Situation

A division within a $100B+ health insurance company found that the number of patient referrals to its specialized hospital network was falling well short of expectations. It recognized that it didn’t have a clear understanding of the overall value chain and who has the greatest degree of influence on patient behaviors.


Approach

Chartic worked closely with senior management to suggest an analytical framework for understanding market behaviors, and in particular who had the ability to influence patient referral decisions.

We combined our primary research with additional industry and market data to develop a clear linkage between specific information and market behaviors.

Based on these fresh insights, we worked with our client to develop a targeted market strategy that focused on specific key influencers in the value chain.


Results

This strategy allowed our client to focus more directly on the influencers that have the greatest impact on how the ultimate care decision is made, enabling them to increase their network of supporters and ultimately the number of patient referrals they received.