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Case Studies
Focus: Market analysis, Sales education
Diagnostic: Performance Readiness Audit
(PRA)

Reynolds & Reynolds
Healthcare Systems Division, Dayton,
Ohio
Reynolds & Reynolds
Healthcare Systems Division provides
system solutions for physician and
medical practice management. RRHSD
represents an $80 million business unit
within the $1.4 billion parent
organization.
Situational Overview:
Reynolds & Reynolds was
being inefficient at penetrating the
medical systems/solutions marketplace.
Traditional fixes had been applied (new
sales people – sales training) with
little gain. Senior management was
frustrated and receiving pressure from
the board and stockholders to make this
group profitable.
Efforts:
This endeavor focused on
creating tools and educational programs
to improve sales of specific systems &
products. The project included:
· Analyzing
Targeted Markets & Clients
· Identifying
Future Product & Service Offerings
· Developing
Sales Educational Curriculum (Healthcare
Industry Data)
· Developing
Sales Performance Improvement Tools
Results:
· Identified
problem as market knowledge not skills
of people
· Rebuilt
sales approach to include a
“client-centric” needs survey
· Reynolds &
Reynolds closed largest partnership ever
($1 billion over 5 years)
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