Here’s a different way to approach attaining your business goals, a different way of thinking about structuring a deal in the healthcare industry.
For example, let’s say you’re the leader of a hospital-based group and you’re planning on expanding your business to neighboring facilities. You begin approaching facility administrators, trying to see when current contracts expire in order for you to bid on those contracts and displace the current group.
That’s certainly one way of approaching growth and there is nothing wrong with it.
But, at the same time, are there other ways of getting your head around the same objective, the objective being expanding your business?
For example, might another approach be acquiring the currently contracted group serving your target facility? Or, perhaps merging them into your group without any acquisition at all?
Or, perhaps you might be able to split off members from inside the target group so that you can take over the group, without the need to acquire them? In other words, the strategy is to cause the “target” to crumble from within.
On another tack, are there ways to put pressure on the facility to turn to you, as opposed to you turning to it?
I’m simply saying as opposed to looking at deals in any context in the “usual way,” think about the greater goal. And then think about alternative ways of achieving that goal.
And while you’re at it, think about employing more than one strategy at a time (i.e., leverage off of a combined arms effect) to multiply the chances of achieving your goal.
