A healthcare GTM diagnostic starts with a thirty-minute call, no deck, that ends in a clear yes or no on fit. Engagements kick off within two weeks of contract, are scored against 3–5 written success metrics pulled from your CRM, and carry a 30-day no-questions-asked exit. You get an NDA, references, and a sample deliverable before you commit to anything.
The first call: thirty minutes, no deck.
The call splits into thirds. The first ten minutes are listening: what you are trying to do, what is stuck, what you have already tried. The middle ten is honesty about whether we have solved a similar shape of problem, and how. The last ten is a clear yes or no on fit — and if it is a no, a pointer to whoever is better suited.
Before the call, you can have an NDA, references from three founders, a one-pager on the firm, and a sample diagnostic deliverable. You should know exactly what you are buying before you buy it.
Kickoff and scope.
Diagnostic engagements typically kick off within two weeks of contract. Full embedded rebuilds ramp in three to four weeks. Week zero produces the scorecard: 3–5 written success metrics, always quantitative, always pulled from your system of record — CRM, board reporting — and always a mix of leading indicators (pipeline coverage, stage-conversion) and trailing ones (closed-won, cycle time, ramp-to-quota).
What the diagnostic examines.
- ICP and positioning — who actually buys, who champions, and whether the message survives contact with a healthcare buying committee.
- Procurement design — the path from champion to signature, mapped against how IDNs, plans, and health systems actually purchase.
- Pipeline mechanics — what the CRM says versus what the forecast claims, and where deals actually die.
The exit and the handoff.
Every engagement carries a thirty-day no-questions-asked exit. At the end, the handoff is written: a final playbook, a working CRM and forecast model, a hiring scorecard for the team you keep, a board-update narrative — plus thirty days of as-needed Slack access for follow-ups.
Is it guaranteed?
No — anyone guaranteeing enterprise B2B sales outcomes is selling something else. What is guaranteed is process: written metrics, transparent pipeline reviews, the 30-day exit, and on deal sprints a fee structure partly tied to signed deals.