“Scott’s experience and expertise were valuable assets for our efforts to redefine our specialty sales strategy. He helped position us to achieve our long-term growth objectives.”

Accelerating Growth in New Markets

The Need:

The Fortune 50 health insurance company provides services to government-sponsored health care programs like Medicaid and Medicare.

Centene sought to drive significant growth by:

• Developing a strategy to serve its markets with new products and by combining existing ones—including vision care, behavioral health, pharmacy services, and more
• Creating a new selling organization to pivot from individual products to more comprehensive solutions
• Focusing on better serving current market segments and securing new ones

The Solution:

Centene’s executive leaders worked with Scott on formulating and implementing growth strategies to achieve these goals, including how to communicate them powerfully throughout the company. The plan included:

• Unifying multiple segments of the brand and their combined services to help foster a collaborative and cohesive culture
• Aligning senior leaders on the strategy so they could better drive results
• Working with the executive team to lead the execution plans
• Restructuring the business and creating a new organizational structure to support the new go-to-market strategy
• Developing leadership talent on executive team
• Creating an enterprise sales group to represent the full spectrum of capabilities to specific market segments

The Results:

• In the first year, over $50 million in new revenue has been generated from clients that bought multi-product offerings from Centene.
• Additionally, the pipeline of opportunity grew from less than $100 million to over $1 billion.