Healthcare

The Healthcare industry growth rate continues faster than GDP. But there are increasing challenges to that growth rate.

Competition, regulation and pricing pressures continue to test the ability to generate profitable revenue growth across the entire spectrum of healthcare companies. Sales and marketing concepts and practices are no longer strangers to the healthcare industry but the depth of experience is limited in many cases. We bring deep revenue generation expertise to these companies. We have built a strong record of helping improve revenue performance for:

• Healthcare providers (including hospitals, ambulatory surgery centers, home health, hospice, and other providers)
• Services and software firms
• Payers
• Medical devices manufacturers
• Pharmaceuticals firms

Similar to other industries, healthcare companies face challenges to revenue growth, including pricing practices, sales force effectiveness, customer segmentation, retention issues and channel partner management. But a particular challenge to providers is the need to focus on building consistent, profitable referral volume. We use a four-step approach to address this critical revenue lever:

• Conduct external research to understand referral drivers and barriers
• Segment and target the highest-opportunity referral sources
• Improve productivity and management of referral relationship processes
• Identify and execute initiatives to address gaps in overall go-to-market strategy

We focus on bringing clients both external market insight and clarity into internal processes and performance, as well as providing advice that is immediately actionable and impactful. We help clients come to terms with the highest-priority issues that will drive growth in both the short and long term. And we are ready to provide hands-on collaboration and execution assistance.