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The partnership model represents the terms that the organization determines as the structure of the acquisition or de-novo building processes. It becomes a significant part of the strategic filter at the beginning of the acquisition value stream and sets the tone of the relationship with the seller post acquisition. The Partnership Model should be established during the inception maturity level while the organization is determining the product-market fit.
Types of relationship models:
In the absence of a well-defined Partnership Model, the Business Development team is left without a well-defined policy for the qualification of prospects. Essentially, they can offer any type of deal structure, just to close the deal. This creates a significant impact downstream due to the lack of clearly determined incentives for the seller at the hospital level, and change management becomes significantly harder, or impossible at scale.