Understanding New Healthcare Buyers

Leah Hoffmann

A medical device manufacturer had just launched a product that dramatically cut patient recovery time—as well as recovery-related expenses. Could the company accelerate sales by working with healthcare payers and IDNs, rather than physicians?

Business Talent Group assembled a tight two-person team of healthcare experts. One was a senior consultant and previous lead of McKinsey’s life science practice. She was joined by an experienced health economist with a strong network in the payer space. Together, our team interviewed payer representatives, refined value propositions, and provided a topline estimate of the opportunity’s magnitude.

After analyzing market attractiveness and reimbursement options, the consultants concluded that profit margins were too slim for the new buyer group.

 

Previous Article
Hospital Innovation Strategy
Hospital Innovation Strategy

A world-class research hospital needed to formalize their approach to technology and innovation investments...

Next Article
Interim Head of HR at a Rapid-Growth Pharma Company
Interim Head of HR at a Rapid-Growth Pharma Company

The operating partner at a global Private Equity firm was working on the carve-out acquisition of an underv...

Find the perfect life science consultant.

Start a Project