case studies-medical supplierIndustry: Home Health Care and Medical Supplies Provider

Client: Home Health Care and Medical Supplies Provider in business since 1997, 200 employees servicing clients in two states.

Scenario:
The owner wanted to develop an executive team to lead collaboratively in order to strategically grow the business, which would enable the owner to transition into a less active leadership role and into more of an advisor/mentor role. During the course of the program, state regulators unexpectedly reduced their Medicaid reimbursement by 10%. This change meant that the company profits and margins were immediately reduced by 10%. As a result of this change, the company leaders needed to quickly develop new growth strategies while engaging their people in the processes to make it happen.

Approach:
Resource Associates worked with the four-person executive team to develop the necessary leadership skills to set the new strategic goal, the action plan to accomplish it, and to lead execution of the plan to grow their third largest market segment by 50%. One member of the executive team took overall accountability for the goal and each of the other team members took primary ownership of one or more of the key deliverables. Individual coaching helped the leaders fine tune their action plans and develop appropriate behavior changes, while the group sessions helped them stay aligned.

Results:

  • Within one month, the client met the goal of growing the third largest customer segment by 50%. Since the goal was achieved so quickly, they universally agreed to double the goal to increase 100% by year-end.
  • The owner has developed a new growth strategy in medical supply sales and has engaged the affiliate to develop 17 additional team members to increase customer loyalty, referrals, and pull-through medical supply sales.

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