Situation
The healthcare company had a hybrid (online and in-person) primary care business model, and needed to strategically select its market expansion opportunities to ensure that localized revenue was aligned with localized costs.
Action
We defined and prioritized market expansion opportunities based on:
Total Addressable Market (based on ideal client profile)
Urban infrastructure (e.g, housing density, road access)
Availability of nurses (i.e., employees)
Partnership availability (e.g., pharmacies, x-ray facilities, and lab facilities)
Regulatory hurdles
We also created a capacity planning model to determine the nursing and licensing headcount required based on the projected number of patients as well as their utilization of healthcare services.
Results
The organization was able to expand in a systematic way into new locations for a 25% increase in revenue, effectively supported by partners and a hiring strategy informed by capacity planning.
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