Recent Client Wins

Context:
HealthCareCo, a mid-sized healthcare contractor, was experiencing stalled growth and rising competition. Leadership set an ambitious goal: double revenue in five years. But without a focused growth plan or clear view of the market, business development efforts were reactive and scattered.

Challenge:
The company lacked strategic clarity on where to play and how to win. Market targeting was broad and inconsistent, internal capabilities weren’t aligned to growth opportunities, and progress wasn’t being tracked in a meaningful way.

Our Approach:
We developed a comprehensive, data-driven growth strategy and execution roadmap by:

• Market & Opportunity Mapping
  Analyzed industry-wide contract data and internal performance to identify high-probability growth segments and refine go-to-market focus.
• Predictive Financial Modeling
  Built a probabilistic model using win rates, contract timing, and operational capacity to simulate revenue trajectories and guide investment.
• Strategic Initiative Design
  Prioritized actions across business development, partnerships, and capability building—each tied to clear value drivers.
• Execution Blueprint
  Translated the strategy into operational playbooks: revamped pursuit processes, aligned teams, and embedded performance metrics.

Results:

• Positioned HealthCareCo on track to meet its five-year revenue goal.
• Boosted BD efficiency and win rates by aligning strategy with real-time market data.
• Embedded a repeatable, analytics-powered planning process for ongoing growth.

Context:
In response to market liberalization, a national telecommunications provider was required to structurally separate its retail and network operations. Beyond compliance, this was a once-in-a-generation opportunity to redesign both businesses for competitiveness and growth.

Challenge:
The two new entities—RetailCo and NetworkCo—had no clear value propositions, product strategies, or operating models. Legacy systems were deeply intertwined, and both operational and cultural resistance threatened to stall progress. Regulatory timelines added urgency.

Our Approach:
We led the full transformation from strategy to execution, enabling both entities to stand independently with distinct, future-ready business models.

• Customer & Market Focus
  Defined core customer segments for each entity and developed targeted acquisition and retention strategies.
• Product & Pricing Design
  Built tailored product portfolios and pricing structures that supported commercial agility and profitability.
• Operating Model Redesign
  Mapped and optimized end-to-end processes to eliminate inefficiencies and drive scalable delivery.
• Organizational Realignment
  Restructured both entities to match their strategic goals, aligning teams, talent, and governance for execution.
• Change Enablement
  Led cross-functional workshops to align leadership, reduce friction, and drive transformation at pace.

Results:

• Successfully launched RetailCo and NetworkCo as independent, growth-ready businesses.
• Achieved regulatory compliance while improving commercial agility.
• Positioned both units to capture new market share, operate more efficiently, and align internal capabilities with strategic intent.

Context:
PharmaCo, a Fortune 500 pharmaceutical company, was facing declining ROI from its doctor engagement programs. Traditional speaker events and outreach efforts weren’t moving the needle—prescription uplift was stagnating, and engagement satisfaction was falling under tighter budgets and compliance pressures.

Challenge:
PharmaCo lacked clarity on what was working—and where. Engagement strategies varied by region, data was underutilized, and internal silos hindered execution. They needed a unified, data-backed strategy to improve effectiveness, consistency, and compliance.

Our Approach:
We led a full strategic refresh of the doctor engagement model—rooted in analytics and built for scale.

• Targeted Analytics
  Analyzed prescription behavior pre- and post-engagement by geography, segment, and rep to isolate what truly drove impact.
• Cross-Functional Alignment
  Partnered with sales, marketing, compliance, and analytics teams to streamline execution and eliminate inefficiencies.
• Strategic Playbook Development
  Created a practical, scalable playbook with best practices for event design, personalization, and follow-up.
• Real-Time Performance Feedback
  Designed a KPI framework and closed-loop measurement system to enable ongoing improvement.

Results:

• Increased marketing ROI by 20% through more focused and consistent execution.
• Improved satisfaction scores by 15%, strengthening brand trust and rep effectiveness.
• Rolled out a scalable, compliant engagement model adaptable across regions and product lines.

Context:
PeripheralsCo, a global leader in computer accessories, aimed to expand into South America—an underpenetrated but fast-growing digital market. Success required a go-to-market strategy tailored to regional consumer behavior, distribution realities, and pricing dynamics.

Challenge:
Despite strong global brand equity, PeripheralsCo lacked local insight into buyer preferences, sales channels, and price sensitivities. A “lift-and-shift” strategy from other regions wouldn’t work—they needed a market-specific roadmap to guide product, channel, and marketing decisions.

Our Approach:
We designed a comprehensive GTM strategy rooted in market intelligence and localized execution:

• Market & Consumer Insights
  Researched tech adoption trends and segmented users by device, income, and behavior to inform product positioning.
• Competitive & Channel Mapping
  Identified white space through competitor benchmarking and built a distribution strategy spanning retail, e-commerce, and B2B partners.
• Localized Marketing & Pricing
  Created geo-specific campaigns and a pricing model calibrated to local purchasing power and margin targets.

Results:

• Successfully launched a curated product line tailored to South American needs.
• Established a high-leverage partner network for efficient market access.
• Built a repeatable GTM framework now being adapted for other emerging markets.

Context:
A FinTech startup set out to reinvent insurance for the sharing economy—where traditional products failed to address fragmented coverage, evolving risks, and trust gaps. The company needed a scalable business model that could win investor confidence, secure reinsurer support, and serve gig economy users effectively.

Challenge:
There were no off-the-shelf products for shared assets, no historical underwriting data, and limited trust from key stakeholders. The company needed to go from concept to market-ready—fast—while mitigating risk and building credibility.

Our Approach:
As Consulting CEO, I led the full transformation—from strategic design to execution:

• Customer-Centric Product Development
  Identified high-risk verticals and built modular insurance offerings tailored to specific gig economy use cases.
• Capital & Risk Strategy
  Structured reinsurer partnerships to reduce exposure and unlock broader coverage options.
• Market Testing & Feedback Loops
  Piloted products with bike- and car-sharing platforms to validate demand and refine experience.
• Analytics-Driven Iteration
  Implemented real-time tracking of user behavior and claims data to optimize pricing and product design.
• End-to-End GTM Execution
  Launched with a clear value proposition for gig workers and platforms—supported by digital onboarding and scalable support infrastructure.

Results:

• Achieved product-market fit across multiple sharing economy sectors.
• Recognized as a Top 10 global insurtech at Startup Bootcamp UK and Mobile World Congress.
• Secured reinsurer backing and platform partnerships to scale the business model.
• Built a repeatable framework for launching insurtech products in high-risk, low-data markets.