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:
Business Modeling
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, had significant price elasticity implications, informed the business model and increased revenue.
Developed a Go To Market Framework for a digital therapeutics product to be launched in multiple countries that leveraged the core competencies of a global biopharma company and an innovative digital medicine company.
Partnered with the founders of an early stage company to build their business plan that is being used to direct strategic decisions, prioritize resources and raise capital.
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.
Represented a client in the due diligence process & negotiations for a new healthcare IT distributorship and marketing partnership.
Mapped the telehealth ecosystem opportunities, models and priorities for a digital diagnostic company.
Created a price model and revenue sharing model that was used by the client to define a tiered licensing structure for healthcare data and to determine royalty splits between the client and its distributor.
Used behavior economic principles to create a menu of pricing options that differentiated the one and only fully loaded service model that had been historically offered. This relative positioning of the value of the full service model resulted in customers better understanding the value of the full package and increased sales.
Voice of a Customer
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 on which marketing content was built and sales team prospecting was focused.
Interviews with potential referral physicians of a cardiovascular department of a prestigious academic hospital led to a market understanding that completely shifted outreach efforts and ultimately the hospital's market share.
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. Insights gained shifted the assumptions on which the business model, pricing and messaging were built.
Used voice of the customer feedback to help a company understand that all their client interactions had historically been focused on the company’s technical features as opposed to the value that was being provided. Worked with key clients and even clients that recently stopped using the company’s services to understand customer pain points and to redesign services to address those pain points.
Led a team that mapped the patient journey and used the information to inform all parts of product and marketing development. After the development of a minimally viable solution, we identified patient pain points in using an app enabled wearable device. The lessons learned informed the design of the app UX interface, the physical product, the patient and physician reports, product labeling, website, educational materials, pricing and selling collateral.
Strategy Insights - Informed Decisions
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.
Provided strategic insights to a global company launching a new product, by extracting trends and recognizing patterns in the market research & digital listening data being provided by agencies.
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.
Identified the value proposition of a customer through the creation of a customer needs analysis followed by the updating of the sales presentation with interactive capabilities, developing a ROI model and designing supportive brochure collateral.
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.
Led a company in the transition from a cost plus to a value based price and business model by helping them understand their differentiated value by market segment. We were then able to create a line of reproducible services at lower entry prices that provided an entry point for earlier stage companies that resulted in a several times increase in new account openings.
