Healthcare - Medical device business development Value Based Healthcare VBHC Michael Porter
We have extensive experience with implementing business solutions in healthcare and medical device companies. We are specialized in contributing towards Value Based Health Care (VHBC) as introduced by Michael Porter. Learn how agile account management can help you to add business value and organizational value to your customers in healthcare with medical device solutions.
Customer profile: Medical device company in cancer treatment
Disruptors:
- hospitals focus more on treatment outcome
- hospital budgets are under pressure so the business case of the solution should be clear and positive
- hospital managers tend to make the business decisions instead of the medical stakeholders
Transformation:
- transformation of a hardware device company to a solution company deliverying functional, business and organizational value
- 4P transformation in the EMEA commercial organization:
- developing value proposition and value contracting and translate into marketing communications
- implementing strategic account management process
- train/coach the EMEA sales force
Results:
- Business growth: +50% turnover per account +23% profit growth