Post on 12-Apr-2017
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Nancy Stearns Burgess5 Reasons to Believe
847-224-9727www.linkedin.com/in/nancystearnsburgess
Five Reasons to Believe
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
“All-in” Philosophy
left braiN + right Brain =
emotive impact experience project management
visuals language
writing & editing literature review
digital & traditional campaigns competitive intelligence
branding marketing research
strategy data
analysis + creativity
= Nancy Burgess = RESULTSBurgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
My Thoughtful Approach
Digital, Print and Integrated Experience
Burgess – Strategic Healthcare Marketer
CUSTOMER EXPERIENCE
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www.linkedin.com/in/nancystearnsburgess
My Deep Experience
Results-oriented Philosophy
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
My Measurable Results
Human Relations Skills Influence. Persuaded executive teams to
execute my marketing vision for our company/agency
Leadership. Led cross-functional teams for $250k project and other launches, on time and under budget; Managed employee performance
Communication. Published writer, award-winning communicator
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
My Soft Skills
Case of Corporate Leadership
Led website relaunch Collaborated across business
units and stakeholders Advanced new information
architecture, navigation, creative and content with key stakeholders
Redesigned site; implemented branding guidelines and SEO strategies
$2.5 B corporation Numerous acquisitions annually Fragmented and inconsistent
imagery, tone, style on website Lack of search engine
optimization (SEO)
the situation my actions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Old website
Raised SEOMoz score 2.3 points in just 6 weeks Launched website in 10 months with less than $100k budget
RESULTS: Website Launch
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of C-Suite Persuasion
Developed persuasive social media presentation for CEO and senior management
Launched and executed social media strategy for blog, Google+, Facebook, LinkedIn, and Twitter presence
Unwritten corporate policy avoided social media and public relations initiatives
Website and social media monitoring indicated some negative corporate perception
the situation my actions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Within first year, attracted thousands of readers and generated hundreds of social shares and subscribers to blog with $0 additional budget
Grew Google+, Facebook (913%), LinkedIn (156%), and Twitter (1827%) presence in first year
RESULTS: Strategic Social Media Use
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Accelerated Facebook (913%), LinkedIn (156%), and Twitter (1827%) follower growth Expanded LinkedIn followers to >8000 professionals in 2 years Within first year, attracted thousands of readers and generated hundreds of social shares and subscribers to
blog with $0 additional budget
RESULTS: Social Media
www.linkedin.com/in/nancystearnsburgessBurgess – Strategic Digital Marketer
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Social Followers on 4 Networks
Google+
Case of Marketing Automation
Designed and executed complex marketing automation steps
Created launch project plan and process
Sales team was given all leads that had downloaded content, such as white papers
Sales reported that prospects were not interested and lead generation was occurring too early in the buying cycle
the situation my actions
www.linkedin.com/in/nancystearnsburgessBurgess – Strategic Digital Marketer
600 monthly content downloads moved to relevant lead nurture campaigns that generate >$3k of repeatable monthly revenue
Multi-marketing channels allowed integration with CRM, tracking of buying cycle through, web links, blogs, phone numbers and more
RESULTS: Marketing Automation
Burgess – Strategic Digital Marketer www.linkedin.com/in/nancystearnsburgess
Web, Blog or Social
• Buttons, or Links to Download Content
• Brief Form Captures Key Info
Web Optimized
PDF• Auto-Downloads
Auto Thank You
Email Nurture
Campaign
Landing Page
CRM Sales Queue
• Direction of Lead Depends on “Request a Rep” Checked Box
• Warm Sales Opportunity
• 3-4 Waves
• Thank you• Anchor Text Link to PDF• Feel free to share with colleague
• Trackable marketing phone number
• Link to service page• Opportunity to read more on blog
Overall Web Results
Burgess – Strategic Digital Marketer www.linkedin.com/in/nancystearnsburgess
Case of the E-retail launch
Led project team of 10 people Facilitated integration of 5 complex
software systems Managed photo shoots for 500
products Led integrated marketing
communications plan for internal and external website promotions
Outdated print catalog did not include prices
Customers needed to call sales representative to place product orders and reorders
the situation my actions
Burgess – Strategic Digital Marketer www.linkedin.com/in/nancystearnsburgess
Launched within aggressive 7-month schedule and under budget Internal and external integrated communications plan
generated immediate increase in monthly sales E-retail freed sales representatives for outbound calls
RESULTS: Eretail Site
Burgess – Strategic Digital Marketer www.linkedin.com/in/nancystearnsburgess
Case of Leveraging KOLs
Networked with KOLs Created mnemonic devices to aid
in recognizing symptoms of HAE Edited/wrote all website copy at
www.allabouthae.com in line with ambitious schedule
Wrote educational brochure copy that leveraged website features
Hired illustrator and conceptualized teaching slides
Collaborated with designers to create mini-CD and convention room drop
Hereditary angioedema (HAE)is a rare genetic disease
CSL Behring’s treatment for HAE was in Phase III clinical trials
3 competitors were also in the US race to be first-to-market
Some HAE attacks can be lethal, especially if misdiagnosed
Key opinion leaders (KOLs) at advisory board reported diagnostic difficulties
Major professional meeting less than 3 months away
the situation my actions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
HAE educational campaign captured 3 creative awards
Hundreds of attendees sought out client’s booth with room drop in hand 32 KOLs agreed to be featured on reverse side of diagnostic tools Campaign built client-KOL relationships and enhanced perceptions
RESULTS: All About Rare Disease
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of Clinical Trials Brandingthe situation my actions
Endo Pharmaceuticals wanted to increase enrollment and name recognition for its bladder cancer clinical trials
The company already had a bladder cancer treatment, Valstar, on the market
Worked with team to name the clinical trials program and its distinct subsets
Wrote and edited complete brand guidelines, including rationale, logo use, brand hallmark, naming in print, and applications
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
“Joyful person” brand hallmark also symbolized the urinary bladder “Wave” carved through logo and trial names (Embarc, Voyage) represented the nature of the bladder
as a vessel for fluid Voyage colors mirrored the branded colors of Valstar (valrubicin)
RESULTS: Bladder Cancer Program
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of Multitasking and Execution
Assumed account executive role during US launch
Collaborated with team to develop brand identity and win business
Identified 6 anatomical sites of HAE attacks
Created survey and reported results for global team
Wrote all chapters of 72-page US and European monographs and oversaw scientific illustrations
Personified and named US resource center: B.E.N.
CSL Behring’s C1-inhibitor, Berinert, had been used in more than 400,000 treatments in Germany, Austria, Switzerland, and other countries
Client wanted to launch worldwide branding in conjunction with approvals in Canada, US, and most of Europe
Berinert Global Brand Team, led by Germany, asked us to pitch for global brand identity business
the situation my actions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Branded materials developed for 29 countries on 4 continents Substantial efforts to ensure US materials met FDA regulations
RESULTS: “Finally!” Launch
www.linkedin.com/in/nancystearnsburgessBurgess – Strategic Healthcare and Digital Marketing Communicator
Case of Global Campaign Creation
Construed fork-in-the-road image and “Take the Right Path” for both worldwide and US indications
Teamed with designers and account team to create persuasive visual graphics
Developed key messaging, differentiating between US FDA-approved language and the rest of the world
Fujirebio Diagnostics’ HE4 test had recently received FDA approval to detect the progression or recurrence of epithelial ovarian cancer
Globally HE4 with CA125 is approved to help diagnose ovarian cancer
Company wanted to use an image that showed a fork in the road and create consistent worldwide branding
the situation my actions
Burgess – Strategic Healthcare and Digital Marketing Communicator www.linkedin.com/in/nancystearnsburgess
Consistent sales messaging translated into Japanese, Italian, and English—with distinct US version Distinct URLs linked directly to ads and helped track ROI Campaign captured DxMa award
RESULTS: Multilingual Sales Campaign
www.linkedin.com/in/nancystearnsburgessBurgess – Strategic Healthcare and Digital Marketing Communicator
Case of Differentiating Commoditythe situation my actions
CSL Behring was about to receive approval for its most advanced intravenous immunoglobulin (IVIg), Privigen
Privigen, a 10% liquid, was not first to market
The product had a competitive profile that immunologists associated with good tolerance
Most IVIg is sold through group purchasing organizations (GPOs)
Brand logo and identity had been developed in Italy
Identified fact that other IVIgs had shorter room-temperature lives compared to Privigen’s 24 months
Translated all data into US nomenclature and rewrote 76-page monograph in compliance with FDA-approved label
Worked with graphics team and illustrator to create images that fit global brand guidelines
Designed information architecture and wrote website content
Partnered to leverage GPO relationships, tactics, and strategy
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Distinctive, attention-grabbing die-cut ads, mailers generated awareness Custom photography highlighted refrigeration-free storage Programs created synergy with GPOs’ efforts and linked to website
RESULTS: Unique Sales Synergy
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of Strategic Vision
Reviewed literature to confirm and update medical facts
Originated “unbranded” disease-focused campaign concept—a screening program to increase high-risk referrals
Confirmed hypothesis in pre-program online research: most PCPs and OB-GYNs not screening women for CAD risk factors
Named program; crafted all copy Networked w/ ACOG and AAFP to
obtain presidents (KOLs) as signatories
Coronary artery disease (CAD) is the #1 killer of women
Fujisawa’s (Astellas’) Adenoscan led the perfusion market in CAD diagnosis
Adenoscan label revealed it was especially effective in women
Team and client agreed lives would be saved and “all boats would rise” if high-risk cardiology referrals increased
the situation my actions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
16% of targeted physicians began screening patients for CAD Of those, 94% used brochures, 55% hung poster, and 75% reordered Campaign won most prestigious 2004 MM&M Award
RESULTS: Committed to Her Heart
Wave 1: high-impact triangular box, poster, program sheet, KOL letter, BRC; 2: broadcast fax; 3: Over-sized envelope of materials; Fulfillment: Reprints, Risk assessment tool, pt ed brochures, video, sample referral letter, reorder form
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of Team Collaborationthe situation my actions
Taro Pharmaceuticals recently acquired Ovide Lotion from Medicis Pharmaceuticals
Taro needed to achieve 45% sales increase by end of year
Most doctors recommended OTC treatments for head lice
When physicians wrote Rx for treatment of head lice, it was usually for competitor product, lindane
Rather than focus on OTC competitors, our team opted to focus on prescribers of Rx lindane
Oversaw the AAU market research to test perceptions, messaging, and campaign concepts
Collaborated with team to rebrand and differentiate OVIDE
Assisted with scientific copy and verified facts for features and benefits copy
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Realized an 11%+ response rate Achieved 45% sales growth in less
than 5 months Became the #1 prescribed head lice
treatment among pediatricians Won most prestigious MM&M Award
RESULTS: Prescribe with Confidence
OVIDE Cares Kit: High-impact dimensional box with panels matching new sales aid, plastic bin, online response mechanism, gloves, sales brochure, instructional CD-ROM, and product information; follow-up waves arrived in dimensional envelopes
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of Late-stage Brandingthe situation my actions
Primary immunodeficiency (PI) is a rare disease that impairs ability to fight infection
Immunoglobulin (Ig) infusions boost immunity
Client’s product was a weekly self-administered 16% “Sub-Q” Ig product, competing against monthly IV products
Client needed to pave the way for its next-generation Sub-Q, a 20% solution
Original launch creative focused on moving to the Sub-Q way
Recognized that weekly injections resulted in less dramatic shifts in patients’ Ig levels compared to monthly highs and lows with IVIg
Collaborated on campaign that focused on “stepping off the roller coaster” of IVIg therapy
Coined taglines: Life has its ups and downs. Ig levels don’t have to.
Worked with designers to highlight 16% compared to competitors’ 5% and 10% products
Transitioned to a smooth and steady campaign
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
RESULTS: Campaign Evolutions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Original photography captured freedom of 16% home-based Sub-Q Global “ribbon” brand icon shown as smooth and steady carpet Multi-pronged efforts drew thousands of patients to switch from IVIg
RESULTS: 16% Smooth and Steady
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of FDA-Compliant Creativity
Collaborated with team to develop coloring sheet with 16 differences, create branded video for flat screen monitor, and other branded booth materials
Team worked with vendors to build “roller coaster car” and engage photography opportunity at booth
Wrote FDA-compliant script for magician that used card and rope tricks to highlight brand’s key attributes and engage children waiting in line for photo
CSL Behring wanted to create impact at patient association meeting that met every 2 years
Typically, majority of attendees were children, teens, and families
Meeting was being held at Walt Disney World in Orlando
Our new “Start smooth. Stay steady.” campaign was being unveiled
the situation my actions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Children and families enjoyed roller coaster photo in branded frame Attendees drank “smoothies” in branded cup Booth traffic was phenomenal and the envy of competitors
RESULTS: Smooth & Steady
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of Teamwork
Developed pre- and post-convention survey to assess unaided and aided awareness of HE4 laboratory diagnostic
Collaborated with team to create touch-screen kiosk that would collect lab directors’ contact information
Joined forces with team to develop customized pdfs that highlighted features and benefits of HE4
Wrote preconvention attendee e-blast copy and online AAU survey
Fujirebio Diagnostics wanted to make an impression at the American Association for Clinical Chemistry (AACC)
Goal of participation was to increase awareness of HE4 among US lab directors
the situation my actions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Touch-screen kiosk captured attendee data and sent customized PDF of materials to lab directors’ own e-mail addresses, built database
Improved aided and unaided awareness of product by a factor of 4
RESULTS: Interactive Kiosk
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Cases of Marketing Researchthe situation my actions
Various clients looked to me for confidential marketing research expertise
Provided pre- and post-program research to help assess ROI and market movement
Evaluated creative concepts, campaigns, brand identities, messaging, awareness, attitudes, trial, usage, treatment algorithms, and more
Oversaw qualitative and quantitative primary marketing research initiatives at 2 agencies
Wrote clear objectives and designed methodologies
Moderated interviews and probed for deeper meaning as appropriate
Developed confidential, comprehensive insights with visual aids, top-line executive summaries, implications, and future strategic and tactical recommendations
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
RESULTS: Confidential Insightsinvestigations subjects methods
Awareness, attitude, usage (AAU)
Awareness, trial, usage (ATU)
Brand identities Competitive intelligence Creative campaigns Messaging Treatment algorithms Brand stories
Allergists/immunologists Dermatologists Emergency physicians Endocrinologists Family physicians Hematologists Home care nurses Hospital pharmacists Infusion nurses Interventional radiologists Neurologists OB-GYNs Patients Pediatricians
1-on-1 interviews Conventions Focus groups/
advisory boards iPads Online surveys Phone interviews Web cameras
Skill, Knowledge, Experience
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
Case of Early Career Shift
Researched how to write effective queries
Networked at Independent Writers of Chicago (IWOC)
Completed feature writing and public relations classes at local college
Leveraged clinical and scientific expertise, published thesis, experience, and clinical credentials for national publications
Agreed to write “on speculation” for first article for The Chicago Tribune
Registered dietitian with desire and skill to launch writing/marketing career
Education, training, and experience in hospital dietetics, exercise physiology, and cardiac rehabilitation
National publications receive 30,000+ unsolicited queries annually
Only about 0.08% of these queries are accepted
the situation my actions
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
RESULTS: Publishing Experience
X health topics15 features
6 articles
Modern Maturity Market for Home Care Services (research report) Allied Health and Nursing News features
10 feature articles, multiple interviews
Wellness promotions Newsletter
Dozens of consumer health features
Burgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess
left braiN + right Brain =
emotive impact experience project management
visuals language
writing & editing clinical data
digital & traditional campaigns competitive intelligence
branding marketing research
strategy literature review
analysis + creativity
= Nancy Burgess = RESULTSBurgess – Strategic Healthcare Marketer www.linkedin.com/in/nancystearnsburgess