Go-To-Market Strategy at Physician Housecalls
The Value Creation team partnered with the company to scale its Go-to-Market strategy and infrastructure.
The Challenge
Physician Housecalls is a premier provider of home-based geriatric primary care services across Oklahoma and Kansas.
At the time of Council Capital’s investment, Physician Housecalls had developed a strong clinical model, but needed support in deepening penetration in current markets and generating demand when opening new markets.
The organization had a team of three account managers, who were responsible for building relationships with Assisted and Independent Living Facilities. To build greater demand for services, Physician Housecalls needed to professionalize and scale its go to market strategy and infrastructure.
The Solution
The Value Creation Team partnered with Physician Housecalls to implement a series of best practices from across the Council ecosystem, including:
- Strategy: Created novel go to market approach based on key market learnings and expert interviews
- Board: Added the former CEO of Brookdale Senior Living, a member of the CEO Council, to the Board
- Team: Created team structure, new titling, and oversight to enable accountability and success
- Incentives: Designed novel compensation structure to reward sales results
- Technology: Launched CRM tool to enable tracking of sales activities and forecasting of growth
The Results
Growth in Employed Salespeople
(Q1 ‘21 to Q1 ‘22)
Increase in New Patient Referrals
(Q1 ‘21 to Q1 ‘22)
Increase in Patient Census
(Q1 ‘21 to Q1 ‘22)
CEO
Physician Housecalls
The partnership with Council Capital has been a huge driver of our growth. The Value Creation team worked with us to revamp our go-to-market strategy, which has transformed the business.”
The information presented herein reflects the experience of a specific client and may not be representative of all clients. This case study is for illustrative purposes only. Past results do not guarantee future performance. Quotes are from current or former Council Capital portfolio companies; no one was compensated for such testimonials, and there are no material conflicts of interest.
