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Arming large diagnostics company to succeed in home health

Where they might stumble, and what they should do about it

Our Client's Challenge

Our client, a major healthcare company, clearly saw that health care delivery for long-term patients was increasingly moving away from hospitals and toward the home. Our client had tremendous strength in the hospital channel, but was uncertain about how well their capabilities fit with the emerging home care market. Their question, therefore, was:

Is the home health market an attractive business opportunity for our diagnostic division?

Management needed to quickly sharpen its knowledge of the home health market, understand the requirements for success in that arena, and make a decision whether or not to pursue the opportunity.

Scientia Advisors' Approach

Scientia Advisors' team analyzed the home health market, studied players that had entered the business assessing successes and failures, and explored the go-to-market strategy for both the professional and the consumer segments of the business.

That data-driven analysis, coupled with an in-depth assessment of our clients' skills and capabilities, quickly allowed us to understand that our client had certain strengths that were essential to succeed in home health, but more importantly, our client was very weak in certain skills that were crucial.

To help our client avoid a very risky rush into the emerging home heath market, Scientia Advisors did the following:

• Broke the market into its relevant segments
• Identified key success factors for each segment
• Mapped our client's strengths to specific success factor per segment
• Proposed effective strategies for penetrating and operating within each of those segments

The Results

Our client agreed with our assessment, and delayed their entry into the home health market, until they are structured to succeed. They are shoring up their skills and preparing for a successful entry.