MINIBOOK

Design and Sell Solutions in Healthcare and Lifesciences

by Charlotte Desprat and Stephen Wunker

​Executive Summary

While health science and technology advance at an incredible pace, new drugs, devices, and IT often struggle to fit with patient, clinician, and institutional behaviors.
​To make a real impact, new systems might need to integrate with older approaches, or they may have to address needs beyond the traditional focus of the industry. At the same time, labor shortages and cost pressures are making it clear that healthcare providers need to update their ways of working too.

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​Download the Full Minibook

How can life science and healthcare companies change the game? How do they avoid wasting effort on ill-fitting solutions, trigger enthusiastic demand, and avoid commoditization?

​These companies need to reinvent themselves and what they offer. Rather than selling products or services, they should be in the business of creating 360-degree solutions – well-rounded offerings that account for each relevant stakeholder and fit neatly with workflows or ingrained preferences.
 
This working paper explains how to design and sell 360-degree solutions. Drawing from our experience working on well over a hundred significant healthcare projects with dozens of clients, we share learnings on how to offer 360-degree solutions, not just products. First, we delve into how to develop the holistic understanding required. Then, we show how to distill that knowledge into specific design criteria that create new vectors for innovation. Finally, we examine how you can structure your sales process to best fit a truly innovative offering. Download the eBook to discover how leading companies are thinking and acting 360.