Case Studies 2018-02-03T02:51:33+00:00

Stakeholder Engagement Strategy for a National Health Plan

A large national health plan wanted to improve its relationships with acute and long-term services and supports providers in their network, statewide provider trade associations, and member advocacy groups.

Working with its client, Sellers Dorsey created an opportunity for stakeholders to provide candid feedback to the health plan on any challenges they were experiencing. Sellers Dorsey facilitated discussions between the health plan and stakeholders to generate collaborative solutions. These meetings also served as an opportunity for stakeholders to let the health plan know what is working well and foster a collaborative, “open door” relationship between health plan leadership and stakeholders. Following the meetings, Sellers Dorsey worked with the health plan to develop a tracking tool to make assignments and monitor progress internally on implementation of the stakeholder solutions, and as a mechanism to keep stakeholders apprised of the plan’s progress.

Because of these meetings and the strategic guidance throughout the process, the health plan has implemented, or is in the process of implementing, numerous stakeholder solutions focused on improved communication and administrative simplification for providers.

Business Development Advice for Home and Community-Based Services Provider

A home and community-based services provider sought business development advice to grow their business strategically in the Medicaid marketplace.

Sellers Dorsey educated the client on the home and community-based services waiver environment in states in which they want to expand their business, including information about specific services and populations covered under the waiver programs.

The client is better prepared to grow, now that it is armed with an improved understanding of how its value proposition can address the needs, challenges, and opportunities faced by state Medicaid programs and managed care companies.

Market Strategy and Business Development Support for a Healthcare Data Company

A health intelligence company wanted assistance with market intelligence and relationship support to expand its business footprint to include additional state Medicaid programs and managed care organizations.

Sellers Dorsey secured meetings on behalf of the company with national managed care organizations and state Medicaid leadership, and attended these meetings, to help the company build its relationships and potential business opportunities in target states.

The work has led to new and improved working relationships with Medicaid managed care plans and state Medicaid agencies, including adding potential new and expanded contracts onto the company’s business development pipeline.

Guidance to Managed Care Entity through a State Medicaid Integrated MCO Procurement

A managed care entity wanted to ensure its response to an important state Medicaid managed care procurement met the specific requirements set forth by the state.

Sellers Dorsey’s managed care experts provided strategic advice and technical assistance to the managed care entity on its proposal for the integrated acute and long-term services and supports managed care program in this large state. This work included mock scoring of the client’s response to the state’s RFP, and advice on how to strengthen the proposal and highlight how the client’s mission and experience can serve the state’s needs. Sellers Dorsey continues to assist the client in expanding business in other state Medicaid managed care markets, with a focus on managed long-term services and supports.

The managed care entity was successfully able to submit a timely proposal to the state’s RFP. Results of the RFP are still pending.

Readiness Review for a Community-Based Managed Care Plan

Following a successful procurement, a community-based managed care plan wanted to ensure they could successfully complete a state’s rigorous readiness review process.

Working with our client, Sellers Dorsey helped prepare the plan for state readiness reviews. These preparations included mock onsite reviews and systems testing.

The managed care organization was ultimately successful in passing all phases of the state’s readiness review.