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BEST PRACTICECASE 15
Business Strategy for a Healthcare Consulting Firm
We supported a healthcare consulting firm facing the challenge of an undefined value proposition and an unsettled sales approach, helping redesign its business model and formulate its sales strategy. We stayed engaged through to establishing a sales model, achieved by clarifying the firm's value proposition.
CHALLENGEChallenge
The client is a firm providing healthcare consulting services. Although it offered highly specialized services, how to define and communicate its value proposition had never been articulated internally. As a result, the angle of its proposals and its sales pitch varied by staff member, and no consistent sales model had taken hold. The firm needed to reorganize its business strengths and translate them into a form the market could understand.
APPROACHApproach
We first began by auditing the value of the services the client provided and redesigning it as a business model. We clarified who the service was for and what it promised, and articulated its value proposition in words. Building on this, we translated the organized value proposition into a form usable on the sales front line and supported the formulation of sales strategy. We stayed engaged end-to-end, from strategy formulation through to operational design for execution.
IMPACTImpact
The value proposition is now defined in clear language, bringing consistency to how it is communicated internally and externally. This has established a sales model and created a structure in which the quality of proposals can be kept consistent across staff members.
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