Strategic Growth Services
Healthcare reform will affect nearly every aspect of your business. While you face material, long-term shifts in profitability, membership, and sources of competitive advantage – to name just a few – you also need to account for the short-term pressures of a contracting market and heightened competition. Oliver Wyman recognizes this challenge and focuses its state-of-the-art analytics and decades of experience squarely on delivering tangible results in a short time frame while preparing the organization to win in the future marketplace.
Our Strategic Growth expertise helps healthcare organizations pick high-growth markets and build winning capabilities. In a post-reform world of commoditized products and exchange-based distribution, we believe retail strategy and capabilities will prove critical, and Oliver Wyman clients count on our expertise in branding, segmentation, and consumer engagement.
Oliver Wyman’s Strategic Growth expertise enable our clients to:
- Accelerate immediate market impact by using proprietary customer science and market analytics to optimize their short-term, go-to-market decision making. We’ve helped hundreds of clients better understand which customer segments to target, what those segments buy, why, and at what price levels.
- Plan for the unknowns of healthcare reform through a deep understanding of the regulation and its impact on future sources of growth and margin across customer segments, value chain components and white space opportunities.
- Differentiate their long-term growth strategies through a fact-based understanding of market trends, change drivers, company position, and capabilities. Oliver Wyman helps clients make key strategic choices around market and segment focus, profitability, operating models, and organizational alignment that enable a differentiated position in the future marketplace.
- Engage the entire organization in achieving success through multi-level performance transparency that supports strategic, operational, functional and general business planning. Using a series of dashboards, performance scorecards, planning tools, and training modules, we’ve helped our clients drive accountability throughout their organizations.
Specific examples of our Strategic Growth work include:
- Created a three- to five-year seniors strategy for a state-based plan to extend and protect the company’s position in Medicare. Work focused on early-retiree capture, segment targeting, new product launch, and distribution/operational capabilities. The company exceeded its Medicare membership growth goals by 100 percent.
- Conducted individual market disruptive distribution study for a national managed care organization’s innovation and incubation team. The resulting strategy enabled the client to break into untapped segments and grow three new channels.
- Completely overhauled a regional commercial plan’s go-to-market strategy after an exhaustive market assessment and internal sales capabilities audit. After reorganizing sales and account management resources against market opportunities, the client beat all membership growth targets and has achieved record profitability for the past two years.
- Developed local growth plans and national “opportunity portfolio dashboard” for senior leaders at a national carrier to measure and track performance. Client experienced year-over-year sales in excess of forecast membership and a “natural improvement” in team’s ability to perform to new target expectations.