Case Study

Product & Service Diversification: Strategy and Execution

A market-leading in-home clinical service provider was seeking to diversify its business and increase enterprise value. Client engaged CWH Advisors to lead the strategy development, the operating plan, and sales support initiatives.

Client Pain Points

  • Legacy product and service had become less relevant to the markets the company served.
  • Needed to diversify to retain and grow enterprise value.
  • Speed of diversification was an important consideration due to the financial sponsor’s hold period.
  • Internal resources were not equipped to explore and drive business diversification options.

CWH Solutions

  • Developed and prioritized strategic diversification options for the business and gained internal alignment for best move based on existing assets and market opportunities.
  • Market acceptance validation of strategy recommendation.
  • Economic impact analysis – for clinical service provider and their clients.
  • Recommendations developed for target markets, pricing, staffing, technology tools and sales enablement tools.
  • Conducted in-depth clinical research for diversification, developed population claims data analysis, and documented tech needs.
  • Integrated efforts with the client’s existing platforms and provided clinical evidence to support the program’s design.
  • Provided professionalized sales tools and support to the sales processes, helping to establish initial pilots.

CWH Delivering Value

  • Expanded the product strategy capabilities, enabling a diversification strategy to be developed and implemented without disrupting the core business.
  • Successfully developed and integrated a Chronic Kidney Disease early detection process into an established legacy business.
  • Delivered financial modeling and clinical evidence, enhancing the program’s credibility and effectiveness.
  • Identified opportunities and provided solutions to strengthen sales, operations, and technology platforms.
  • Assisted with sales strategy and outlined program development, highlighting the need for additional staffing and support.
Thank you for your help in positioning me and the Executive Team for a successful conversation with our investors. [A Board member said] he was “very impressed with the people he met at CWH”. He is a man of a few words; those weigh a ton. Thank you and kudos to you! This is a reflection of the ethics and philosophy with which you work, and the quality work that you produce.”
Chief Executive Officer Clinical Service Provider