Clinical laboratory testing company: Aligning sales resources and plans
For a large clinical laboratory testing company, Oliver Wyman helped develop a full view of regional market segments and the most effective ways to align sales resources and plans to hospital systems, physician practices, and other customers. As a result, our client's sales force implemented new account strategies that helped grow shares in regional markets.
Experience
Oliver Wyman’s recent work in the area of Value-Based Customer Management includes:
Hospital equipment manufacturer: Refocusing on the highest-value accounts >
Homecare products manufacturer: Creating tailored value propositions by account tier >
Reinsurance service provider: Streamlining sales and channel processes >
Clinical laboratory testing company: Aligning sales resources and plans >
