STAKEHOLDER ANALYSIS

Boot Camp 2016

WHY CARE ABOUT STAKEHOLDERS?

Where are we? (most of you) Identified Need; Developed Concept / Solution

What do we need?Maximize the chance of adoption of our solution

Stakeholders are who Impact our Chance because they are affected (Directly / Indirectly ) by the need and the proposed solution

AGENDA

Who are the Stakeholders? What Drives them to Impact our solutionHow do we Engage with them?

IDENTIFY STAKEHOLDERS

Exercise

ACTIVITY: CARE CYCLE

Create Care Cycles for the following scenarios for your need and solutions:• The Gold Standard• Currently Followed Practice•When YOUR Solution is introduced

CARE CYCLE - EXAMPLE

EXERCISE – CONTINUED…Examine Who all (people / entities) interact with the patient

nature of their relationships with the patient

duration and timing of the interactions Cost / Revenue involved

Look for people / entities who are even remotely involved

Create the Purchase Process for various customer segments Government Corporate Hospital Private Clinics etc…

ACTIVITY: PURCHASE PROCESS

HAVE YOU IDENTIFIED THEM ALL?

STAKEHOLDER ANALYSIS

Stakeholder

Perceived Benefit (+ve)Likely adoption

Perceived Cost (-ve)Resist adoption

Net Impact

PatientClinicianHealthcare FacilityGovernment

CLOSER LOOK: DRIVERS PATIENTTheir knowledge / Dr RecommendationClinical Outcomes – address symptoms / cure; Quality of life

Safety – living with disease vs riskConvenience - access , days off from work

Cost vs Next Best alternative Length of Hospital StayPerceived RiskProfiling may be required

CLOSER LOOK DRIVERS: CLINICIAN

Ability to improve outcome; Risk/Benefit to Patient

Revenue Impact (Pricing?)Existing devices become uselessOpportunity Cost (Time ; volumes )Reputation – among peers, patients; perceived leader

Integration with existing system / WorkflowEase of use – learning Support / ServiceRural Doctors adopt new technology easier

CLOSER LOOK: HEALTHCARE FACILITYCost Profit Obsolescence of existing devicePurchase process – low cost, established player, proven(?)

Outpatient vs. Inpatient Procedure; LAB vs POC

Increase/Decrease length of stayReputation vs competitionTreatment is delivered as a packageDoctor vs Management Driven

CLOSER LOOK: GOVERNMENT

Government Impacts throughPoliciesInitiativesBudget

STAKEHOLDER ANALYSIS

Stakeholder

Perceived Benefit (+ve)Likely adoption

Perceived Cost (-ve)Resist adoption

Net Impact(Subjective)

PatientClinicianHealthcare FacilityGovernmentDefine New Requirements, Prioritize Requirements Modify development and commercialization strategy

ENGAGING THE STAKEHOLDERS

STAKEHOLDER MAPPING & ACTION

Meet their needs Key player

Least important Show consideration

Stakeholder quadrantPo

wer

/influ

ence

of

stak

ehol

ders

Interest of Stakeholder

STAKEHOLDER ACTIONMeet their needs• engage & consult on

interest area• try to increase level of

interest • aim to move into right

hand box

Least important• minimum effort• inform via general

communications – newsletters, website, mails

• aim to move into right hand box

Key player• key players focus efforts on

this group• involve in

governance/decision making bodies

• engage & consult regularly

Show consideration• make use of interest &

involvement in low risk areas• keep informed & consult on

interest area• potential supporter/ goodwill

ambassador

MANAGING CONFLICTING INTERESTS

THANK YOU