Platform Business Development
HEALTHCARE TECH PIVOT
The team was retained by a health-tech company in Brazil to assist in its strategy development and execution to leverage a market opportunity.
The team identified a significant opportunity for market-entry in the form of a platform business, and followed-on to design a healthcare platform to leverage the client's existing client base and capitalise on regulatory framework opportunities.
The platform was developed to the approved concept design’s guidelines, while adopting specific software features entirely developed by the team. The project demanded the development of an opaque (as opposed to transparent) price connection of both sides of the platform (demand - paying corporates; and supply – healthcare clinics), as well as decision tree solutions to structure the business logic.
The patient-demand pathway through the Brazilian healthcare system is steered based on a complex and dynamic regulatory framework.
The solution has been online for more than 3 years, with constant advisory guidance provided by the team to the platform owners.
Advanced Pricing
AN INNOVATIVE SOLUTION
The Team was retained by a healthcare company in Latin America to assist the client's marketing and commercial departments in developing the pricing model for a new product and service line.
The Team engaged in the creation of a completely innovative technique for dynamic pricing, using advanced analytics to process future customer's data (obtained during the commercial process) and achieve a custom pricing for each client. The solution brought margin visibility to the client, allowing them to forecast the profitability margin of each commercial proposal sent, as well as giving a competitive edge on RFP bids, and never risking financially unprofitable contracts.
The solution has been used for the past 4 years, allowing the client to outcompete two of its largest competitors, and correctly size business assets for each new contract, ahead of signing.
Analyses Design
CUSTOMER RETENTION BY DESIGN
The Team was retained to assist with customer retention of a multinational bottling company, which was struggling with negotiations around contract renewals and in passing along increased costs to their customers.
The Team applied our first-principle thinking ethos to understand the value cycle of the client’s products and interactions with their B2B customers, identifying essential steps needed to correctly generate and communicate value to the customers’ contract-owners. With that, a completely new approach to client retention was designed from the ground-up, with new tools developed to engage customers, from operations through middle-management to upper-management and C-suite.
The new tool took the form of dynamic custom-made reports, tailored for the three organisational levels (Operational, Tactical, Strategical), with access control. Advanced Analytics was used to facilitate customers’ decision-making capabilities, which strengthened product engagement and secured a high-level of control over client retention.
The engineered processes and solution have been used for 18 months, and the client is rolling out the same approach to all B2B customers, citing increased renewal rates and facilitated negotiations as the main benefit.