Home and Community-Based Care
Management perceptions by former employees and an analysis of margin erosion in limited distribution drugs (LDDs)
Client Challenge:
A US-based investor needed a read on a full-spectrum home & community-based care platform. The questions that mattered: the margin profile of limited-distribution drugs (LDDs) in the platform's specialty-pharmacy portfolio as branded products faced generic competition at patent expiry; and candid employee views of management. The search required former executives only - sales, pharmacy, and operations leaders from the target and from adjacent oncology-distribution and specialty-pharmacy operators.
Our Role:
We ran a formers-only sourcing and screening program, headhunting named former operators (AVP Sales, Pharmacy Directors, Executive Directors) who exited between 2023 and early 2025, and screening each for direct knowledge of LDD margin dynamics and oncology distribution economics.
Impact:
- 14 expert interviews completed against a 5-call target - roughly 3x the ask
- 18 experts published; formers sourced from the target and adjacent competitors
- Transcripts captured as a durable, reusable intelligence asset
- Delivered margin and distribution insight an outside read cannot reach