Client Engagement
We have worked with clients to achieve their objectives through the navigation of complex challenges and the identification of opportunities. Explore some of those engagements here:
Sales & Marketing
Identified the value proposition of the customer through the creation of a customer needs analysis, updated the sales presentation with interactive capabilities, developed a ROI model and designed supportive brochure collateral.
Performed an evaluation of a client’s data licensure program, evaluated the competitive space and conducted market research to gauge the value of the data with current and potential clients in the payer and healthcare consumer information spaces.
Represented client in the due diligence process & negotiations for a new healthcare IT distriborship and marketing partnership.
Created a price model and revenue sharing model that was used by the client to define a tiered licensing structure for digital healthcare data and to determine royalty splits between the client and its distributor.
Voice of a Customer
A client request for a new price model led to a market assessment of why customers purchased the client service. The insights gained completely changed the underlying assumptions and had significant price elasticity implications.
A Voice of the Customer Project provided understanding of why a Managed Service Provider was winning and losing in the market place. C1S identified different prospect personas from which marketing content was built.
Intervews with potential referral physicians of a Cardiovascular Department of a prestigous academic hospital led to a market understanding that completely shifted outreach efforts and ultimately the hospital's marketshare.
Strategy
Designed and led a series of sessions with the executive staff of a healthcare services company to identify and agree upon corporate strategic objectives, core competencies and distribution channels.
A non-profit client requested support in developing a new offering for their stakeholders. A strategic analysis led to the recommendation and ultimate implementation of a simpler solution that met the client’s needs much more cost effectively.
While facilitating a planning session with an executive leadership team, identified a new vertical that became foundational to their long term plan and investment funding.
Value Proposition
Partnered with the leadership of a bioscience company to create their value proposition and to start the cultural transition from an inside-out to an outside-in organization.
Shifted the messaging associated with a client service from one of modest cost savings to one of accelerated and increased sales growth for the client’s customer, resulting in the expansion of the client’s global medical device company customer base.
Developed a model that identified components of new product customer training and quantified the associated costs of alternative training mechanisms. The insight gained from the project resulted in a paradigm shift and a completely new approach to the market.