Organizations that achieve consistently superior results do several things well. There is no “one thing” that leads to superior performance; rather, managers create outstanding results by improving management capability and technical skills, by constantly advancing clinical services to boost revenues, by understanding the strengths and weaknesses of their competitors, and by evaluating their businesses in relation to what the marketplace wants.

Techniques that facilitate this disciplined approach include:

• An environmental assessment/industry trend analysis
  Industry Drivers
  Access to the Market
  Barriers to Entry
  Changes in Market Direction and in Healthcare Delivery
• Current position assessment & performance in the market versus competitors
  Historical and Current Financial Performance
  Market Shares
  Types of Customers Served
  Current Service Offerings
  Strengths & Weaknesses
  Opportunities for New Service Developments
  Management Capabilities
• Scenario-based financial modeling
  Your desired position
  Critical Assumptions
  Your strategic capabilities
  Recommended strategy with key moves
  Desired financial Position, projected
  Capital cash flow, projected

More than anything else, successful positioning is the result of a good planning process which, in itself, is a valuable communication tool for your Board of Directors. Use the planning process to develop consensus on critical assumptions, to set a strategic direction for your company, to frame important decisions, to quantify the scope of change and the investment needed to re-position your business.