stakeholderanalysis boot camp 2016. why care about stakeholders? where are we? (most of you) ...

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