Consultancy Project Approach
- Data Analysis:
- Market research performed in geographical areas.
- Surveyed area hospitals and home care organizations for potential gaps in needed services.
- SWOT conducted.
- Analysis of cost and revenue budgets and projections.
- Analyzed square feet of space needed to provide services.
- Researched potential physical locations.
- Determined accreditation needs.
- Process Design:
- Secured and designed new physical facility.
- Assisted in creating a marketing and sales plan for the geographical area.
- Identified key sales targets.
- Initiated Performance Improvement program.
- Determined equipment required for both sales and rental, based on area analysis.
- Assisted in creation of delivery routes.
- Assisted in budget preparation and projections.
- Technology Optimization:
- Incorporated corporate billing/software system.
- Human Resources and Training:
- Assisted in hiring a new manager.
- Assisted in hiring staff therapists, assistants and clerical staff.
- Instructed staff in new performance improvement measures.
Project Description
Client: A corporate-owned East coast sleep-related Durable Medical Equipment (DME) business providing sleep related equipment for home use, desiring to open a new Midwest-based location.
Category: Sleep-Related DME
Date: Fall 2011
Consulting Firm: HME Professional, Hustonville, KY
Assigned Consultants: R. Floro (Current E-Sleep Consulting Partner and Consultant)
Services Provided:
- Data Analysis
- Process Redesign
- Technology Optimization
- Human Resources and Training
Problems:
- No physical presence in the area to be served.
- No staff in the area to be served.
- High level of area competition.
- Limited marketing footprint in area to be served.
Results (within 12 months):
- The new location was fully operational.
- Staff were hired according to budget requirements.
- Revenue expectations were exceeded by 116% after 12 months of operation.
- The corporate software program was fully implemented for the location.
- Decreased accounts receivable by 106%.
- Increased DME revenue by 64% from addition of new services.
- Performance improvement scores exceeded organizational benchmarks after 12 months’ continual operation.
- Achieved ROI of 1.3:1 on consulting costs after the initial 12 months.