Growth Engine Build

Commercial operating system built on top of four affiliation pathways; platform grew from 16 to 36 practices, 100 to 400+ providers, $50M to $100M+ revenue

THE SITUATION

The platform had four affiliation pathways built sequentially over two years. The pathways worked individually. But the commercial team had no consistent way to qualify, route, or track growth across them. Business development defaulted to whichever pathway they knew best rather than the one that fit the physician. Marketing built materials in parallel without a shared framework. Operations staffed for demand they couldn’t predict. Leadership allocated resources without visibility into the full portfolio. The platform had growth products but no commercial operating system to run them.

WHAT I BUILT

• Intake and qualification process: structured discovery framework surfacing physician career stage, ownership status, appetite for operational change, financial situation, value-based care interest, and timeline before any pathway was introduced

• Pathway routing framework: explicit decision logic matching physician profiles to the appropriate pathway, with guidance for physicians who were candidates for multiple pathways

• Pipeline dashboards: opportunity volume and stage visible by pathway and by business development rep

• Conversion metrics: pathway-level and rep-level performance tracking

• Capacity planning: pipeline translated to operational demand across practice launches, integrations, and affiliation onboarding

• Portfolio-level strategic reviews: pathway mix assessed against market opportunity on a recurring basis

THE RESULT

• Conversion rates improved as physicians were matched to pathways that fit their actual circumstances

• Pipeline clustering surprises eliminated through forward-looking capacity planning

• Portfolio-level metrics tracked total growth engine output regardless of which pathway delivered it

• Platform grew from 16 to 36 practices, 100 to 400+ providers, $50M to $100M+ revenue

The intake and qualification process is how business development engages every physician prospect. The routing framework is embedded in their workflow and training. Portfolio management dashboards and strategic reviews are part of leadership’s operating rhythm. The growth engine operates as institutional capability, independent of any individual.

Where is the platform stuck?

Multiple growth pathways but no commercial operating system to run them together? Let’s talk.

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