Unlocking growth potential through a data-driven pricing strategy
A leading hospital chain in the MENA region identified pricing as a crucial lever to fuel its growth. Revenue from private insurance (B2B) and self-pay patients (B2C) suffered from inconsistent pricing structure, lack of transparency, and misalignment with perceived value.
B2B negotiations focused on financial impact but overlooked value-based pricing, while ineffective rebate structures failed to incentivize growth. In B2C, pricing decisions were inconsistent, varying by branch without clear differentiation or governance. The hospital chain needed a systematic pricing framework to drive profitability, optimize B2B agreements, and enhance B2C price positioning.
Building a data-driven and value-based pricing framework
We developed a structured approach that empowered our client to make informed pricing decisions. Our solution for an improved pricing framework encompassed:
- Comprehensive pricing database: We integrated multiple data sources, including transaction data, branch and procedure insights, and customer segmentation, to build a transparent and actionable pricing repository.
- In-depth pricing analytics and benchmarking: We conducted a thorough analysis of internal pricing inconsistencies and a competitive benchmarking exercise to establish a market-aligned pricing position.
- Internal alignment and co-creation: Through working sessions with key decision-makers, we ensured solutions were practical, actionable, and aligned with the hospital’s operational realities.
- Enhanced negotiation capabilities for B2B contracts: We developed data-driven impact arguments and trained the client’s commercial team on value-based negotiation strategies to optimize contract terms.
- Institutionalized pricing excellence: We implemented clear pricing guidelines and structured methodologies to ensure long-term adoption and sustainability.
Achieving measurable results and sustainable impact
With our support, the hospital chain developed a clear pricing strategy, strengthened its pricing capabilities, and gained practical tools for long-term pricing excellence. This led to a 5 percent sales boost across the business.
Our client implemented a value-based, data-driven approach to improve B2B revenue streams, optimizing contract negotiations and fostering long-term partnerships through a new rebate model. For better B2C price positioning, we helped the hospital chain with a structured pricing methodology that included portfolio segmentation and regional differentiation. The new pricing model provided a more systematic approach to capture price potential.
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