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
