1. Project Report
submitted in partial fulfillment of the
requirement for the
Training programme in PR and Corporate Communication
(Marketing tools)
By
Divyangna
1

2. Declaration
I hereby declare that this project report on “Analysis of PR and Corporate Communication as
effective marketing tool” which is being submitted in partial fulfillment of the Training
Programme in Marketing Department, is the result of work carried out by me, under the
guidance of Mr. Sonal Pahwa, Deputy General Manager, Sales & Marketing, Fortis Hospital
Shalimar Bagh, Delhi.
(Divyangna)
Acknowledgement
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3. I take immense pleasure in thanking Mr Sonal Pahwa , DGM Marketing & Sales
for having permitted me to carry out this project work.
I wish to express my deep sense of gratitude to my Internal Guide, Ms. Isha Bakshi ,
Officer, Marketing & Sales for her able guidance and useful suggestions, which helped me in
completing the project work, in time.
Finally, yet importantly, I would like to express my heartfelt thanks to my beloved parents
for their blessings, my friends/classmates for their help and wishes for the successful completion
of this project.
Divyangna
Abstract
3

4. Marketing is about satisfying the needs and wants of the customers which helps each
organization to gain the competitive advantage over its competitors. According to
Berkowitz,(2006,p. 3) ,”marketing is a societal process by which individuals and groups obtain
what they need and want through creating, offering, and freely exchanging products and services
of value with others.”
Therefore, the marketing concept means that a health care company must make a profit by
serving the needs and the wants of customer groups and by delivering the right health care. At
this point, it is good to mention that central to this definition of marketing is the focus on the
consumer, whether that is an individual patient, physician, or organization such as a company
contracting for industrial medicine. This also leads to the key ingredient of marketing that leads
to consumer satisfaction.
Furthermore marketing is about satisfying the patient with right health care services and right
medical products at the right place with the right promotion, distribution and pricing strategies.
Therefore in order to apply the meaning of marketing in this competitive health care market
place, marketers need to understand the concept of marketing management and specifically the
concept of marketing plan.
Healthcare marketing is big business. It is also extremely competitive, whether physicians
compete for patients in the same community or big pharmaceutical manufacturers make drugs
for diseases that affect many people.
Large or small, the challenge for healthcare marketers is to determine the best strategies to
accomplish annual sales and growth goals for their businesses that are based upon those
companies' prevailing market rankings. The media is filled with prescription drug ads because
advertising is a powerful marketing tool at play in the healthcare industry.
Successful businesses, no matter what industry they're in, are not accidental. Lots of hard work
and energy goes into the planning process. The health care industry is no different. The 4 Ps of
marketing is used as an analysis tool to help determine which combination of advertising
channels will be employed to meet the promotional objectives of one's marketing plan.
This includes looking at a specific product and strategically planning the placement, price and
promotion around it. Using variations of these elements helps the business reach multiple
consumers within their target market.
Table of Content
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5. S.no Title: Subtitles Page no.
1 Introduction: About Fortis
About Healthcare Industry
Evaluation of Marketing 6-12
Objectives of Marketing
What is Healthcare PR
Need of PR
2 Materials & Methods 13-23
3 Results: Survey 24-29
SWOT Analysis
4 Suggestion 30
5 Conclusion 31
6 References 32
Introduction
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6. About Fortis
Fortis healthcare has been established with a vision to become a global leader in the field of
integrated healthcare.
It is one of the fastest growing integrated healthcare providers with multi-vertical presence that
touches millions of lives across 10 countries including Australia, Canada, Dubai, Hong Kong,
India, Mauritius, New Zealand, Singapore, Sri Lanka and Vietnam.
Fortis Healthcare has multi-vertical presence in emerging markets in different healthcare
verticals ranging from primary healthcare, day care specialty healthcare, hospitals, dental clinics
and diagnostics. Today, its combined network comprises over 75 hospitals with more than
12,000 beds, 580 primary care centers, 188 day care specialty centers, 190 diagnostic centers and
a talent pool of over 4,000 doctors and 23,000 employees making it amongst the largest
integrated healthcare delivery networks in Asia Pacific. Among its assets, Fortis Healthcare
International owns Quality Healthcare Ltd, the largest primary care network in Hong Kong;
Dental Corporation Pty Ltd, the largest dental care network in Australia and New Zealand; Fortis
Specialty Hospital, an under construction specialty hospital in Singapore; a stake in 350 bed
Lanka Hospitals Corporation, Sri Lanka’s largest super specialty hospital, and the largest private
pathology diagnostics laboratory in UAE; and holds majority stake in Hoan My Medical
Corporation, one of Vietnam’s largest private healthcare provider groups.
This integration unlocks multiple synergies in growth, talent, medical verticals and cost
efficiencies. Its ability to service a wider spectrum of patient population also gives it a unique
proposition as a healthcare provider of choice in the region. Its large pool of experienced clinical
and managerial talent, under the guidance of a strong global management team, helps to cross-
pollinate knowledge and capabilities across the enterprise.
Chairman Fortis Healthcare
Fortis Hospital, Shalimar Bagh, brings to the residents of National Capital Territory, a Multi
Speciality hospital focused on delivering cost-effective medical care at par with international
standards. A blend of professional talent, cutting-edge technology and comprehensive services,
6

7. Fortis, Shalimar Bagh offers advanced care in the discipline of Gastroenterology and offers
advanced treatment for disorders of the liver, biliary tract, pancreas and other common Gastro
Intestinal (GI) diseases.
About Healthcare industry
The healthcare industry is one of the most vital and rapidly developing industries in the world.
Each year billion worth of investments go into clinical and pharmaceutical R&D and marketing.
The sector is vast and diverse with doctors, patients, pharmaceutical companies, universities,
governments and healthcare professionals involved in the distribution, discovery and advocacy
of the products. Healthcare Public relations & Corporate communications play an important
role in introducing, building confidence, opening up a good market share and bringing to people
innovative clinical remedies. Healthcare communications agencies worldwide are working to
help the stakeholders of the medical field and healthcare sector to be heard, informed and market
products.
Benefits are the reason people select healthcare products and services over another.
Features are simply a factual statement about our product or service, but benefits provide the
answer to the question that every patient wants to know, which is “What is in it for me?” Patients
need to understand the value, as they are paying out-of-pockets.
Evaluation of Marketing in Healthcare
The influence of healthcare consumerism today extends to every professional working in the
healthcare system compelling providers to respond to consumers' evolving expectations, which
are mainly based on choice, control, convenience, and customer service. Healthcare is now
purchased from a wholesale and retail-oriented marketing model. Earlier, healthcare
organizations did not need to market their services. The providers operated in semi-monopolistic
environments. There was an almost unlimited flow of customers, and revenues were essentially
guaranteed. This situation began to change. Increasing choice for consumers opened the door to
competition. Healthcare organizations began to appreciate that to sustain in this new 'bad' world,
they would have to introduce modern business practices into the healthcare arena and adopt
concepts and methods long established in other industries. This led to the concept of direct
marketing.
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8. Unfortunately, in the early years healthcare professionals did not like the amalgamation of the
words healthcare and marketing. Many misconstrued marketing for advertising, and, advertising
on the part of health services providers was considered inappropriate. Though prescribed
marketing activities became common early on among healthcare organizations like
pharmaceuticals, medical equipments and medical supplies, targeting physicians and employers,
marketing campaigns targeting healthcare consumers i.e. patients were relatively rare. Healthcare
service providers had long resisted the incorporation of formal marketing activities into their
operations. Nevertheless, physicians, hospitals and other healthcare organizations had been
'marketing' themselves under the facade of public relations, physician-relationship development,
community services, and other activities, but few health professionals equated these with
marketing.
The use of marketing techniques has proliferated. Modern healthcare programmes, such as
freestanding diagnostic centers and rehabilitation clinics, began using marketing as a means of
luring patients from the already established sources of care. Healthcare marketing, however,
initiated as an unstable concept. The marketing professionals that healthcare imported from other
industries failed in their effort to adapt existing marketing techniques to healthcare uses.
Marketing healthcare was not the same as marketing a soft drink! While few methods and
techniques could be transferred untouched from other industries, most approaches had to be
customized to healthcare. Furthermore, experienced marketers from other industries were not
familiar with the healthcare market and, were therefore unable to appreciate the need for long-
term initiatives in this industry.
The formal recognition of marketing as a suitable activity for healthcare providers represented an
important milestone for healthcare. Healthcare organizations then saw the daybreak to a flurry of
marketing activities and got into creating aggressive campaigns. Medical professionals using
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9. jargon like 'the market' along with 'angioplasty', 'arteries' and 'vitamins' became more common.
The term 'marketing mix' is now heard commonly in boardroom discussions housed in the same
building complex where patient care is provided, emphasizing on the 4 P's of Marketing:
Product, Price, Place and Promotion. Today, the industry has matured into a sophisticated and
competitive field, meeting the needs of knowledgeable consumers who are making their own
healthcare decisions. The industry is now being compared to the hospitality sector, and is labeled
as a service industry.
The acceptance of marketing by health professionals realized the need for the establishment of
marketing budgets and the creation of numerous new positions within the organizations. This
culminated with the establishment of a marketing department with its' own budget and staff.
Positions like general manager and director for marketing came into existence in many
organizations with responsibilities of contributing to the bottom line, just like any other
department.
The evolution of marketing in healthcare has been slow and is still an ongoing process. After
years of reluctant acceptance, and constant nervousness between those who enthusiastically
accepted marketing as a function of the healthcare organization and those who tenaciously
resisted it, marketing has now become reasonably well established as a legitimate healthcare
function. Though the industry still suffers from a lack of standardization when it comes to
marketing, healthcare marketers now have a much better understanding of the market and their
'target audience'. New approaches have been developed specifically for the healthcare market
and reasonably sophisticated market research techniques have been put into place.
Objectives of Healthcare Marketing
Profit is often the major objective of healthcare marketing, as is the case with any other business.
However, other factors affect healthcare marketers, because the healthcare industry is heavily
regulated by the U.S. government. In addition to traditional marketing objectives of increasing
sales, healthcare marketers must also comply with regulations set forth by federal agencies.
 Preference for Brands and Services
Gaining preference for a brand or service is a major objective of healthcare marketing.
Pharmaceutical companies develop marketing and advertising programs to generate preference
for over-the-counter (OTC) and prescription medications. Physicians compete to gain preference
for dental, obstetrician, and other healthcare provider services. Hospitals compete to market and
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10. gain preference for their expertise in treating patients in areas such as pediatrics, optometry,
podiatry and cancer. Generating preference for brands and services is most often achieved
through advertising campaigns.
 Customer Retention
Customer retention is also an important marketing objective. A pharmaceutical company might
develop a marketing program that provides users of medications with free samples or coupons to
make sure that they maintain loyalty to their brands. A drug store might offer a customer loyalty
program, drive-thru prescription service or other measures so that consumers continue to
purchase medications and healthcare products at their stores. Customer retention marketing
efforts are often executed through direct mail programs, coupons, and loyalty programs.
 Patient Education
Patient education is growing as a marketing objective. Companies are increasing efforts to better
educate consumers about medications, including how to take them and what to avoid when using
them. Physicians are incorporating patient education as a part of their prescribed treatments, such
as providing exercise recommendations to maximize weight loss efforts. Equipment
manufacturers for diabetes monitoring devices and oxygen are including patient education as a
part of their marketing efforts for the patient, rehabilitation service providers, and at-home
caregivers. Patient education is also important to comply with government requirements and
prevent insurance and legal liabilities.
 Government Compliance
Many companies in the healthcare industry must comply with guidelines and standards set by the
U.S. Food and Drug Administration (FDA) and the Department of Health and Social Services
(HSS). These federal agencies set standards for what a company can market and advertise. FDA
and HSS requirements are most prominent in the pharmaceutical industry. For example, many
television commercials include disclaimer information that it is either spoken by an announcer or
appears as written copy. Disclaimers often notify viewers of potential side effects of a
medication. Instructions inside boxes of medications also include lengthy descriptions of
potential reactions and risk factors. This information is required by the FDA. Companies must
have FDA approval before they can advertise or sell OTC or prescribed medications.
What is Healthcare Public Relation?
Public relations are an important part of how companies and businesses and individuals get their
ideas and image out to the public.
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11. PR in healthcare plays an important role. Healthcare PR’s responsibility is dealing with the
communications that take place within and around a healthcare institution.
For a person who is in health care PR, their day to day activities would include speaking with
and liaising with doctors and nurses but also with the administrative staff of a hospital. This kind
of position needs a person who has outstanding communication skills because if one thing were
to get lost in translation there could be dire consequences.
Even within healthcare PR there are a number of different jobs that need to be done. While it is a
job based on communication, not all of that communication is verbal.
A PR person might, for example, be responsible for the hospital's weekly internal newsletter.
They might also be responsible for putting together information that would help market the
hospital.
Health care public relations are in charge of handling the internal and external communications
for a health care facility. They interact with physicians, nurses, managers, administrators, and
patients, and therefore must have excellent communication skills. Some of their
responsibilities include writing for internal publications such as newsletters, handling calls
from the media, as well as writing and creating various material that promote the services
offered at that facility. Public relations specialists may also be called upon to prepare
marketing plans that highlight various aspects of an organization. The most important function
of this position is handling all communications with the public. They may organize events
between the organization and the public, or they might prefer to correspond by publishing
press releases. Public relations specialists must be highly organized and be prepared to deal
with a variety of situations. They usually work 40-hours a week, but this can vary due to
deadlines or an unforeseen crisis involving the health care organization. Individuals interested
in health care public relations should be detailed oriented, be able to cope with high levels of
stress, and be able to handle a heavy workload.
To generate response from prospective patients, medical practice marketing should focus on the
benefits of the healthcare services and products. Since people don’t by features….they buy
benefits.
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12. Need of PR
Public relations are essential in every sphere of trade and business. The healthcare industry
comprises of a considerable amount of a country’s GDP. It is ever growing and is consistently
useful for people at large. The healthcare industry of UK contributes goods and services worth
billions of pounds each year to the global market. Healthcare PR helps companies, individuals
and organizations to present their ideas and image to the public with the right spirit and through
the right channels. The healthcare industry affects our everyday lives and impacts many who
suffer from illnesses and are looking for recent developments in medicine and innovative
technology. Even the finest ideas will not yield results in the absence of successful healthcare
PR.
Corporate positioning, product positioning, media relations, presentations and conference
support are important in conveying ideas to the public and to sell products.
Healthcare PR gives you and your products the exposure you deserve to gain recognition and to
sell. Many seek the help of a healthcare PR agency to stay in the market in the face of heavy
competition from pharmaceutical companies. Leaving your media relations to specialists in the
field will provide you with the necessary recognition for you and your brand locally and
internationally. The PR agencies in this sector also handle issues and crises that you might face
from trial failures to product withdrawals. From the smallest companies to pharmaceutical giants,
a healthcare PR agency will prepare you from the very first step of product introduction to
franchise positioning. They also train your staff for a more confident company PR approach and
strategies.
Almost all pharmaceutical companies, biotechnology companies, patient groups and national
health services require the services of a healthcare PR agency to represent them to the masse
Materials & Methods
Materials & Methods which I worked on, for doing Corporate communications and maintaining
Public Relations were:
 Communication Collaterals (flyer, news letter, hoardings, standees etc)
12

13.  Stories relating to Women’s Health, Tobacco day.
 Interviewed Dr. Pramod Kumar.
 Assisted Mam Isha on regular CME’s
 Doctor’s day Celebration
We planned our activities from April to June.
MARKETING ACTIVITIES (April., 2012 – June., 2012)
Major Campaigns/Activities
1. Active promotion of Centres of Excellence at prominent Metro Stations of North Delhi
2. Adaption & maintenance of 3 leading medians in Shalimar Bagh, with prominent Fortis
branding
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14. 3. Hospital direction signage done on NH-1 for guiding patients coming from
Karnal/Panipat/Sonipat to Fortis SB
New Medical Programmes
1. Day Care Programme launched
Talent Hiring
1. Dr. Ramesh Garg hired as Consultant, Gastroenterology
2. Dr. Sanjeev Madan hired as Sr. Consultant, Internal Medicine
Article for women’s day
HEART DISEASE AND WOMEN
The myth that heart disease is a “man’s disease” has been debunked, the rate of public awareness of
CVD (Cardio Vascular Disease) as the leading cause of death among women has increased from 30% in
1997 to 54% in 2011 (as per the AHA Guideline 2011).
Time has changed radically women are no longer only playing their traditional roles of a housewife, a
mother or a daughter. She is instead taking giant strides in the pursuit of her dreams. There is hardly any
domain left where women are not involved. Owing to this change in attitudes and the increasing
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15. demand for a better status in life coupled with the stress of family & work alike, women of today are
neglecting their health, which is a matter of grave concern.
CVD has too long been neglected in the women’s health arena. In actuality, it causes 8.6 million deaths
in women, each year, making it their number one killer. Each year, 55 000 more women die of stroke
than men, and before 75 years of age. Stroke accounts for a higher proportion of CVD events than CHD
(coronary heart diseases) in females, whereas the ratio is the opposite for males (as mentioned in AHA
Guideline 2011).
From the Dept. of Medicine, Postgraduate Institute of Medical Education and Research, Chandigarh
• Asian women are least aware of heart disease as the leading cause of mortality in women
(American Heart Association rapid access journal report).
• 69% of women who die suddenly have no prior history of coronary artery disease.
• Women often deny, ignore, or do not notice symptoms. Often by the time symptoms typical to
CAD occur in women, heart attack is fully formed and early warning signs are missed therefore
outcomes are poor.
Women have unique risk factors for stroke such as pregnancy, hormone therapy and have a greater
prevalence of hypertension in older ages which is a major risk factor for stroke. After 65 years of age, a
higher percentage of women than men have hypertension, and the gap will likely increase with the
continued aging of the female population. There may be different benefits and risks associated with
interventions to reduce stroke risk compared with men.
They are more likely to have the following symptoms –
• Fatigue
• Shortness of Breath
• Indigestion, Upper Abdominal Pain or Nausea
• Pressure, fullness or a squeezing pain in the center of the chest, which may spread to the neck,
shoulder or jaw.
• Arm Pain (Especially the left arm)
According to prevalence survey of CHD, carried out in a north Indian town involving a house-to-house
clinical and electrocardiographic examination of all the 2,030 persons above the age of 30 years
residing in the area, 62% per cent of the men and 88% of the women had clinically silent CHD.
The prevalence of CHD increases with age, socio-economic status, the sedentary nature of occupation,
and with hypertension.
To prevent heart diseases women should -
• Be physically active
• Don't smoke or use tobacco
• Eat a healthy diet
• Get regular health screenings
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16. Tent Card
I designed a tent card,to distribute among the internal as well as external doctors.
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17. Thank you card
This was to be presented to the blood donors, as a token of thanks.
Delivery Packages (flyer)
This was to be distributed internally as well as externally.
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18. Invitation card
Vertical Hoarding
This was to be placed internally as well externally.
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19. 19

20. News letter
This was to be distributed among the referral doctors.
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21. 21

22. 22

23. 23

24. Results
For measuring the effectiveness of our marketing, I prepared a questionnaire, and interviewed
around 50 patients in the OPD.
Marketing Survey
Name:
Age:
Sex:
Profession:
Q.1 Have you ever been to Fortis Shalimar Bagh before?
Yes No
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25. Q.2 If yes then do you know the following about Fortis Hospital, Shalimar Bagh:
o Location
o Specialties available
o Doctors available
60
50
40
30
Series1
20
10
0
Location Specialities Doctors available
Q.3 From where did you get to know about Fortis Hospital, Shalimar Bagh?
o Newspaper
o Radio
o Hoardings
o Bus Queue Shelters
o Metro Feeder Bus
o Website
o Others
50
40
30
20
10
0 Series1
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26. Q.4 How often have you read /saw them?
Usually
Very rare
Q.5 Have you ever attended “free health check up camps” organized by the Fortis Shalimar Bagh? If yes
then did you find them beneficial?
Yes
No
26

27. Q.6 Do you think the ad which you have read /saw was informative and has benefited you?
Yes
cant say
Q.7 How would you define Fortis as a brand?
Good
Very Good
Excellent
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28. Q.8 Would you like to come to Fortis S.B again? And will you recommend Fortis to your near and dear
ones?
Almost, all of them to whom I interviewed were satisfied to a great extent, but there were very few who
were not satisfied and had “expensive” as their quotient.
Conclusion
As per the survey, we can conclude that our marketing activities are reaching to the target audience; we
only need to highlight our Team of Doctors since they are our USP, and are supposed to be known by
the audience.
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29. SWOT Analysis
Strengths
We are a Brand.
Our highly qualified Doctors.
Our wide reach.
Weakness
We are expensive.
Opportunities
Our upcoming units.
Use of international new technologies.
Threats
Competition. (Max, Jaipur Golden etc)
Highly aware public.
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30. Suggestions
I’ve come up with few steps that one can take to ensure their medical advertising materials are
benefit laden.
First, Understand Your Target Market
You need to learn everything you can about the types of patients you are trying to attract to your
practice. More importantly, you want to be sure that you are targeting the right type of patients to
begin with. Once you understand the demographic and behavioral buttons of your target patients
you will be able to better identify the features that will lead them to choose your practice over
many others.
Second, Step into the Shoes of Your Prospective Patient
Oftentimes if you are doing your own marketing you are too close to your medical practice to
perceive it the way a prospective patient would. This is why you must make an extra effort to
look at your practice as a stranger would, and refrain from making any assumptions. From this
different perspective, consider the features you’ve identified and ask, “what results will I have
with this product or service?” These “results” will lead you to your preliminary benefits.
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31. Conclusion
Healthcare professionals now appreciate their existence in a service industry and have in fact
extended the marketing fundamentals to 7 P's, the additional ones being People, Physical
Evidence and Process. A core of healthcare marketing professionals have now emerged along
with the tools necessary to plan and implement marketing initiatives with background on the
factors that drive marketing approaches and consumer behavior in healthcare. Marketing
departments and marketing budgets are under increasing scrutiny in today's healthcare
organization. Developing and implementing a communications and public relations program
that meets the needs of both the hospital and its diverse stakeholders is increasingly gaining
popularity. From planning and executing an advertising campaign to analyzing patient
satisfaction data, the evolution of healthcare marketing has been quite dramatic over the past
few years. Physician referral 'cuts' have now been replaced by sophisticated terms like 'revenue
sharing mode' and 'patient care' by 'customer focus'. Healthcare organizations are now using
various means and tools for marketing their ‘product’. Electronic media, digital media, print
media, television, radio are just few of the many options healthcare providers are now opting
for. Hoardings and billboards now don't just carry your favorite actor selling a car or
toothpaste, but also a doctor-patient relationship.
It is now believed that when market planning, market research, and marketing communications
come together to achieve planned strategic objectives, organizations succeed. Today, healthcare
marketing appears poised to play a greater role in the new healthcare environment
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32. References
Company’s corporate brochure.
Company’s website.
Primary data (personal dairy, interviews)
Google.
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