www.oneillprod.com

THE MARKET CHALLENGES

A Healthcare Startup Company specializing in Medicare/Medicaid DRG Auditing technology for cost containment. Target market is Regional Health Plans and other Payers of Medicare risk. Annual revenue around 350-500K, seeks to grow market-share. Company has the subject matter expertise along with technology needed to service larger customers in the U.S. Company has one Regional Health Plan as a customer.

CHALLENGES• Company has no formal sales process. Leads are developed

from current small staff operations, prior relationships in Healthcare and with Broker referrals (standard fare in healthcare).

• There are 4-5 main competing Vendors with 40-60% of the market share. Many smaller regional consultants and inside resources fighting for remaining market-share.

• Overall impact to the target customer bottom line is around 3% (savings) which serves a niche area. Not a huge driver of overall health plan costs/spend.

• Company doesn’t offer other lines of business or vertical products.

• Company Virtually un-known.

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VALUE ADDED STRENGTH• Savings can be easily validated and pricing is a result of saving

generated. No up-front costs for technology and company assumes all implementation costs.

• Company approach to an “older” audit review is innovative in ways that helps to differentiate from larger player/competitors but requires in depth understanding to (customer engagement) to communicate.

• Company founder well known in DRG Circles and expertise is viewed in high regard by health plan insiders.

A CASE STUDY O’NEILL PRODUCTIONS (CONSULTANT) AND HEALTHCARE COST CONTAINMENT CO.

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THE CAMPAIGN • 1-3 MONTHS (OPENING PHASE)

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A CASE STUDY O’NEILL PRODUCTIONS (CONSULTANT) AND HEALTHCARE COST CONTAINMENT CO.

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O’Neill Productions, OP (www.oneillprod.com) is a business development and sales consulting group producing high level lead generation and sales pipelines for Healthcare Services entities and other Innovative Start-Up Companies.

For more information on how we work and how best to utilize OP for your next business development project. Contact- soneill3@verizon.net or by phone (Direct Office) 973-744-1716.

O’NEILL PRODUCTIONS ROI

TOTAL REVENUE FOR CLIENT = 1.75 MILLION (TRIPLING CURRENT REVENUE BASE).

*Revenue Based on current claim volume (conservative estimate) per month.

• Added 175 new contacts with direct contact information and detailed health plan details.

• Additional pipeline of 10-15 health plans looking to company for new DRG vendor at some point in future.

• Valuable subject matter intelligence gained and additional iteration to services and delivery.

• Additional potential revenue lines of business gained in the form of consultative suite of services of preventative process and procedures.

Of all the overall 300 health plans throughout the U.S. only around 100 are deemed suitable for audit based on payers using DRG methodology. O’Neill Productions (OP) is engaged to selectively develop the necessary health plan Stakeholders and Decision Makers with a 21st century sales process. Using classic relationship building techniques, social media (LinkedIn) along with deep knowledge of health plan departmental structure OP is able to detect “ownership” of auditing functions and begins making headway.

A detailed Salesforce CRM was built populated with Stakeholder contacts and Decision Maker information. Eight (8) conference calls (1st phase of sale) were set up with DM’s and Stakeholders. A short list of plans (20 in total) expressed some interest in looking for new DRG Service vendor in the coming year.

RESULTS • 4-6 MONTHS (2ND PHASE)4 in-person sales visits (4 plans) 2nd phase (health plan offices) to close sale. 2 Health plans sign contracts totaling (based on claim lives) 50,000 lives (cumulative claims) and expected revenue * of between 4-5.5 million in annual revenue of client savings. PROGRAM INVESTMENT

6 month retainer project fee of $ 48,000. Additional commission of $ 7-10,000.