Healthcare Service Providers

Healthcare service providers face tough challenges as they strive to meet the needs of patients while balancing an often-shrinking budget and adapting to the ever-changing landscape of health-care reform. Our experienced professionals have a deep understanding of today’s marketplace and help our clients to explore and implement the right strategies to improve company performance.

At ZS, we help providers of all types – hospital systems and integrated health networks to home health agencies, diagnostics and imaging companies, urgent-care facilities, specialized surgical centers, long-term-care facilities (such as nursing homes, hospices and rehabilitative-care providers), vision-care and dental-care providers, cosmetic and fitness or wellness service providers, and companies in many more sectors – to navigate and thrive in this complex and competitive health-care landscape.

• How can we get closer to our customers and better understand their evolving needs?
• How should we segment the market and evolve our offerings to meet the needs of increasingly sophisticated B2B and B2C customers with varying price sensitivities and service expectations?
• What should be our go-to-market strategy and how can we compete most effectively given local market structure and competitive dynamics in our region?
• What is our current brand strategy? How should our company and our products be positioned in the future to maximize our success?
• How do we enhance our sales and marketing capabilities quickly? What business analytics and reporting infrastructure do we need to build, and what should we outsource to gain a competitive advantage?
• What incentives should we offer to individual providers and staff members in order to achieve the behavior changes necessary to operate more efficiently, improve quality and cut costs, while also increasing patient satisfaction with the service they received? How can we design, implement, and manage those incentives to make them highly motivating without eroding profits?
• What performance reports and decision-support dashboards are needed to improve individual provider and staff productivity? How can we improve workflows, using this new information, to increase efficiency and improve customer service?

More Effective Go-To-Market Strategy, Sales and Marketing Capabilities, and Supporting Analytics to Achieve Goals

Our Health Service Providers practice helps clients create competitive advantage through optimizing and helping them implement a strategy and tactics that improve company performance:

• Segment the market to reflect the new realities and impact of healthcare reform in a changing landscape
• Develop the best go-to-market approach for each segment based on the value proposition and offerings best suited to their needs, preferences, service expectations, and price sensitivity
• Design and optimize channel mix as the healthcare market evolves (including direct and indirect promotions, also Business-to-Business and Business-to-Consumer campaigns) to maximize revenues and drive growth
• Measure the effectiveness of the sales and marketing organization and diagnose gaps / challenges
• Identify the largest upside opportunities to drive growth
• Design, develop and implement performance reporting systems to improve decision making by individuals, support new workflows and improve both efficiency and quality metrics
• Design, develop and manage incentives to align the interests and priorities of individuals within the system to enable behavior changes needed to achieve productivity and service goals

If you would like to learn more about our experience with healthcare providers, please contact our industry lead. We would be happy to discuss our insights and to share our research as well as specific case examples and client testimonials.