How we help: Technology Solution Providers

Flexible expertise to help you achieve your HHS objectives

Discover Opportunities

Support Areas

Opportunity surfacing
Competitive intelligence
Acquisition dilligence
Issue / legislation tracking

Typical Projects

90-day funnel seeding
Account mapping and decision-maker flow
Targeting Model
Acquisition HHS strategy evaluations

Typical Key Objectives

Identify and vet relevant RFPs
Create $X in pursuable funnel opportunities for 6, 12, and 18 month forecast
Develop state-level targeting model using multiple custom variables

Align to Market Needs

Support Areas

Approach to market strategy
Messaging alignment
Market targeting

Typical Projects

User persona and use case sprints
Competitive intel quadrants
Procurements meta-analysis
User-focus groups
Industry surveys
Addressable market analysis

Typical Key Objectives

Create use cases with technical specs for development team
Identify key win themes of top 3 competitors
Predict scope elements in next major HHS procurement
Quantify revenues by line of business or solution variant

Increase Win Rate

Support Areas

Capture process enhancement
Pre-proposal support
Win themes / ghosting
Dedicated HHS SME for end to end process

Typical Projects

Proposal Support
Brand awareness (MindShare)
Incumbent landscape analysis

Typical Key Objectives

Participate in Red team / Gold team review
Identify incumbent brand strengths and weaknesses in market

Meet Our Team Supporting Technology Solution Providers

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

“Mostly Medicaid’s research and analysis greatly improved our depth and range in understanding the markets, specific opportunities within the markets we are pursuing, then translating the intelligence to effectively fine tune capture strategies and increase our success.” — Alex- CIO 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