Market research case study:
Value proposition validation for an NHS service provider

NHS

The challenge

Our client was looking to test the market for its hypothecated key differentiators and value drivers and validate their proposed value proposition.

Specifically, our client wanted to:

  • Identify what stakeholders and customers value most, and what their service needs are.
  • Understand specific needs by audience type.
  • Improve overarching messaging to optimise its positioning and communications.

The approach

We conducted in-depth interviews with current and prospective customers (Integrated Care Boards (ICBs), Trusts and GPs) to develop our understanding of what each customer type needs in a supplier. We then tested key differentiators and value drivers with those customers who took part in follow-up focus groups.

The results

We identified the main needs that ICBs, Trusts and GPs have for suppliers like our client, and the challenges current and prospective customers face in meeting these needs. We provided an assessment of the extent to which the client's current and proposed positioning met these needs. Finally, analysis was provided on the extent to which our client's refined set of key differentiators and value drivers resonated with each customer type.

Value proposition validation for an NHS service provider case study image 1 Value proposition validation for an NHS service provider case study image 2
Value proposition validation for an NHS service provider case study image 2
Value proposition validation for an NHS service provider case study image 1

Case study:
Value proposition validation for an NHS service provider

NHS

The challenge

Our client was looking to test the market for its hypothecated key differentiators and value drivers and validate their proposed value proposition.

Specifically, our client wanted to:

  • Identify what stakeholders and customers value most, and what their service needs are.
  • Understand specific needs by audience type.
  • Improve overarching messaging to optimise its positioning and communications.

The approach

The results

We identified the main needs that ICBs, Trusts and GPs have for suppliers like our client, and the challenges current and prospective customers face in meeting these needs. We provided an assessment of the extent to which the client's current and proposed positioning met these needs. Finally, analysis was provided on the extent to which our client's refined set of key differentiators and value drivers resonated with each customer type.

Value proposition validation for an NHS service provider case study image 2
Value proposition validation for an NHS service provider case study image 2