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Business Development
Growth acceleration
Sales focus | Market share increase | Customer based approach
Market Share Ownership
Increase
Revenue
Stabilizing Customer Base
Refocusing
Strategy
Pharmacy Software Company:
Non-performing vendor for a high volume pharmacy ($29M NR), slow growth, limited market presence, perceived as non-value add.
Result: Changed business model to annual license plus transaction fee per prescription, achieved market share ownership of >50%, increased revenue from $29M to $84M within 24 months, Company successfully acquired by NDC Health.
Top Professional Service Firm:Market share loss, non-existent sales strategy, no value prop and fragmented sales team.
Result: Implemented laser focus strategy, captured top 100 accounting firms as partners the US (85 firms in 12 months), increased performance model by over 8,500 data sets, replaced sales team, sold the division capturing increased value.
Largest bed-side diagnostics company ($540M NR):
Over $700M in debt, 72 non-integrated acquisitions, decreasing margins, severely under-performing sales team of 140.
Result: Restructured the Company’s capital to more favorable terms (BK), stabilized customer base, achieved new customer acquisitions (248) and increased market share, increased pricing and entered new markets.
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