physician assistants 32%

Is it time for you to change your marketing strategy in order to win more business from health care accounts?

Kathy Crosett
Kathy is the Vice President of Research for SalesFuel. She holds a Masters in Business Administration from the University of Vermont and oversees a staff of researchers, writers and content providers for SalesFuel. Previously, she was co-owner of several small businesses in the health care services sector.