The Beckham Company provides comprehensive strategic planning and marketing planning to hospitals, health systems and physician organizations. There are five key components to the projects we pursue. We work closely with the client to:
 |
Collect and analyze strategic information |
|
|
Identify and prioritize key strategic issues |
|
|
Develop recommendations regarding a set of focused strategies |
|
|
Define a tactical action plan that will support effective implementation |
|
|
Design mechanisms to ensure successful communication, deployment and monitoring of the plan |
In order to accomplish the approach described above, we typically work with a planning team constituted by the client. We facilitate the work of this group and support that work with education and guidance on strategy.
We have a strong reputation built on the quality of thinking we bring to our engagements and the quality of our involvement with the client. No firm of any size speaks or writes more on the topic of strategy in health care than The Beckham Company.
There are two aspects of our strategy work that, in our experience, set us apart. We have a demonstrated ability to involve physicians in planning in a way that builds commitment and trust. Each year, we personally interview more than 300 physicians as part of our engagements. We have, over the past five years, also developed experience in designing and launching new physician organizations in cooperation with hospital partners. The second aspect of our strategy work that distinguishes us is our strong market orientation. We take the view that market success requires intimacy with needs and desires of customers as well as the capabilities and intentions of competitors.
Because there are only three people in the firm, (two are consultants), we limit the number of engagements we accept. Our target clients are hospitals and health systems with more than 500 beds and physician organizations with more than 100 physicians.
More specifically, we are experienced and capable in the following areas:
|
|
All consulting work is delivered by Dan Beckham and Lise Petrich.
In 1986, Dan's contributions to health care marketing and planning earned him the Steuart Henderson Britt Award for excellence in marketing presented by the American Marketing Association (an honor he shares with the late Ray Kroc, founder of McDonald's and Phillip Worley, who introduced NutraSweet to the market.)
In 1989, the Academy for Health Services Marketing further recognized Dan's contributions to the field, particularly his efforts related to physician marketing, by awarding him with the Kotler Award named for Northwestern University's renown marketing professor, Phillip Kotler. The award has also been given to David Ottensmeyer, M.D., CEO of the Lovelace Clinic, to Steve Brown, Ph.D., distinguished professor of marketing at the University of Arizona, and to former surgeon general, C. Everett Koop, M.D.
Dan is Past-chairman of the Board of Directors of the American Marketing Association, the world's leading association for marketing professionals.
Dan is a contributing editor to Healthcare Forum on the topic of competitive strategy and is a member of the editorial board of the Journal of Health Care Marketing. He has published numerous articles and is a frequent speaker on competitive strategy, strategic planning and marketing. More than 30,000 copies of his pocket guide to strategy, Playing to Win, have been distributed. Playing to Win was also adopted by the Hitachi Corporation, translated into Japanese and distributed to that company's executives. His guide to strategy implementation called Tactics has also grown popular among hospital executives. Dan's guide to marketing for practicing physicians, Marketing Your Practice, has sold more than 150,000 copies. He continues to publish and speak on subjects related to the relationship between hospitals and physicians.
Prior to entering consulting, Dan was a marketing executive with Baxter International and American Hospital Supply Corporation.
Lise Petrich has worked with some of the most influential hospitals and systems in the nation. She brings valuable insights from her work in the competitive managed care market in the Twin Cities where she was a vice president for one of that region's leading health care systems.
Lise has extensive experience in strategic business planning and marketing for health care organizations. She has worked with community and pediatric hospitals, multi-hospital systems, and academic medical center. With sixteen years' management and consulting experience she has developed a strong sensitivity to the unique and complex environment of hospitals and group practices.
Her efforts in planning and marketing won Lise the coveted Effie award given by the American Marketing Association to recognize the results of marketing initiatives.
Over the past five years, Lise has been deeply involved in helping build physician hospital organizations and creating new practice start-ups in markets nationwide. Working closely with physician leaders, she has developed comprehensive market-based strategic plans and business plans and assisted in their implementation.
Lise is a skilled facilitator. She has deep experience in helping groups think creatively, communicate effectively and build consensus.
Since 1983, we have served more than 150 health care organizations nationwide.
Our clients include some of the best know and innovative health care providers in the nation including the Mayo Clinic and Celebration Health (Orlando).
Key Benefits
 |
Experience and a leader on the topic of strategy in health care |
|
|
Strong reputation built on the quality of our thinking and involvement with clients |
|
|
Ability to involve Physicians in planning |
|
|
Strong market orientation |