GENERATING $70M IN NEW REVENUE FOR A HEALTHCARE DIAGNOSTICS COMPANY WITH UNREALIZED GROWTH POTENTIAL
Business Issue
Our Healthcare Diagnostics client wanted to enhance their bottom line by identifying new locations and expansion opportunities, enhancing customer service, and expanding their product portfolio.
Our Solution
Our analysis revealed that our client had little knowledge of their opportunity potential. We discovered that their delivery and pickup drivers were everywhere, making valuable connections with current and potential customers on a regular basis. Through these relationships, the drivers were in a position to discover expansion opportunities as well as customer service issues needing resolution and upsell possibilities.
This valuable information could be transferred to their sales reps and converted to leads, but at that time, no one had conceived of the two departments working together, and the infrastructure was not in place to do so. We put that infrastructure into place, trained the drivers and sales reps to work together, and shared their successes in ongoing communications to overcome their initial skepticism toward one another.
Outcome
ROI was 4,762% over 9 years of program operation, generating more than $70M in new revenue.
We built equity with drivers and sales reps through thoughtful training, attainable and desirable rewards, and a great reward experience.
We changed the organization’s cultural paradigm, bringing two diverse silos together, to deliver expansion and growth.
Design Details
This program continues to generate revenue after more than nine years in operation, fulfilling the client’s desires to expand and optimize their services while fostering a team environment in their organization
