Issue
A healthcare services provider was looking to supplement its rapid organic growth with a series of acquisitions and partnerships. They sought a highly experienced team to help strategize and operationalize continued rapid organic and inorganic growth.
Challenge
Our healthcare client first needed to articulate its own corporate strategy and company distinctives to then identify potential acquisition and partnership targets, and to provide a compelling value proposition. The partnership strategy included both existing geographies and new markets, with a variety of partnership and acquisitive models. This undertaking also required advisors with deep knowledge of the healthcare services industry, and specific process management experience running services businesses and partnerships/tuck-in acquisition operations.
HPA Solution
HighPoint’s elite three-person team was led by a former McKinsey Associate Principal and healthcare industry veteran with strategy development and implementation expertise across several healthcare services firms and clients. Another senior associate was a former Bain Principal who previously held the General Manager role at a healthcare services business. Partnering directly with our client’s senior leadership through analytic reviews of service line and client profitability, workshops, and individual interviews, our team deftly crystallized the firm’s corporate strategy and distinctives, and helped articulate a strategy narrative to be shared with prospective acquisition targets and partners. HPA then established processes and developed a toolkit for internal operational leads to source and manage initial partnership conversations with a set of targets and associated incentives. Lastly, our team built specific target criteria and a first shorthand list of potential targets, with an associated acquisition financial model.
Success
The firm’s strategy distinctives, partner processes, and toolkit were activated at the end of the effort. It was first socialized internally during a leadership team summit and then externally in subsequent partner meetings. Partner and acquisitions efforts are currently ongoing, with accelerated inorganic growth targets.
