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MAPS Value Presentation

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  • 1. GROWTH INTELLIGENCESUSTAINABILITY CREATIVITY
  • 2. Current Analysis • Significant Growth in Past 5 years • Industry Future is Uncertain, Consolidation is Rampant • Challenge is to Grow New Patient Referrals • Current Finances Require Efficient ResourcesGROWTH • Expanded Market Requires Additional Resources - See Field Support ProForma Worksheet • Future - Potential to Grow Services in Addition to Core Model
  • 3. Current Analysis • Reporting Capabilities are in Development • Field Activity is Not Targeted • Marketing & Sales Have Low Communication with OperationsSUSTAINABILITY • Significant Leverage over Business Results Resides with One Person
  • 4. Current Analysis • Currently Exists in Silos • Not Leveraged to Determine Field ActivitiesINTELLIGENCE • Marketing BI not Communicated Well Across Organization • Huge Upside Associated with Continued Development
  • 5. Current Analysis • Design/Creativity is not a Core Competency of MAPS • Typically OutsourcedCREATIVITY • Creative Ramp-up Period to Learning MAPS Business • Room for Creative Differentiation in Medical
  • 6. 1. IMPACTFUL ACTIVITIES2. OPERATIONS TOOLBOX3. VOICE OF CUSTOMER4. MARKET INSIGHT5. CAMPAIGN EXECUTION
  • 7. Key Development DriversIMPACTFUL ACTIVITIES GROWTH Develop Robust Reporting Systems Track Results Target Outreach and ROI by Performance
  • 8. Key Development DriversOPERATIONS TOOLBOX MARKET INTELLIGENCE GROWTH SALES MARKET FORCE FEEDBACK SUSTAINABILITY REPORTING OPERATIONAL SYSTEMS STANDARDS INTELLIGENCE THE MAPS TOOLBOX
  • 9. Key Development DriversVOICE OF CUSTOMER MONITORING GROWTH Understand SUSTAINABILITY INTELLIGENCE Communicate Change
  • 10. Key Development DriversMARKET INSIGHT SUSTAINABILITY MARKET POTENTIAL INTELLIGENCE MARKET MARKET SHARE TRENDS
  • 11. Key Development DriversCAMPAIGN DEVELOPMENT GROWTH ve lo gicaWeb Development • • Strategic Planning i creat CREATIVITYFilm/Photography • • Market Research l Design • MoK ToolBox • Op Development Copywriting • Production • social Social Media Public Relations Conference Planning Affiliation Management
  • 12. • 20 hours week of strategic leadership• 10 hours week of creative services• 20 hours week of project management
  • 13. • Creative Concepting & Execution• SalesForce Development• Reporting Development• Voice of Customer Research• Market Insight (Organizational Charts)• Operational Development• Marketing Plan Development• Project Management• Conference support• Marketing Team Meetings• Medical Director Meetings• SPC Meetings• Various Internal MAPS Meetings
  • 14. Current Status• Continued Website Development• Web Portal Development• Numerous Print & Interactive Designs• MAPS Film Project Production
  • 15. Vision• Continued Website Development• Targeted Biz Dev Presentations• MAPS Film Project Production• Conference Strategy & Development• PT, BH, CPP, HolM Campaigns• MAPS Value Prop Video• Television/Radio• Public Relations Efforts
  • 16. Current Status• Weekly Entry of Activities Occurring• Inconsistent Follow-up on Tasks• Strategic Info Not Being Captured• Future Activities not Scheduled• Business Development Weekly Reporting Push• Database Cleansing Needed - Currently in planning – 2 mo process overall• Information Not Visible to Entire Organization• SalesForce Not Communicating with Other Solutions
  • 17. Vision• Clean, Consolidated Contacts, Clinics & System Data• Strategic Information Documented• Activities Recorded & Communicated Daily• Tasks Consistently Assigned & Executed• Future Schedule Set & Communicated• SalesForce Accessible to Organization• SalesForce Integrates w/ Other Software
  • 18. Current Status• Numerous Business Centers Consulted• Report Development Team Dedicated• Impactful Core Reports Generated• Reports Being Utilized for Call Planning• Operational Standards Development in Process
  • 19. Vision• Reports Utilized Across Organization as KPI’s• Reports Integrate into SalesForce• Reports Drive Impactful Activities• Reports Indicate ROI Correlation• Reports Identify Capacity Needs
  • 20. Current Status• Process Set with Customer Service Committee (CSC)• Internal MAPS Dept. Discussions Completed• MAFP Preliminary Research Performed• Maple Grove Target Clinics Identified• Two Rounds of Target Clinic Calls Completed• Initial Appointments Sent
  • 21. Vision• Clinic Interviews Completed• Learning Summarized & Analyzed• Improvement Planning Through CSC• Measure Results• Communicate Changes to Market• Continue Monitoring VOC
  • 22. Current Status• Initial Clinic Information Obtained• Maple Grove Org Charts Developed - Key Feeder Clinics - Provider 12-mo Referral Performance• IT Determining NextGen Integration• NextGen Data Consolidation Planning• Other Tier 1 Sites in Process• Vision
  • 23. Vision• Market Org Charts Utilized As Standard Tool - Providers/Staff - Committee Meetings - Marketing Team - Executive Leadership• Charts Drive Impactful Activities
  • 24. Current Analysis• Developed Targeted 2011 Marketing Plan• Implemented Mktg & Biz Dev Team Meetings• Weekly Team Activities Report Developed• SalesForce Operational Standards in Development• Reporting Standards in Development• VOC Feedback in Development• Market Org Charts in Development
  • 25. Representative Mix of Duties:• 40% Prep & Meetings• 60% Field Activity
  • 26. Sample Field Activity Mix• 33% Group Meetings - Conferences - In-services - Trainings, etc. - 2 per week, 4 hr/ea• 33% Face-to-face Appointments with Providers - Agenda Driven, Opportunity Targeted - 8 per week, 1 hr/ea• 33% Key admin meetings - Information Gathering - Relationship Building - 16 per week, 30 mins/ea
  • 27. Estimated Available Hours per Rep• 46 Work Weeks• 40 Hours per Week• 1840 Hours Total - 736 Hours Prep & Meetings - 1104 Hours Field Activity
  • 28. Example Field Call Types& Time Requirements• Tier 1 Top 10 Clinic Group Meetings - Quarterly Group Meetings - 40 Meetings per Tier 1 clinic per year - 2 hours per visit - 320 hours total
  • 29. Example Field Call Types& Time Requirements• New Referring Provider Appointments - According to MAPS Reports, Approximately 1000 Providers Have Referred 1 Patient in the Last 12 months - 2 hours Each, 2000 Hours Total
  • 30. Example Field Call Types& Time Requirements• Face-to-Face Provider Follow-ups - According to MAPS Reports, 700 Providers Have Referred Multiple Patients in Last 12 months - 1 hour each, 700 hours total
  • 31. Example Field Call Types& Time Requirements• Admin Meetings - 30 Target Clinics/Tier 1 - Twice annually 1 Hr/ea, 240 Hours Total.• Conference Attendance - 2/qtr - 8 Hrs/ea, 64 Hours TotalIdeal Field Capacity = 3,324 Hours

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