BrightPath Consulting is a mid-sized B2B analytics and digital transformation firm with $180M annual revenue and a client base concentrated in healthcare, financial services, and retail. One of its largest accounts is HealthCo, a regional healthcare provider with 12 hospitals, 180 outpatient clinics, and $4.2B in annual revenue. BrightPath currently provides revenue-cycle analytics and reporting services to HealthCo under a $3.8M annual contract, representing roughly 2.1% of BrightPath's revenue. The account has been stable for three years, but growth has stalled and the CEO has asked the account team to identify a credible expansion opportunity within the next quarter.
You are the engagement manager responsible for the HealthCo account. During recent executive reviews, HealthCo's COO raised concerns about rising nurse turnover, uneven staffing across facilities, and increasing labor costs from agency staffing. BrightPath believes this may create an opportunity to expand from revenue-cycle analytics into workforce optimization software and advisory services. However, HealthCo already works with several vendors, and BrightPath has limited implementation capacity this year. You need to determine whether this is a real business opportunity, how attractive it is relative to alternatives, and what go-to-market approach BrightPath should use to win the work.
| Metric | Value |
|---|---|
| Current BrightPath contract at HealthCo | $3.8M annual recurring revenue |
| HealthCo annual labor spend | $2.1B |
| Agency staffing spend last year | $168M, up 24% YoY |
| Estimated nurse turnover rate | 19% vs 14% peer benchmark |
| BrightPath delivery capacity for new work this year | 20 consultants, equivalent to ~$6M project capacity |
Additional market context: