RSA's Signature Five-Step Methodology
RSA’s signature five-step methodology provides the tools that will turn around an underperforming census or ensure that performers continue to meet budget. This methodology is the cornerstone of our hands-on service to clients.

1. Situational Analysis: a benchmark marketing and sales audit.
2. Marketing and Sales Tracking Procedures: organized and efficient methods and approaches that create effective daily management of all marketing/sales activities utilizing RSA's proven programs.
   • 24/7 Lead Capture
   • Lead Classification and Follow-Up System
   • Census Predictors
3. Customized Marketing and Sales Training: our uniquely tailored marketing and sales training for your marketing/sales staff and managers.
   
   • Embrace The Customer ™, a creative and individualized marketing and sales training program that teaches your marketing/sales staff and managers to get the business, close the business and keep the business; 
   • Worksite Magic ™, a delightful, interactive and highly effective hospitality and customer service training program; a valuable key to growing customer satisfaction and loyalty.
4. Master Networking and Sales Plan: we create comprehensive, customized networking/calling plans for increasing and maintaining your professional referrals. 
5. Frontline Selling: your marketing and sales personnel will receive individual and personalized coaching, and the availability of RSA principals on a 24/7 basis. Don't lose business on weekends or evenings: we're available to help!

Advertising, Public Relations and Promotional Events
Your print, radio, and media ads will be professionally produced and placed for maximum effect. RSA creates and distributes news releases, and works with clients to create public relations and promotional events that draw qualified prospective customers and referral sources to your community, residence or facility.

Collateral Materials
RSA creates attention grabbing designs, messages, style and copy targeted to your specific customers, including newsletters and direct-mail pieces that make your phones ring.

Website Marketing
A dynamic, targeted website that wows your prospects and drives in qualified leads is integral to an ongoing marketing plan. RSA partners with each client's website designers to create an exciting marketing tool that is specific to that client’s prospects, products and service lines. We use our expertise to create the best advantage for the client's presence on the web. Our internet marketing services include detailed training on using the website as an active tool in the sales process.

Maximizing Payor Mix
RSA offers valuable training in adjusting and maintaining ratios of Medicaid, private pay and Medicare that result in healthy, positive revenues.

Tele-Consulting
RSA's Tele-consulting is a cost effective way to bring RICKSTEPHAN & Associates' expertise to your facility. Our experts offer input and time-tested problen solving strategies to help your community flourish. Whether your community is still in development, or having marketing or operational challenges, RICKSTEPHAN & Associates' decades of experience are just a phone call away.


 

Research is the key to new or expansion projects.  Intelligence regarding competition and consumer acceptance of product and service programs is equally important when making economic decisions that will affect ongoing success.

Mystery Shopping
Mystery shopping is conducted by phone and/or in person. Determine your competitor's skills, as well as your own community's response to telephone inquiries and on-site visits.

Competitor Analysis
An evaluation of your competition's services, fees, features and selling style helps you determine the competitiveness and uniqueness of your products, services and fees.

Focus Groups
RSA will conduct group interviews with selected prospective residents and/or appropriate contact persons to determine the worthiness and value of new product lines, program designs, pricing, or the need for new construction or expansion.

Recruitment, Screening and Technical Interviewing of Sales Professionals
The right person in the job is essential to the success of the project. RSA can conduct a complete search for marketing/sales professionals or perform a technical interview with your own candidates.

RICKSTEPHAN & Associates’ role in development is to serve directly as the marketing, sales and research team member with new or expansion projects.  Our affiliate, LW Consulting, provides the financial feasibility strength in this process along with site selection, financing and overall project feasibility.

Management Services
A firm maxim in this business of serving seniors is that marketing, sales and management are inseparable.  Each affects the other.  While RICKSTEPHAN & Associates is concentrating on the marketing and sales efforts, we understand the impact of operational practices and issues.  Advice in the management/operational area is a byproduct of the overall marketing and sales consultation.

RSA will:

• Provide solutions that lead to compatibility between management, marketing and operations.
• Analyze management practices and organization and create working solutions through new organizational design.
• Create and implement individualized results-oriented strategies and plans.
• Improve communication between corporate offices and individual facilities with systems and procedures that yield better operating performance and budgetary results.

Happy employees? Satisfied residents? If the answer is “no,” ASK THE EXPERTS!