In a sector being rapidly redefined and refigured on all sides, a major U.S. healthcare company boldly decided to transform its business and delivery model from top to bottom. In a series of tightly integrated engagements, Fuld + Company enabled the client to understand the current and future state of its market, stress test possible strategies, develop a set of future-tested strategic options, and determine what implementation would require.

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A Major U.S. Healthcare
Company Seizes an
Opportunity to
Transform its Business
CASE STUDY

2. A MAJOR U.S. HEALTHCARE COMPANY SEIZES AN OPPORTUNITY TO TRANSFORM ITS BUSINESS WWW.FULD.COM
Taking Giant Steps
In a sector being rapidly redefined and refigured on all sides, a major U.S.
healthcare company boldly decided to transform its business and delivery
model from top to bottom. In a series of tightly integrated engagements,
Fuld + Company enabled the client to understand the current and future
state of its market, stress test possible strategies, develop a set of future-
tested strategic options, and determine what implementation would
require.
Case Summary
The result: The company is now positioned
to become the most affordable, highest-
quality care provider and health plan option
across all market segments.

3. A MAJOR U.S. HEALTHCARE COMPANY SEIZES AN OPPORTUNITY TO TRANSFORM ITS BUSINESS WWW.FULD.COM
The Affordable Care Act as a Springboard
Key Business Challenges
The insurance exchanges established by the Affordable Care
Act created unprecedented market and pricing challenges
for healthcare companies. Our client, wanted to be sure to
win a healthy share of that market. Meanwhile, other
powerful forces continued to roil the industry: changing
patient demographics, new regulations imposing more risk
on providers, and widespread calls for cost containment.
Our client saw an opportunity not just to compete
aggressively on the new exchanges but to remake its entire
business in the face of these powerful forces.

4. A MAJOR U.S. HEALTHCARE COMPANY SEIZES AN OPPORTUNITY TO TRANSFORM ITS BUSINESS WWW.FULD.COM
Embracing a Comprehensive Challenge
Key Business Challenges
To determine what to transform and how to transform it presented an all-
encompassing challenge. The company needed to:
 Understand the current and trending market opportunity under its existing
model
 Explore opportunities for new provider care delivery and clinical practice models
 Identify and validate opportunities to capitalize on future market opportunities
 Determine implementation requirements

5. A MAJOR U.S. HEALTHCARE COMPANY SEIZES AN OPPORTUNITY TO TRANSFORM ITS BUSINESS WWW.FULD.COM
Following a thorough analysis of the market and rigorous preparation of the client’s
team, we pursued a comprehensive scenario-based strategic planning engagement
that yielded four comprehensive descriptions of plausible future market conditions
and culminated with a carefully structured, two-day scenario planning workshop.
The workshop’s rigorous, probing sessions were designed to elicit strategies for
business transformation while taking into account future unknown variables. These
intensive exercises in scenario planning enabled the client to:
 Identify and develop relevant, scenario-based strategies to best position the
company for future success amid changes in the U.S. healthcare industry
 Assess transformational strategic options in terms of organizational models,
pricing, staffing, protocols, clinical operations, and facilities, among other
things, and their impact on the design and offer of new services
 Develop a set of core and contingent strategies to make sure the strategic
plan for transforming the business could withstand unpredictable future
events
 Prioritize strategies and identify implementation needs and challenges
Finding the Path Forward
The Fuld Approach

6. A MAJOR U.S. HEALTHCARE COMPANY SEIZES AN OPPORTUNITY TO TRANSFORM ITS BUSINESS WWW.FULD.COM
Taking the Market by Storm
Key Business Impact
Benefits of the project were realized
almost immediately – the company
won an overwhelming share of the
market on state exchanges. For the
near term, leaders have prioritized
their tactics for implementing their
new strategies, including a novel
approach to segmentation that goes
far beyond standard industry practice.
For the long term, they have redefined
how they will deliver care through their
people, facilities, and technology to
lower costs and improve outcomes in a
way that will delight regulators,
employers, and patients.

7. A MAJOR U.S. HEALTHCARE COMPANY SEIZES AN OPPORTUNITY TO TRANSFORM ITS BUSINESS WWW.FULD.COM
Future-Proofing with Multiple Scenarios
The Fuld Review
In setting strategic direction, companies all too often tie their fortunes to
what they believe will be the future, preparing for only one eventuality.
Not with scenario planning. Our client developed a set of core strategies
tested for resiliency within multiple, different, and plausible scenarios. In
addition, they developed contingent strategies that are effective only
under certain conditions, providing the company with increased strategic
flexibility as events unfold.
No one can predict the future.
But you can prepare for it:
 Plan a strategy for each
plausible scenario.
 Find the commonalities.
 Then position the
organization to move
ahead – nimbly and with
confidence.

8. A MAJOR U.S. HEALTHCARE COMPANY SEIZES AN OPPORTUNITY TO TRANSFORM ITS BUSINESS WWW.FULD.COM
Think a similar solution could
work for your organization?
CONTACT US
today for a free
consultation

9. A MAJOR U.S. HEALTHCARE COMPANY SEIZES AN OPPORTUNITY TO TRANSFORM ITS BUSINESS WWW.FULD.COM
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About Fuld + Company
WHO WE ARE
Since 1979 Fuld + Company have pioneered competitive
intelligence, and today we work with leading companies
worldwide to deliver the competitive and market insights they
need to make better business decisions. We don’t rest on our
history and past successes. This means working hard to
deliver uncompromising analysis that generates sound advice
and earns us enduring partnerships with our clients.
WHY CHOOSE US
We are driven to expose our clients to insights about their
industry, their competition and a changing market; designed
to help avoid surprises and industry shocks. Through deep
research, penetrating analysis and strategic gaming + advisory
expertise, our team of professionals help you identify and
solve tactical and strategic challenges. We help reduce the
risks associated with business-critical decision making.
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