The greatest new business challenge for this client was lack of in-house business development expertise. However, at the beginning of the program, a dismal economy presented an added challenge; building and construction activity had shut down almost entirely. The key was finding out where investment was happening and which supplier segments could benefit.
Lack of a new business development methodology was the key hurdle for this agency. Despite proven healthcare expertise built over 20 years across multiple clients, no system existed to leverage that experience in generating new business.