Кризис-менеджмент в медицине — опыт Роддома на Фурштатской

Екатерина Дмитриевна Васильченко, директор по развитию Семейной клиники «Роддом на Фурштатской», рассказала о традициях и инновациях в медцентре. Екатерина Дмитриевна посвятила роддому 17 лет и знает все о кризисах, которые он преодолел за эти годы, и способах с ними справиться.  

Клиника

Государственный родильный дом №2 открылся в 1937 году. Он пережил блокаду и единственный не был переоборудован в госпиталь, принимал роды весь период. В 1960-1962 годах здание надстроили, появились четвертый и пятый этажи. Число пациентов выросло.

В 1992 году коллектив организации приватизировал роддом. Он стал первым в России негосударственным. Это уникальное событие, потому что приватизация медицинских организаций была возможна всего несколько месяцев.

В 1998 году роддом получил статус некоммерческой организации. Отныне вся прибыль идет на развитие компании: улучшение условий труда, ремонт, расширение специальных услуг, закупку оборудования. Тогда же мы сформулировали основную концепцию клиники, которой до сих пор придерживаемся: семейный родильный дом с высоким качеством медицинских услуг и сервиса.  В этом же 1998 году была открыта собственная женская консультация.

В 2004 году провели масштабную реконструкцию здания, обновили его под современные требования. Привели в порядок систему снабжения, коммуникации, палаты. В 2006 году при роддоме открылся педиатрический центр. В 2008 году – центр коррекции патологии беременности – то, что обычно называется дородовым отделением, где женщины лежат на сохранении.

В 2011 году чердачное пространство после реконструкции превратилось в полноценный шестой этаж, а площадь клиники увеличилась на 600 квадратных метров. В том же году появилась Академия подготовки к родам «2 Плюс». Это клуб, где будущие мамы и папы готовятся к беременности, родам и материнству. В нем проходят лекции, мастер-классы, занятия. Это долгосрочное большое направление работы, помощь женщинам до, во время и после родов.

Таким образом к 2012 году мы сформулировали основные направления работы, стандарты качества, условия оказания помощи и размещения, но главное – ценности и преимущества.

Конкурентные преимущества

Наш слоган: «Мы не первые, мы единственные». Профессионализм персонала сочетается с домашним комфортом и уютом. Более 70% сотрудников работают вместе более 10 лет. Они – наша главная ценность, которую роддом сохраняет благодаря постоянному повышению квалификации, преемственности и достойной зарплате.

Семейная клиника  постоянно развивается. Мы, как и другие частные организации, можем позволить себе быстро откликаться на современные веяния, стандарты. Цель на 2020-2021 годы – создание «умной» клиники, с использованием современных информационных технологий, где на первом месте останется человек и специалист, которому пациенты доверяют.

В первую очередь мы конкурируем сами с собой. Мы работаем в премиальном сегменте и создаем в клинике домашнюю атмосферу. У нас пациент чувствует себя как в любящей семье. Это основа концепции, которая проявляется во всем. Администраторы встречают гостей как родных. Пациентка чувствует от доктора только уважение и поддержку. Для потенциальных клиентов проводим индивидуальные экскурсии. Сотрудник проводит будущих родителей по клинике и отвечает на все вопросы за полтора-три часа. Это вызывает доверие.


Читайте нашу статью о том, как Европейская клиника нашла и сформулировала свои конкурентные преимущества.


В роддоме индивидуальный дизайн палат, основные палаты состоят из двух комнат. Одна комната для папы, где он может поработать и отдохнуть рядом с семьей. Вторая комната – для мамы и ребенка. Есть зеленая гостиная, английская гостиная, итальянский уголок – все для комфорта и приятных эмоций. Впечатление остается не только у родителей, но и у самого ребенка, который все чувствует и понимает, в какой атмосфере и ауре он находится.

Клиника открыта и рада пациентам, но при этом имеет четкую систему обеспечения безопасности клиентов и персонала. На административном 6-ом этаже проходят торжественные выписки. Генеральный директор и главврач часто выходят из своих кабинетов и тоже поздравляют родителей. Каждый день мы видим рождение будущего конкретной семьи, нашего города, страны.

Кризисы

За более чем двадцатилетнюю современную историю наш дом пережил ряд кризисов. Перестройку и превращение в негосударственный роддом приняли не все сотрудники. Из 120 человек к концу 90-х остались только 75. Но они приняли решение двигаться дальше вместе, вместе развивать клинику.

На стыке веков мы столкнулись с потоком пациентов из ближнего и дальнего зарубежья, регионов России. К нам приезжали интернациональные семьи. Их нужно было принимать. Мы создали нетипичные для роддомов на тот момент подразделения: отдел по работе с клиентами и отдел внешних связей. Встали вопросы о составе меню, переводчиках, логистике и еще множество других, о которых мы и не догадывались, работая только на Санкт-Петербург и наш Северо-Запад.

Сейчас число зарубежных пациенток снизилось, около 3-4% от всего объема. Это результат развития сферы. Появились прекрасные частные роддома, хорошо работает система родовспоможения в госклиниках. В регионах открылись современные перинатальные центры. Теперь можно получить качественную помощь в своем городе. Но к нам продолжают приезжать из Бразилии, Франции, Израиля, особенно те, кто у нас рожал первенца.

В 2010-2012 годах, как и у всех, у нас встал вопрос об интернет-рекламе и продвижении в сети. Понадобилось прописать стратегию работы в интернете, в роддоме появились соответствующие специалисты и отделы. Мы создали новый сайт, мобильное приложение, личный кабинет пациента. Раньше главным было сарафанное радио, теперь информация и позиция клиники в интернете стали не менее важными. Сейчас поток пациентов распределен так: 40% приходят из интернета, 40% по сарафанному радио, оставшиеся 20% – из других каналов.

В 2017-2019 годах нас захватила общероссийская тенденция – падение числа родов, в целом по стране и по Петербургу. В городе за три года число родов снизилось почти на 20%. Мы смотрим на перспективу и подбираем варианты. Конечно, ближайшие три года ничего хорошего не сулят, тенденция не изменится. Есть совсем пессимистичные оценки, но мы ориентируемся не на них. К Роддому на Фурштатской это снижение относится в меньшей степени. Наши клиенты – достаточно обеспеченные люди, которые в большинстве своем осознанно подходят к родам и тщательно выбирают клинику. За 2019 год средний возраст наших рожениц –  33 года.


Читайте нашу статью о том, как потерять клинику и начать бизнес заново.


Но нужно реагировать на условия рынка и корректировать тактику.  Например, раньше наши женская консультация, центр коррекции, педиатрический центр обслуживали только тех, кто заключил с нами договор на роды. Сейчас мы открыли эти подразделения для всех.

Как преодолевать кризисы

Сформулирую несколько принципов.

  • Роддом на Фурштатской постоянно молодеет. Каждый год проводится косметический ремонт. Пациенты не должны видеть трещины, затирки, шероховатости. Обновляем роддом и обновляемся сами.
  • Надо постоянно обновлять оборудование и привлекать молодые кадры. 70% персонала работают больше 10 лет. Но клинике, как и организму, нужна свежая кровь с новыми идеями, навыками и знаниями. Опытным сотрудникам нужно регулярно обновлять знания и изучать новое.
  • Одними из первых в Петербурге и России мы сформулировали миссию, ценности, сверхзадачу. Человек, который приходит к нам работать, берет на себя большие обязательства и делает гораздо больше, чем требуют стандарты. Мы отвечаем за будущее семьи, поколения, страны. Результат нашей работы не только виден, он кричит, агукает и ползает рядом всего через девять месяцев.
  • Многое мы делаем первыми: начали пускать папу в палату интенсивной терапии, на кесарево сечение, разрешили маме и малышу жить в одной палате, начали проводить дни открытых дверей, репетиции родов, школы подготовки к родам, применили метод аргоноплазменной коагуляции при КС, запустили уникальную программу «Мультиреабилитация» по раннему восстановлению женщин после родов, ввели внутренний строгий экостандарт, открыли благотворительный проект и многое другое.
  • Мы заботимся и о сотрудниках. Проходит много корпоративных мероприятий. Еще мы награждаем их серебряными, золотыми и бриллиантовыми знаками отличия за труд на благо роддома. Есть оплата обучения, ДМС, 100%-я скидка на услуги роддома, материальная помощь в экстренных ситуациях, страхование профессиональной ответственности.
  • При любом кризисе нужно спокойно заниматься своим делом. Паника, резкие хаотичные движения ничего не изменят. Нужно спокойно работать и продумать стратегию развития. К этому приучает и специфика нашей работы. Дети рождались и будут рождаться всегда. Когда-то больше, когда-то меньше. Жизнь течет, меняется, и к этому надо, с одной стороны, относиться спокойно, а с другой – опираться на вечные ценности и создавать устойчивую систему. 
  • Мы команда. В костяк управления входит 30 человек. Если один не знает, что делать, мы садимся и обсуждаем. Есть лидеры, но выруливает всегда команда.

Ошибки

На ошибках тоже учатся. Без них нет опыта. Например, нам предлагали создать франшизу, открыть филиалы в других регионах, передать наш опыт. Мы активно обсуждали, но в итоге отказались от идеи. До сих пор не знаем, ошибка это или нет.

То же самое с филиальной сетью в Петербурге. Можно было сделать? Можно. Не сделали, но не жалеем. Филиальная сеть – это другой подход, это проблема контроля, выполнения стандартов. Мы предпочли сохранить уровень, но остаться в одном месте. Так нам проще обеспечить единство. Также в каждый центр надо вложить все, чтобы сделать его уникальным, чтобы это была не просто дополнительная площадка. Уникальности добиться сложно. Мы бы не смогли.

Еще хотели сделать центр ЭКО. Попытка была, но не хватило терпения, не случилось желанного результата быстро. Нам нужно было либо приложить больше усилий, чтобы выйти на прибыль, встроить это направление в нашу концепцию, либо закрыться. Мы закрылись. Теперь по ЭКО работаем с другими организациями в партнерстве. Возможно, стоило довести все до конца.

Персонал

Каждую пациентку сопровождают минимум четыре человека: врач, медсестра, акушерка, горничная – это круг людей, которые находятся рядом постоянно. Как и говорила, персонал – наша главная ценность и ресурс.

Новый сотрудник проходит двухнедельную стажировку. На ней проверяется медицинская квалификация, соблюдение правил, регламентов, стандартов и норм клиентского сервиса.

В роддоме есть система внутреннего обучения, лекции проводятся нашими специалистами. Есть система внешнего обучения, сотрудники ездят на научно-практические конференции, семинары, в зарубежные поездки. Сейчас поменьше, но в двухтысячных мы объездили полмира, изучали мировую практику.

Есть система веб-семинаров. Если какие-то темы разобрать не успеваем, у нас все-таки довольно жесткий режим работы, то сотрудник учится дома. Еще сами проводим практические конференции. На лето запланирована конференция «Рубец на матке». Это серьезная тема. Мы практикуем естественные роды после кесарева сечения и разбираем специфику.

Каждый год все знания актуализируем, проводим анкетирование для проверки. Врачей дополнительно обучаем общению с клиентами. Ситуация изменилась. Хотим мы этого или нет, но даже по анкетированию видно, что клиенты ставят на первое место не профессионализм, а комфортное общение. С нашей точки зрения – это немного неправильно, но это так. Поэтому для врачей есть цикл лекций.

Но больше всего обучаем клиентоориентированности административный персонал. В роддоме есть отдел по работе с клиентами, отдел внешних связей. Например, начальник отдела по работе с клиентами обучает своих 14 администраторов, приводит ситуации из своей практики, опыта, читает лекции. Но приглашаем и сторонних лекторов. Обучение обязательно повторяется ежегодно.

Отзывы

Соотношение положительных и негативных отзывов у нас 100 к 1. Ежегодно проводим конкурс на лучший негативный отзыв. На своих интернет площадках просим пациентов рассказать правду. Потом выбираем три отзыва и дарим ценные подарки. Такая критика помогает, иначе глаз замыливается, не замечает какие-то моменты.

После каждого конкурса готовим документ на несколько страниц с ответственными, кто и что делает и как исправляет недостаток. В этом году еще попросим написать и что-то хорошее. Посмотрим на реакцию.

Планы

Ближайшие планы – улучшить педиатрический центр, сделать его более уютным и современным, подтянуть по уровню к роддому. Вторая задача – продвижение Академии «2 Плюс». Как и говорила, мы меняем стратегию, предлагаем новые мастер-классы. Теперь целевая аудитория – это женщины, которые могут пройти обучение в Академии «2 плюс», подготовиться к родам с практикующими специалистами, но уйти рожать в другой роддом. Это новая рекламная концепция, ее нужно грамотно реализовать.

Постоянно вводим новые уникальные авторские тренинги и лекции для будущих родителей. В 2019 году, например, начали проводить «Репетицию родов», до этого также первыми ввели занятие по современным методам обезболивания в родах. Наше главное преимущество – в том, что все занятия в Академии проводят практикующие врачи акушеры-гинекологи, акушерки и анестезиологи. Как ни странно звучит, это редкость в этой отрасли.

Наша основная цель – здоровье мамы и малыша, здоровье семьи. И самый весомый показатель нашей деятельности – это процент повторных родов, когда к нам приходят семьи за вторым, третьим, а было что и двенадцатым малышом!

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 Маркетинг клиники на жителей района

Маркетинг клиники на жителей района

Как сделать клинику самой узнаваемой в районе.

Приветствую! Опубликуйте материал о своём опыте в медицинском маркетинге в нашем Блоге. Для этого напишите мне на k.magomedshafieva@napopravku.ru

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