How we help: Investment Professionals

Flexible expertise to help you achieve your HHS objectives

Build Vertical Expertise

We assist investor clients build vertical expertise in a range of specialized areas.

Core Expertise Verticals

Support Areas

Vertical ramp up
Industry trends assessment
Key regulatory and M&A impact tracking

Typical Projects

Executive workshops
Entry point identification and relative strength evaluation
Market profiles

Typical Key Objectives

Brief principals on key relevant concepts and trends in vertical pre-strategy finalization
Compare 3 solution categories within a proposed sponsor path for 1,3 and 5 year revenue potentials
Create 3 year impact schedule of key regulations being implemented in vertical, including solution types most at risk for revenue challenges

Discover Opportunities

Support Areas

Current opportunity surfacing
Distressed target prediction
Funding round trends tracking

Typical Projects

Top 3 targets analysis
Predicted funding rounds within vertical
Portfolio gaps assessment (vs market directions)

Typical Key Objectives

Identify small and medium market provider groups ready for acquisition or JV
Review last 180 days of fund activity within vertical and predict remaining large capital placements for next 90 days
Compare current fund brandscape to predicted market asks and identify key capabilities gaps

Enhance Diligence

Support Areas

Target evaluations
Portfolio company strategy reviews for market fit
Risk assessment

Typical Projects

Independent target vetting (custom and in The Medicaid Black Book)
Arms-length intel
Rapid research during consideration phase (48 hour turnarounds)
Total addressable market estimate validations

Typical Key Objectives

Conduct revenue plan risk assessment and quadrant
Revise TAM to account for more precise lines of business and important market dynamics

Portfolio Company Support

Support Areas

State regulatory analysis
Budget and committee trends assessment
Situation analysis

Typical Projects

True-barrier analysis
P&T scope review and recommended coverage strategy
Legislative committee analysis and agenda support
Legislative drafting support (in coord. with in-house GA team)

Typical Key Objectives

Identify key regulatory sections driving coverage challenge
Compile state agency regulations and rules from model states
Prepare content for agency decision maker discussions

Meet Our Team Supporting Investment Professionals

Lauretta Converse

Advising Government and Technology Clients Read more

Sarai McDowell

Enterprise Project Manager Read more

Steven Hedgepeth

Advising Technology, Health Plan, Provider and Investor Clients Read more

Clay Farris

Partner and Practice Lead, Client Solutions Read more

Kris Vilamaa

Partner & Chief Growth Officer Read more

Erica Sahm

Advising Government and Technology Clients Read more

What do our clients say about us?

Here is some recent feedback from our clients:

“The Medicaid Black Book helps us to identify innovations and market changes in a timely manner, allowing us to “course correct” as needed.” –John, CEO of a Medicaid Managed Care plan

“We love Medicaid Blackbook because it provides a credible, unbiased, and fact-based assessment of our work on which potential clients can rely when deciding whether to take a meeting with us or consider using one of our solutions.” — Chris- CEO and Founder of a case management solution firm

The Mostly Medicaid team has spent years developing and analyzing various players in the industry and their comparisons, opinions and insights haven’t gone unnoticed and are well executed.” — Amanda, CEO large provider network management firm

What are some recent project examples?

Example 1- User persona-driven design

User Persona Development for a State Website Redesign Project

Scenario

Technology infrastructure client had expertise gap for Medicaid member engagement with HHS system. Project was near failure and unable to move forward due to inability to prioritize content and functions for go-live

Solution Design

Best practice review for recent user-driven redesign effort for key states, Developed user personas for top 3 citizen profiles and tested with focus groups, and developed key technical specifications for client team to leverage in build efforts

Results

Client was able to turnaround strained relationship with state client using our use case model. State client engagement increased with our project management focus on gathering business requirements from multiple state business units.

Example 2- Improving win rate on state bids

Competitive Analysis to Shape Win Themes / Ghosting for Behavioral Health Case Management Solution Sales

Scenario

Technology infrastructure client had expertise gap for Medicaid member engagement with HHS system, especially for large scale case management systems that are competitively bid at state level

Solution Design

Review recent proposals from competitors, review win rates, create custom quadrant for messaging (including win themes and ghosting), market level intel to frame specific dynamics for each procurement

Results

Client capture process enhanced to adapt win themes and ghosting for future procurements. State feedback on subsequent proposal demonstrations show strong performance improvement tied to our recommendations.

Example 3- Building out a sales funnel

Opportunity tracking for a financial tech client pivoting to HHS

Scenario

Financial technology infrastructure client pivoting into Medicaid and WIC/TANF/SNAP needed to identify lowest-lift and best-fit opportunities in HHS space for existing solution

Solution Design

Procurement surfacing for 6 months across multiple markets using our market intelligence research team and proprietary tools

Results

5 major viable bids and 1 significant teaming relationship resulted from our engagement.

What Makes Our Approach Unique?

Our Unique Advisory Model

Our unique advisory model

Focus on Key Objectives and Impact Statements ensures focus and results
Right amount of right brain avoids “FTE deadweight” and optimizes expertise fit
Project management discipline delivers results on time and on-budget AND gives client line of sight into progress

A Focus on Key Objectives