1. Consultation with Client

  • Kick off / Pow Wow / Scope-fine tuning
  • Plan project milestones and confirm timeline
  • Interviews with relevant client staff to review portfolio of product offerings, understand current market positioning, key success / failure factors, and discuss previous experience in the market

2. Secondary Research

  • Scan secondary research, including government health reports & statistics; international donor reports and plans; and World Health Organization briefs
  • Identify key prospective interviewees across the healthcare landscape

3. Expert interviews

  • Conduct in-depth interviews with market influencers and decision-makers across the healthcare landscape, including with
  • Hospitals, laboratories, clinics to meet with key stakeholders – doctors, technicians, nurses, and facility management – to understand purchasing drivers, unmet needs, and future outlook
  • Government officials to discuss national healthcare strategy, healthcare financing, and future plans & targets
  • Distributors to gain insight to customer behavior and needs, optimal distribution set up and strategy, and marketing, sales, and promotional activities needed to win sales
  • Competitors to benchmark strengths and weaknesses, as well as identify gaps
  • International donor and NGO field offices, who often play a significant role in shaping an emerging country’s healthcare landscape

4. How to win strategic insights & So what recommendations

  • Prioritize key customer base and identify key decision-maker unmet needs
  • Identify market KOLs and how to partner with them to influence market dynamics
  • Establish distribution network to widen reach across geographies as well as public and private facility landscape
  • Capitalize on government healthcare initiatives and advise on how to build valuable relationships with key policymakers and agencies
  • Which competitors are focusing on which segments and what are their strengths and weaknesses, blind spots?