Go-to-Market & Segmentation
Market sizing, ICP definition, segmentation, and channel strategy for healthcare staffing firms scaling beyond their original wedge. Often the first work after an acquisition, when the new owner asks where the next $20M comes from and the answer is "wherever the team is calling today." That is not a strategy. BSG builds the one that is.
Who this is for
PE-acquired firms whose new owner has growth expectations the current GTM cannot support. Founder-led firms that have plateaued and cannot tell whether the issue is the market, the targeting, or the sales motion. Leadership teams expanding into adjacent specialties or service lines and needing a structured approach.
What BSG delivers
A TAM analysis grounded in the actual healthcare staffing segments the firm serves and could serve, not a generic market report.
ICP definition that holds up. The accounts that buy the most, retain the longest, and refer the next ones. The accounts that look attractive on paper and do not.
Segmentation that drives sales motion. Different segments need different approaches, and the typical mistake is a single sales motion across segments that need three.
Channel strategy. Direct, MSP, VMS, partner-led. What works at this scale, what is worth investing in next.
Sales motion design across the functions that own the customer. Sales, account management, delivery. The plays the team runs against the segments BSG has defined. Account targeting, outreach cadence, qualification criteria, deal stages.
Channel access acceleration. Direct lines into industry data suppliers, MSP program decision-makers, and partner channels translate into faster discovery and warmer first conversations when the GTM strategy includes those routes.
A growth thesis the leadership team and the sponsor agree on, with clear measurement against it.
How the engagement runs
60 to 90 days. Decision points at TAM/ICP delivery and at sales motion design. Implementation and ongoing optimization scoped separately.
What changes after
A defined growth thesis. A target account list. A segmentation that drives sales motion. A leadership team that can answer the new owner's growth questions with numbers.