Case Study • Healthcare
Market Opportunity Assessment for Tele-Neuro Consults
How Avenor helped a healthcare technology firm evaluate tele-neuro consult opportunities in NICUs through agile adaptation and specialized expert sourcing.
Case Study: Market Opportunity Assessment for Tele-Neuro Consults
Client: A leading healthcare technology firm
The Challenge
Navigating a Complex Expert Landscape
The client sought to evaluate the market opportunity and need for tele-neuro consult services within Neonatal Intensive Care Units (NICUs). Their objective was to engage several neonatologists, specifically medical directors of Level 3 NICUs, who had experienced gaps in accessing pediatric neurologists.
However, the initial screening process presented significant hurdles:
Liability Concerns
Potential experts expressed reluctance to answer certain screening questions directly due to perceived liability risks in the healthcare space.
Restrictive Criteria
The strict requirement for "medical director" roles severely limited the pool of available, highly qualified neonatologists, excluding valuable professionals with extensive experience.
The Avenor Solution
Agile Adaptation and Expert Sourcing
Avenor’s team proactively addressed these challenges, demonstrating agility and deep understanding of expert engagement dynamics.
1
Optimized Screening Process
Avenor quickly identified the roadblocks within the initial screening questions. Collaborating closely with the client, we developed a refined, comprehensive screening approach that ensured critical data was collected effectively from each expert.
2
Flexible Criteria Adaptation
Recognizing the limitations of the rigid "medical director" requirement, Avenor consulted with the client to broaden the criteria. Neonatologists with 8-10+ years of experience could be considered, balancing decision-making perspectives with a wider expert pool.
Experts Sourced and Delivered
Former Medical Executive
Extensive experience in neonatology and telemedicine, strongly advocating for telehealth services.
"Almost all aspects of neonatal neurology (EEG, clinical management) would benefit from timely access to pediatric tele-neurology consults."
Seasoned Neonatologist
Over two decades of experience with multiple past medical director roles, who affirmed the existence of access gaps for pediatric neurologists in neonatal care.
Currently Practicing Neonatologist
Provided specific clinical scenarios where tele-neurology consults would be most impactful, such as HIE assessment, managing seizure concerns without timely EEG access, and discussing MRI findings with parents.
Regional Medical Director
Currently practicing neonatologist with over 15 years of experience, who confirmed that cases involving seizures, hypoxic ischemic encephalopathy, and neurological syndromes would benefit from Pediatric Neurology services.
The Impact
Strategic Insights and Project Success
Avenor’s proactive communication, strategic problem-solving, and flexible recruitment approach enabled the client to successfully connect with highly relevant experts, directly supporting their market opportunity assessment.
Enhanced Expert Engagement
The refined screening process ensured qualified neonatologists could comfortably share valuable, in-depth insights, leading to highly productive consultations.
Broadened Access
By adapting the criteria, Avenor provided access to a wider range of experts, including those with extensive leadership experience and current practitioners.
Achieved Objectives
The client successfully completed all consultations, leading to project closure and indicating their market opportunity evaluation objectives were fully met.
Key Takeaways: Avenor's Commitment to Excellence
Adaptive Client Partnership
Proactively adjusting strategies and processes in response to real-time challenges and client feedback.
Niche Expert Sourcing
Identifying and engaging highly specialized professionals, even when initial criteria present significant sourcing difficulties.
Strategic Connections
Successfully connecting clients with experts who provide critical insights for informed decision-making and strategic market evaluations.
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