Healthcare & Life Sciences
Leverage complexity with value-based solutions.
With complex procurement processes, large customers with considerable pricing power, and industry regulation to consider, it’s critical for healthcare and life science businesses to craft comprehensive pricing strategies that carefully and meticulously capture unique value delivered while managing risk.
Whether you are building price lists, generating quotes, or executing long-term contracts, INSIGHT helps your business establish standards for how you set and implement market-relevant prices that align with your value. We consider every touchpoint—discount structures, quote turnaround time, payment terms, contract renewal methods—to ensure your business isn’t leaving profit dollars on the table and is appropriately accounting for risk.
INSIGHT’s partnership mindset ensures your team is equipped to communicate your offering based on market and competitive intelligence, data science rigor, and optimal segmentation to match ideal opportunities to customers and capture unrealized opportunities. We help you profitably navigate the complexities and nuances of your market and customers by developing tailor-made pricing strategies, clear implementation plans, and value-added technology solutions that build internal pricing capabilities and EBITDA impact for short- and long-term growth.
Common Challenges
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High Customer Concentration
With a small group of customers accounting for a large portion of revenue, healthcare and life science businesses often face pressure to maintain outdated pricing at the risk of losing important customers who are often fighting increasingly tight margins.
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Limited Sales Opportunities
With long purchasing and payment cycles, it can be difficult to find opportunities to sell additional products or services. Businesses often have opportunities to utilize a service-oriented or basket-of-good approach versus selling at an individual product level only.
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Product Proliferation
To generate more revenue opportunities and capture market share, many businesses create multiple variations of the same products, leading to product proliferation. But when product innovation goes unmanaged, it creates operational complexity, such as stale pricing, inventory mismanagement, increased production costs, or customer confusion, and can damage profitability.
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Complex Customer Procurement Process
Long or complex customer procurement processes can easily strip the value from your product or service and reduce you to a cost line item or other generic feature. This can leave customers with a limited view of your offering, making it difficult to price based on value.
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Inconsistent Pricing Standards
Sales teams may inadvertently make unprofitable pricing decisions in order to win a sale. Centralized and consistent guidance and guardrails help ensure pricing, discounts, contract terms, and other programs follow agreed-upon standards aligned with business objectives.
What Our Clients Are Saying
Product Director, Medical Equipment Distributor
Chief Commercial Officer, Animal Health Services
Meet Our Experts
With over 250 dedicated pricing strategy experts, our team helps businesses achieve profit and EBITDA growth through our process proven on over 800 engagements since our founding in 2006.
Amanda Davis
Amanda is a Director of Business Development at INSIGHT2PROFIT. Amanda has over 7 years of experience with INSIGHT and specializes in identifying profit opportunities and devising solutions to drive sustainable and scalable impact.
She began her career at INSIGHT as a member of our Delivery team where she led dynamic price modeling, hands-on change management and continuous improvement initiatives. Now, Amanda leverages her experience to lead our Business Development group, ensuring new client partnerships have a clear and value accretive scope, with a shared vision of success.
Amanda earned her B.A. in Economics and Management with a minor in Leadership Studies from Marietta College.
Chris Donnelly
Chris is the Vice President of Sales at INSIGHT2PROFIT, bringing over 25 years of leadership experience focused on organizational growth, sustainable change management, and project leadership. He collaborates with both corporate entities and private equity firms to uncover business potential, leveraging strategic and operational improvements to enhance existing pricing methods. Chris’s expertise in pricing and change management helps clients identify and capitalize on often overlooked opportunities for margin enhancement, demonstrating how even slight price improvements can significantly boost their EBITDA.
Chris is well-versed in various aspects of the business landscape, specializing in Price Management, Pricing Strategy, Price Leaks, Software Development, Change Management, Project Management, B2B, and Private Equity.
Chris earned his B.S. in Finance from John Carroll University.
Gary Gebenlian
Gary is a Principal at INSIGHT2PROFIT, bringing over 20 years of experience dedicated to unlocking growth within the consumer, hospitality, retail, and technology sectors. He co-founded a technology start-up in the dining space, played a pivotal role in the growth of an early online-to-offline hospitality commerce business, and led marketing and e-commerce for a Private Equity-backed B2B enterprise.
Gary is passionate about growing businesses by integrating science (data, algorithms) with art (change management, effectiveness) across industries. He excels in pricing strategy, growth strategy, and general management.
Examples of Gary’s experience include:
- Led discovery for an environmental services business, identifying and implementing opportunities to drive a 10% incremental profit, actions included addressing peer-price-index outliers, improving fee/surcharge realization, enforcing list-prices in advantaged areas, establishing analytics capability, and implementing governance/cadence for sustained gains
- Led assessment and implementation of customer-specific repricing of lists and discounts and pricing quick-wins for a multinational transportation and logistics services company, targeting $45M of incremental profit
- Led assessment and implementation of target inflationary price adjustments, margin floor implementation, measurement and reporting structure and capability for an industrial equipment manufacturer, generating mid-single-digit impact for core products and double-digit impact for parts.
- Led design and implementation of a segmented margin-target model for a transportation services business with nationwide operation, generating 8% revenue impact to the bottom-line during the pilot phase
Gary earned his MBA from Northwestern University, Kellogg School of Management and a B.S. in Engineering and Computer Engineering from McGill University.
Nick Jacobs
Nick is a Director at INSIGHT2PROFIT, bringing more than 20 years of professional experience in a variety of commercial leadership and pricing roles. He has worked with B2B manufacturers and distributors across multiple markets, with particular depth, in the healthcare and life sciences industries.
Prior to joining INSIGHT, Nick led the Respiratory Therapy business unit for Invacare Corporation, a $1B manufacturer of home and long-term care medical products. During his time at Cardinal Health, he led the development and commercialization of their private label offering in the home health market. Nick also dedicated nearly 15 years with STERIS Corporation, in various capacities including Product Management, Strategy & Corporate Development, and Financial Planning & Analysis.
Examples of Nick’s experience include:
- Led an engagement resulting in over $85M in price improvement for a leading crane rental company, achieved through standardizing pricing and quoting processes, implementing a differentiated pricing model, developing a performance management system, and partnering with the client to drive change in the sales organization
- Drove a 4pp improvement in Return on Sales (ROS) for one of the world’s largest providers of replacement medical parts by implementing a differentiated price increase and quote tool for new business.
- Led a 5pp improvement in ROS for a leading provider of packaging supplies through a series of differentiated price increases and the development of robust price management tools to identify and address sources of margin leakage
Nick earned his MBA in Marketing and Strategy from Case Western Reserve University, the Weatherhead School of Management, and a BSBA in Finance from The Ohio State University, Fisher College of Business.
Shelton Evans
Shelton is a Director at INSIGHT2PROFIT. Shelton has over 5 years of experience leading and supporting clients in revenue management, profitability strategies, and execution. He has led engagements with more than ten clients at INSIGHT, spanning across more than 7 industries, including aerospace parts distribution, telecommunication services, field services, and consumer packaged goods. His expertise encompasses diverse channels, including B2B, B2C, and B2G. While Shelton prioritizes the establishment of meaningful pricing and profitability strategies for his clients his primary goal is to deliver tangible outcomes that provide significant ROI. Shelton has driven over $100M of margin improvement during his time at INSIGHT and led engagements spanning North America and EMEA.
Examples of Shelton’s experience include:
- Led a $50M+ margin improvement for a leading field services provider with more than 40 locations through a differentiated price increase, new pricing architecture, and enhanced leakage management
- Drove improvement in product adoption through the development of a go-to-market subscription and bundling pricing and product strategy for a telecommunications provider
- Delivered a 5% improvement to gross margins for an advanced materials company through net price increases, refined pricing architecture, price-performance management system, and the support of the development of a pricing function
Shelton earned his B.S. in International Business, Finance and Accounting from Baldwin Wallace University.
Steven Blanck
Steve is a Principal at INSIGHT2PROFIT, with over 18 years of experience as a strategy and operations leader. His expertise covers various areas including commercial due diligence, financial due diligence, growth strategy, M&A integrations, and pricing. Steve has advised executives, private equity managers, and functional leadership teams in establishing the vision, structure, process, and technology for achieving long-term, sustainable transformations.
Examples of Steve’s experience include:
- Developed a pricing platform for a leading professional services automation SaaS platform, driving a 20% improvement in client renewal rates over multiple years and achieving a 5-6% realized price increase in the first year, implemented a customer success model that analyzed target pricing based on factors like cost to serve, upsell and cross-sell potential
- Achieved a 15% EBIT recurring price improvement for a global client in the medical device parts industry, led the development efforts for the existing customer base, overseeing a full process re-engineering of pricing model and processes, implemented the client’s first quoting tool, facilitating quicker turnaround and more profitable deals
- Delivered over $6M in price impact for a leading North American customs brokerage business, created a complex client outlier to identify target pricing and added a salesforce enablement tool to enhance visibility into customer performance and revenue growth opportunities
Steve earned his MBA in Finance, Strategy, and Managerial Economics from Northwestern University, Kellogg School of Management and his B.A. in Political Science and Government from Northwestern University.
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