Healthcare Mergers, Acquisitions, and Partnerships: An Insider's Guide to Communications, Second Edition

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Healthcare Mergers, Acquisitions, and Partnerships: An Insider's Guide to Communications, Second Edition

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Healthcare Mergers, Acquisitions, and Partnerships: An Insider’s Guide to Communications, Second Edition

Some are shopping. Some are selling. But everywhere, in every market, healthcare providers are in play.

In this age of disruptive transformation, consolidation and integration is the key to survival—if not prosperity—for many hospitals and physicians. If you’ve not yet formed a new partnership, you’re probably thinking about it. And if you’re not considering it, another system is likely eyeballing yours.

However, a healthy partnership begins long before any deal is inked. It begins with good communications.

This guide offers practical “rules” to build a communications strategy that attracts and maintains positive momentum from the exploration phase, through the letter of intent to post-merger integration. With authentic and proven advice from professionals whose healthcare transaction experience spans the country, this book will help you:

  • Gain a broader understanding of the foundational elements of a healthcare partnership and what they mean for communicating the deal
  • Leverage the political strength your health system already possesses to mobilize advocates and neutralize opposition
  • Ask the right questions, identify critical audiences, build messages that resonate, activate your digital ecosystem and troubleshoot challenging scenarios
  • Turn practical steps into an executable plan for your partnership communications—even after the deal closes, or if a deal sours

Click here to access chapter previews.

Published: November 2019

Page count: 158
Dimensions: 7 X 9
ISBN: 978-1-64535-000-2

Table of Contents

About the Author



Section 1: Changes in the Strategic Partnership Environment

The Evolution of Healthcare Partnerships

Why Deals Fail, Why Deals Succeed

Communications and the Art of Change

Section 2: Partnership Communications Ground Rules

Words to Know: The Vocabulary of Partnerships

The Politics to Know: Structuring Communications as a Single Political Campaign

Section 3: The 10 Rules of Engagement

Rule 1: Get Smart, Stay Smart

Rule 2: Own the Message

Rule 3: Be (Responsibly) Transparent

Rule 4: Think Like the Opposition

Rule 5: The Messenger Is a Message

Rule 6: Get the Talk Right Inside, Then Out

Rule 7: An Army of Advocates

Rule 8: Overcommunicate

Rule 9: Be Nimble

Rule 10: Don’t Dance to Someone Else’s Music

Section 4: Great Partnerships—Before and After the Deal

Positioning Your Organization as a Compelling Partner in an Age of Discerning Partners

One Word: Integration, Integration, Integration

Section 5: The Power of Digital Media

Joining and Shaping Today’s Conversation

Building a Deal Website 

Leveraging Social Platforms

The Necessity of a Social Media Policy and Response Protocols 

Section 6: Troubleshooting: What to Do When...

Faith-Based to Secular Conversion

Not-for-Profit to Investor-Owned Conversion 

Name Change

Antitrust Concerns

Winning the Public Referendum 

Facility Repurposing

If the Partnership Fails

About the Author

David Jarrard is a nationally recognized expert in healthcare transaction communications and CEO of Jarrard Phillips Cate & Hancock, Inc., a healthcare strategic communications consultancy focused on providers. With offices in Nashville and Chicago, the firm ranks among the top 10 in the United States with more than 500 clients in 40 states.

Over the past 25 years, the professionals at Jarrard Inc. have built and managed more hospital partnership campaigns than any other healthcare communications firm in the country. Jarrard Inc.’s client roster includes the nation’s most prestigious health systems and academic medical centers, regional hospitals, and health services companies.

Under Jarrard’s leadership, the firm has earned a national reputation for helping healthcare systems and health services companies use their public and political strengths to succeed in high-stakes moments—times of change, challenge, and opportunity. That includes all imaginable mergers and acquisitions activity, crises, intensive change management initiatives, and strategic positioning. In other words, tough, transformational stuff.

Jarrard is a sought-after thought leader—from published works to speaking engagements at healthcare-industry conferences—and is on the teaching faculty of the American Hospital Association’s professional group for hospital strategic planners and communicators.

He also serves on the board of the PR Council and the editorial advisory board for Healthcare Insight Magazine.

Learn more about the firm at