Quick answer
Marketing Strategy is the service that produces the Brand Intelligence Book and the operating plan that runs off it. Market Entry is the part of that work this page covers, and it sits in the Growth pillar because the first three pillars fill the funnel; this one is the funnel, and it never finishes.
Key takeaways
- Section 2.9 defines it and its five components in full, and nothing in a proposal should describe them differently: the 4-Pillar Framework as the sequence, the Growth Scaling Method as the engagement discipline, the Lockhart Method as the production system, the Patient Journey Mapping System’s 48 micro-moments as the map, and the Five Steps to Patient Acquisition as the conversion logic underneath every asset.
- Practices of ten or fewer physicians held 61.4% of physicians in 2012 and 47.4% in 2024.
- “What’s realistic for a practice my size?” Here’s the honest scoping conversation.
- Market Entry sits in the Growth pillar, and the first three pillars fill the funnel; this one is the funnel, and it never finishes.
- We won’t recommend a channel the practice lacks the staff to sustain.
01 — OverviewWhat Market Entry is, and what it is not
Section 2.9 defines it and its five components in full, and nothing in a proposal should describe them differently: the 4-Pillar Framework as the sequence, the Growth Scaling Method as the engagement discipline, the Lockhart Method as the production system, the Patient Journey Mapping System’s 48 micro-moments as the map, and the Five Steps to Patient Acquisition as the conversion logic underneath every asset. It is not a deck. It is not a positioning workshop that ends in adjectives. It is not a plan that assumes budget the practice doesn’t have or capacity it can’t staff. And it is not a document that sits in a drawer, which is the failure mode for every strategy engagement ever sold. This pillar sits under our services index, which covers all twelve service lines.
Market Entry is part of Marketing Strategy, one of the twelve service lines Healthcare Marketing runs, and it belongs to the Growth pillar of the 4-Pillar Framework.
Who buys it, and what they already believe
Practices of ten or fewer physicians held 61.4% of physicians in 2012 and 47.4% in 2024. Inflation-adjusted Medicare physician payment fell 33% from 2001 to 2025. The independent practice buying strategy from HM is not choosing between good options.
Explore the full guide
50 in-depth guidesThis page is the hub. The guides below apply Market Entry to a specific specialty or a specific practice situation, because the work is not the same for a solo psychiatrist and a six-location orthopaedic group.
Start here — cornerstone guides
By specialty and situation
Behavioural health
Primary care
Medical
Diagnostic and acute
The complete index — all 50 guides in this pillar
02 — SearchThe queries this hub is built on
These are the queries that decide the build. Read the right-hand column as the work order: each one names a page that has to exist before the query can be won.
6 priority queries for Market Entry. Keywords are intent-matched from the sitemap and are not volume-validated; confirm in a keyword tool before build.
Depth is a topical authority play that happens to produce volume
A twelve-page site can answer twelve questions, rank for twelve and be cited twelve times. A five-hundred-page site answers five hundred, and each new page strengthens the topical authority of every page already there. The entry tier is 500-plus pages, scaling to 10,000, and there is nothing below it. On top of the foundation, seven blogs a week produces more than 365 indexed pages a year.
WebFX analysed 130,070 healthcare queries in July 2025 and found that 51 percent trigger AI Overviews, roughly double the cross-industry rate, rising to 66.9 percent for informational queries. Google’s own documentation states that for topics affecting health, its systems give more weight to content aligned with strong E-E-A-T signals, and that of the four components, trust matters most.
03 — What owners care aboutThe questions this work has to answer
“What’s realistic for a practice my size?” Here’s the honest scoping conversation. Published benchmarks put full-service healthcare marketing at $10,000 a month and up: Healthcare Success sets its own minimum at $10,000; Tandem Medical Marketing publishes $2,500–$15,000 plus ad spend with a $3,000–$7,500 sweet spot; Rosemont Media publishes $1,000–$3,000 a month for SEO and GEO on top of a $10,000–$40,000 website build. A 500-page build with daily content, SEO, local, PR, social, reputation, PPC, email, analytics and branding is a $10K-a-month scope by every published benchmark. If the practice can’t fund that, the strategy names what to do first with what they have, and the sequence is the deliverable.
The problem
The buyer is almost always the owner, and often at an inflection point: a second location, a departing partner, a payer contract change, a competitor opening two miles away, or the slow realization that referrals aren’t refilling the schedule the way they did five years ago.
The solution
A 500-page build with daily content, SEO, local, PR, social, reputation, PPC, email, analytics and branding is a $10K-a-month scope by every published benchmark. If the practice can’t fund that, the strategy names what to do first with what they have, and the sequence is the deliverable.
The resolution
Competitor teardown of the practices actually competing for the same patients, not the national agencies. Persona development. Keyword and content architecture built against the WebFX modifier data. Opportunity analysis against the 48 micro-moments of the Patient Journey Mapping System. Improve — weeks 6–8.
Thirty minutes with Steven. A diagnosis of where Market Entry is costing you, not a pitch.
Schedule a Meeting04 — The delivery standardWhat actually gets done, and when
That last one matters more each quarter: Pew Research Center (August 25, 2026; n=3,488, fielded June 22–28, 2026) found 34% of US adults use AI chatbots for at least one health reason, rising to 44% among adults 18–29. Pew does not measure using AI to choose a specific provider, and we don’t claim it does. Analyze — weeks 4–6. Competitor teardown of the practices actually competing for the same patients, not the national agencies. Persona development. Keyword and content architecture built against the WebFX modifier data.
05 — The first 90 daysWhat the build sequence looks like
Marketing timelines in this category are usually vague because vagueness is safer. Here is the published sequence, and it is the same one every engagement runs.
Brand book, then a workable site
The Brand Intelligence Book and brand guide are delivered in week one, before anything is designed or written. A workable site goes live in weeks two to three. Content and Google Business Profile work start in week one in parallel.
Press and local targeting
The first press release goes out in week five. Local targeting begins in weeks five to six, at roughly 25 pages per city-and-service target for every $1,000 per month of spend.
Depth, and the first movement
Local SEO moves in 2 to 4 months and organic rankings in 3 to 4, so this is the window where the first measurable change usually appears. Inquiries follow at 6 to 12 months, and the strongest returns at 12 to 18.
06 — Hard stopsWhat we will not do here
Every recommendation has a cost, a timeline and a thing it makes harder. These are the limits on Market Entry, stated before the contract rather than after the first report.
The rules that bite in marketing strategy. We won’t recommend a channel the practice lacks the staff to sustain. A social plan nobody can feed is worse than no social plan. We won’t market a practice claiming to cure a serious condition, or use the words “best,” “guaranteed,” or “miracle” in any deliverable. — service-line profitability and payer mix.
07 — Where it sitsMarket Entry in the 4-Pillar Framework
Market Entry is one of three services inside Marketing Strategy, alongside growth planning and competitive positioning. All three sit in the Growth pillar, and the first three pillars fill the funnel; this one is the funnel, and it never finishes.
That sequence is not a preference. A practice that buys only this service will move slowly, because the twelve services have a dependency order and the 4-Pillar Framework encodes it. Nothing in Visibility gets sold before Infrastructure is in place or in flight, Authority starts in week one because it has the longest lead time, and Growth is only worth what the Infrastructure can convert.
08 — PricingWhat this costs, and why there is no band
Engagements start at $2,000 per month. That floor is published. There is no band above it, and the honest reason is that a band would be a fiction.
What a practice pays is set by how contested its market is, how large it is, and how much has to be built before anything can be amplified. Market Entry is rarely bought alone, and where it is, we will say on the call whether it will do anything useful without the pillar beneath it. The number for a specific practice is given on that call rather than after three meetings.
No exclusivity, and the reason
We do not offer market exclusivity. An exclusivity promise is a promise to turn away a practice that needs the work. What we build instead is an asset a competitor cannot copy, because it is five hundred pages deep in the practice’s voice with its clinicians’ names on it.
The bottom line
Market Entry is the growth work that makes the rest of the programme legible to a patient and to a search engine. It is bought as part of a sequence, not as a tactic. The next step is thirty minutes to find out whether it is the thing actually holding you back.
Frequently asked questions
How long before Market Entry produces new patients?
Rankings move in 3 to 4 months, inquiries grow in 6 to 12 months, and the strongest returns arrive in 12 to 18 months. Local search moves faster, typically in 2 to 4 months. Those are the timelines we publish and they do not improve when a prospect asks. Anything faster is either paid media, which has its own economics and stops when the spend stops, or a promise nobody can substantiate. The compounding is the point: page 300 makes page 12 rank better, which is why the curve is slow at first and then is not.
Can we buy Market Entry on its own?
Sometimes, and we will tell you on the call whether it will do anything useful by itself. Market Entry sits in the Growth pillar, and the first three pillars fill the funnel; this one is the funnel, and it never finishes. The most common way marketing money is wasted in healthcare is buying an amplification service before the thing being amplified is worth pointing at. If that is your situation we will say so before the contract rather than after the first report, which costs us a sale and saves you a quarter.
What will you not do in Market Entry?
We won’t recommend a channel the practice lacks the staff to sustain. A social plan nobody can feed is worse than no social plan. We won’t market a practice claiming to cure a serious condition, or use the words “best,” “guaranteed,” or “miracle” in any deliverable. — service-line profitability and payer mix.
What does it cost?
Engagements start at $2,000 per month and we publish that floor. There is no band above it because a band would be misleading. Cost is driven by how contested the market is, how large the practice is, and how much has to be built before anything can be amplified. Local page production runs at roughly 25 pages per city-and-service target for every $1,000 per month of spend, which gives a concrete way to reason about what a given budget buys. The specific number comes on the first call, not after three meetings.
Who actually does the work?
Steven Lockhart is on strategy for every engagement and is the named principal you will reach. The firm is deliberately small and grows only at the rate that lets it hold the standards it publishes. Healthcare Marketing is healthcare-exclusive across thirty-two specialties, and the specialty register behind this work is researched per specialty rather than adapted from a general template.
What happens to the work if we leave?
It stays with the practice. The site, the content, the profiles, the analytics and the data. The site is the only asset in a marketing programme that the practice owns outright, that appreciates, and that cannot be removed by an algorithm change, a platform policy or a lapsed subscription. It is worth asking any agency this question directly and listening for whether the answer involves a proprietary platform, a template licence, or content that lives on infrastructure you do not control.
How we reviewed this page
Every statistic on this page carries its source at the point of use, and each source is listed below. Regulatory statements are cited to the Federal Trade Commission, the Department of Health and Human Services, and Google’s own published policy rather than to secondary summaries. The delivery standard and the hard stops are drawn from Healthcare Marketing’s own service register for Marketing Strategy, which is revised on the same cadence as this page.
Written and reviewed by Steven Lockhart, founder of Healthcare Marketing, who brings 25-plus years of marketing experience, 15-plus of it healthcare-exclusive. Healthcare Marketing is a marketing agency and does not employ clinicians, so nothing on this page is presented as clinical review. It is reviewed quarterly, and within 14 days of any Google core update or advertising-platform policy change that contradicts it.
What’s new: September 2026 — first publication.
References
- cms.gov — https://www.cms.gov/files/document/nhe-projections-forecast-summary.pdf
- kff.org — https://www.kff.org/state-category/health-coverage-uninsured/health-insurance-status/
- meps.ahrq.gov — https://meps.ahrq.gov/survey_comp/household.jsp
- Federal Trade Commission. Advertising and marketing business guidance. consumer.ftc.gov
- U.S. Department of Health and Human Services. HIPAA for professionals: privacy. hhs.gov