Skip to main content

Don't Base Your Competitive Position On What Your Rivals Can Buy

 I see many hospitals building their competitive position around 'things' - bricks and mortar, shiny procedural technologies, robotics.  Why might this be a really bad idea?

Because as competitive positions go, those based on so-called gadgets and gizmos go 'poof' the minute a deep-pocketed competitor writes a big check.  Hospital 'A' may have had it first, but, worst case, they've now spent their time and money educating the marketplace on their new competitor's behalf.  "You have a robot?  Hey, so do we!"  Back to the status quo ante, thank you very much. 

'Things' are just means to an end, inputs to desired outputs.  Achieve those ends, produce those outputs better and cheaper than anybody else and you've really got something on which to build.

Enduring competitive advantages are based on unique capabilities that cannot be purchased but must be developed through intense processes of learning and listening, innovating and experimenting.   Otherwise you're just marking time until the next "spend and promote" cycle begins.  And do you really want to compete on "relative cash position?"  Really?


Popular posts from this blog

Becoming Consumer Friendly In Five Easy Steps...Or Not

An article at offers hospitals 5 steps to becoming more consumer friendly.

If you still think there's a secret sauce to your hospital becoming more "consumer friendly," these 5 steps are as good a place to start as any.  Unfortunately, it's a little like that old Steve Martin comedy bit where he says he'll teach you how to be rich. The first step is to go find a million dollars.

Step 1 from the article is realizing that "...a Medicare beneficiary with chronic conditions is different from a young mom who brings her kids in for an annual check-up." This is market segmentation for beginners, and, yes, one size decidedly does not fit all. I'm sure your marketing team's been saying this for a while.

Steps 2-5: have a strategy, metrics, a champion and resources. OK. Hard to argue with any of those.

But those things, alone or together, won't overcome culture. They're important components to be sure, but insufficient without a …

Another Day, Another App, Another Satisfied Customer

How might health care providers use technology to turn customers' mobile phones into information displays and ordering devices? A few years ago, the NY Times outlined how retailers are doing it...
"(Designer Norma) Kamali is at the forefront of a technological transformation coming to many of the nation’s retailers. They are determined to strengthen the link between their physical stores and the Web, and to use technology to make shopping easier for consumers and more lucrative for themselves.

Cisco Systems, the supplier of networking equipment and services for the Internet, is also a leader in the field. The company’s Mobile Concierge system is capable of connecting customers’ smartphones to retailers’ wireless networks — so a shopper could type “Cheez Whiz” into a cellphone, then pinpoint its location in the store." Ms. Kamali's boutique installed a technology called ScanLife, "allowing people to scan bar codes on merchandise and obtain details about the…

Why Change Happens, Or Not

From LinkedIn: