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Driving Growth With Core Customer Value Insights
How Joe Matarese Turned Medicus Healthcare Systems Into a Market Leader In the
Strategic Staffing Market for Medical Facilities​.
•	 Shortage of doctors
•	 Aging population
•	 Greater longevity
•	 Greater attention to health
•	 Technological advances
Well-identified,
strong Market Drivers
Generalized customer
problem to solve
Precision scheduling for
hospital operations:
•	 Right doctor
•	 Right skills
•	 Right temperament
•	 Right availability
Functional
Emotional
Individual administrator is
STRESSED OUT about the
complexity and uncertainty of
scheduling.
Hospital administrative
services lack the competence
and skills for precision
scheduling.
Core Insights
Functional
Emotional
TAKE RESPONSIBILITY
for the customer problem,
thereby relieving stress.
Assemble resources for
precision scheduling:
•	 Database
•	 Processes
Solution Design
Continuous Improvement
•	 Better technology for better
profile matching.
•	 Add consulting services
for long term solution to
operational failure
Market Growth
Firm-Led Growth
•	 Innovation
•	 Expanded geography
•	 Expanded services
•	 Customer satisfaction →
WOM
•	 Compounding effect of
market drivers.
•	 Occasional accelerators e.g.
increased customer access
to insurance
GrowthValue Origins