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ID:49987178
大小:3.50 MB
页数:49页
时间:2020-03-06
《如何进行细分市场分析.ppt》由会员上传分享,免费在线阅读,更多相关内容在行业资料-天天文库。
1、MicromarketAnalysisHow-to-GuideCONFIDENTIALThisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKin
2、sey&Companyduringanoralpresentation;itisnotacompleterecordofthediscussion.TaraHahn/CLFrankKochenash/PTPratKumar/ATTonyUeber/PTPracticedevelopmentdocumentJune2005CLE_MicromarketHOWTOGUIDEPLANSCANDEVELOPWINNINGPROVIDERSTRATEGIESBYANALYZINGMICROMARKETSS
3、ource:IrvingLevinAssociates;TheComparativePerformanceofU.S.Hospitals;TheSourcebook2005ProvidershaveconsolidatedinmanyMSAs…Market14Market16Market13Market15Amicromarketbasedapproach…RevealsthemostcompetitivecontractingstrategiesIdentifieskeyprovidersne
4、ededtomakeanetworkviableEnablestailoringofcaremanagementtoolstomaximizetheireffectivenessOptimizesspendinglevelsformarketingandcontracting…butcaredeliveryhappenswithinsmallergeographicboundariesSeventeenmicromarketswereidentifiedbyanalyzinghospitalre
5、ferralpatternsbyzipcodeDespiteoveralldominantMSAshare,largeintegrateddeliverysystemdominatesonly3ofthe17micromarketsEXAMPLEMarket9Market8Market12Market10Market11Market6Market7Market5Market4Market3Market21PLANSSHOULDCATEGORIZEEACHMICROMARKETBYLEVELOFP
6、ROVIDERCONSOLIDATIONMicromarketscategorizedbyHerfindalindexRelativePhysicianconcentrationPhysiciandominatedFragmentedConsolidatedPayor:MarketshaperProviderdominatedHospitaldominatedCLIENTEXAMPLEConsiderrisk-sharing/gain-sharingagreementsFacilitateint
7、roductionofnewhospital/physiciancapacityConsiderclosepartnerships/narrownetworkproductswithkeyhospitalsFacilitateintroductionofnewphysiciancapacityTradevolumeforpricePartnerwiththeleadhospitalPartnerwithphysicianstocreateleveragewiththeleadinghospita
8、lsRelativehospitalconcentrationFragmentedConsolidated2RELATIVEPROVIDERCONSOLIDATIONSUGGESTSDIFFERENTPROVIDERSTRATEGIESNetworkConsolidatedFragmentedFragmentedConsolidatedConsolidatedConsolidatedDevelopanarrownetworkChanneltopreferredhospitalsInfluence
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