E Health
Problem:
E Health is one of the oldest Nurse staffing firms in the State of Georgia. Founded over 30 years ago, E Health has gone through many changes, the most recent was a dramatic decrease in revenues from 2008 to 2016. E Health asked Mesa Consulting to look at what they were doing and come up with a plan to reverse this downward trend. Then, E Health asked Mesa Consulting to figure a way to develop a new C Suite which could run E Health in response to a board.
Solution:
Mesa realized that there were multiple issues that needed to be addressed in order to achieve an objective of increasing revenue. First was a re-assignment of the target market to highly unionized states where the chances of nursing unions going on strike were very high. Mesa performed extensive market research to determine the elasticity of demand with respect to price and term to pay and discovered immense disparities between the local economy where E Health had been prospecting and these new geographic areas. Because Nurse staffing has always been done on a local level, taking the surplus of nurses secured by E Health due to their competitive advantage with respect to staffers and relocating them across state lines became a ground breaking new step that has never been done successfully before.
Then, Mesa wrote a marketing plan focusing on personal selling as the primary driver of revenue for this market as the sales were all business to business. However, the personal selling required the recruiting of a high caliber salesperson with managerial skills who could ultimately take over operations and become the COO. Mesa put its recruiting team to work and within one month had secured a candidate who met all the parameters.
Due to the unique cash flow issues of the Nurse Staffing industry in which clients pay net due 45 and payroll via per diem is metered out bi-weekly, the compensation plan for this individual had to work such that the total package would be substantially higher than all competitors but the majority of the remuneration would occur on a cash collection basis. In addition the marketing plan had to stagger the steps in order to secure this new market of unionized states to allow for the unique cash flow situation of this business.
Mesa then began an intensive training program for the new sales rep which included sales specific training, sales management training and operations training to prepare her for assuming the COO position.
Mesa then began recruiting additional sales reps to take over the newly established territories.
Testimonials:
Travis Malcolm: Working with Mesa was the best decision I ever made. Everyone on the team treated us as if we were family and understood our needs and concerns. The professionalism they put into place while designing this plan somehow seemed surreal when I compared it with the personal touch that they used helping our company get back to where we once were. I feel as if we’ve made life long friends and would recommend them to any business that has any revenue issues whatsoever.
Liz Malcolm: It was scary at first considering using a consulting firm to solve our problems but I knew that we needed help and there was just something about Mesa that seemed right. Every member who worked with us visited us in person, walked through our problems and literally laid out solutions which they put into a concise marketing plan that we now use as a roadmap to our success. They explained to us how their recruitment strategy would work (something we’d never done before), how they would research alternative markets, set up plans to access these markets based on our cash flow situation of how we get paid and how we have to pay out, and they did all this with spreadsheets inside of their marketing plan that varied via assumptions so we could see best and worst case scenarios. I probably sound like everyone who has ever worked with Mesa but they are the go-to team. Don’t hesitate to call me with any questions about just how amazing they are.
Leigh Hodes: Having been recruited by Mesa I was caught completely off guard by the difference between every other recruiter and their staff. They took the time to get to know me, understand what I wanted both professionally and personally, and literally custom tailor a job description to suit my needs and desires. Add to that all that I have learned from them in just a few short months and I now realize that I am truly capable of performing these high level job functions outside of simply selling e Health services. I realize that recruiting is just a small portion of what Mesa does but any company that ever needs any employee would be foolish not to use them. They are spectacular.