The client was looking at an expert firm with a deep knowledge of the healthcare market to help develop a growth strategy for the firm that would drive a 3X revenue growth in 3 years. Working with the CEO and senior executives, we helped develop a roadmap along with specific strategic and operational recommendations.

Background

The client is a mid-tier IT services firm backed by leading venture capital firms and has an exclusive focus on the healthcare sector. Led by the dynamic Founder/CEO, the firm has seen rapid growth in the past few years, and is poised for the next stage of growth.

Business Case

The client had been growing significantly in traditional service areas such as applications and product development work across the payer, provider and the software sector. While there was steady growth in some parts of the business, there was volatility in other parts. The client needed an outside-in view of the current state of the market presence, conduct a SWOT analysis of key business units, and develop a short and medium strategy for refreshing the go-to-market approach. The mandate specifically included developing a framework to present market opportunities to achieve the firm’s strategic and operational goals and providing recommendations on strategic options related to new markets, M & A, and competitive strategy in existing markets.

Approach and Results

Working closely with the leadership of the firm over a period of 6 weeks, we were able to develop a view of the firm’s current footprint in the market relative to more established firms, and identify specific strengths, opportunities, and potential threats to the existing revenue base. Through a series of in-depth strategy sessions, competitor analysis, account strategy and a new market strategy, we developed a set of recommendations that aligned with the stated corporate objectives. In addition, we presented specific recommendations around new market opportunities such as analytics and cloud computing to increase the breadth of offerings and take advantage of growth potential in these emerging areas.