Finding the Right Decision Makers in Healthcare
The challenge was not finding senior people. It was understanding who actually mattered inside each healthcare organisation. We researched the account structure and mapped the relevant stakeholders.
Delivered for Aumet
At a glance
- Industry
- Healthcare
- Scope
- 2,450 decision makers
- Turnaround
- Around 1 working day
01The challenge
What the client was actually up against
The starting point
The client knew which healthcare organisations it wanted to approach.
Finding the right person inside those organisations was more difficult. There was no single job title that represented the correct stakeholder across every account.
Depending on the organisation and the reason for outreach, responsibility could sit with operations, administration, procurement, finance, commercial leadership or senior management. The client needed 2,450 relevant decision makers, not 2,450 generic executives.
02The approach
The sequence we actually worked through
Project focus
Stakeholder mapping and role qualification
Scope of work
- Organisation research
- Department research
- Stakeholder mapping
- Role qualification
- Contact enrichment
- Verification
How we solved it
6 stages, in order
- 01
We researched the target healthcare organisations first.
- 02
For each account, we reviewed the functions and departments connected to the client’s objective.
- 03
Our team then identified the people whose current responsibilities best matched those functions.
- 04
Only after establishing role relevance did we move into contact enrichment and verification.
- 05
The records were then standardised around organisation, function, department, role and contact quality.
- 06
Catch all records were handled separately through additional review.
03The result
What the client received
Scope delivered
2,450
decision makers
Turnaround
Around1
working day
The dataset
The client received 2,450 relevant decision makers.
- Each contact was connected to the appropriate healthcare organisation and business function.
- The delivery included account information, stakeholder roles, department context, available verified contact information and structured fields for filtering.
- The client could understand not only who had been selected, but why the person belonged in the dataset.
What changed in the data
Before
- Target healthcare accounts
- No consistent stakeholder map
- Generic senior contacts
- Unclear responsibility
After
- Researched organisations
- Relevant departments identified
- Decision makers mapped by responsibility
- Verified business contact information
- Structured account level data
04The impact
What it changed day to day
Result
The client received a much clearer view of who mattered inside the target healthcare organisations.
Instead of approaching each account through a generic senior contact, the team could work with people selected according to actual organisational relevance.
The 2,450 decision maker requirement was completed in around 1 working day through Prospectal’s team based research and verification workflow.
In the client’s words
They didn’t just find senior names. They worked out who actually held the responsibility we cared about at each organisation. That is a very different job. Within a day, we had a stakeholder map we could trust and act on.
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