STAKEHOLDERANALYSIS 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 solution How 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 Patient Clinician Healthcare Facility Government

CLOSER LOOK: DRIVERS PATIENT  Their knowledge / Dr Recommendation  Clinical Outcomes – address symptoms / cure; Quality of life  Safety – living with disease vs risk  Convenience - access, days off from work  Cost vs Next Best alternative  Length of Hospital Stay  Perceived Risk  Profiling may be required

CLOSER LOOK DRIVERS: CLINICIAN  Ability to improve outcome; Risk/Benefit to Patient  Revenue Impact (Pricing?)  Existing devices become useless  Opportunity Cost (Time  ; volumes  )  Reputation – among peers, patients; perceived leader  Integration with existing system / Workflow  Ease of use – learning  Support / Service  Rural Doctors adopt new technology easier

CLOSER LOOK: HEALTHCARE FACILITY  Cost  Profit   Obsolescence of existing device  Purchase process – low cost, established player, proven(?)  Outpatient vs. Inpatient Procedure; LAB vs POC  Increase/Decrease length of stay  Reputation vs competition  Treatment is delivered as a package  Doctor vs Management Driven

CLOSER LOOK: GOVERNMENT  Government Impacts through  Policies  Initiatives  Budget

STAKEHOLDER ANALYSIS Stakeholder Perceived Benefit (+ve) Likely adoption Perceived Cost (-ve) Resist adoption Net Impact (Subjective) Patient Clinician Healthcare Facility Government Define New Requirements, Prioritize Requirements Modify development and commercialization strategy

ENGAGING THE STAKEHOLDERS

STAKEHOLDER MAPPING & ACTION Meet their needs Key player Least importantShow consideration Stakeholder quadrant Power/influence of stakeholders Interest of Stakeholder

STAKEHOLDER ACTION Meet 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