When growth gets a seat on the executive committee
What changes when a growth leader is asked for a number instead of a campaign: capital discipline, cross-functional trade-offs and a new relationship with unit heads.
Author: Gaurav Phogat
Gaurav Phogat runs digital for one of Asia’s largest hospital groups — patient acquisition, CRM, AI and the platforms behind them — and writes about growth and digital from the operator’s seat. Engineer by training, MBA from ISB. Based in Hyderabad.
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The three demand pools a hospital group runs on
Catchment, referred and institutional demand need different owners, metrics and investment logic, and forcing them through one funnel hides which one is failing.
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The growth leader and the medical director
Where growth and clinical governance collide in a hospital group, what a working partnership with the medical director looks like, and the lines growth must never cross.
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Sales in a hospital group is real
Corporate empanelment, referral networks, international facilitators and TPA desks are a sales function; how to structure, measure and keep it ethical.
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Pricing in Indian private healthcare: what you can shape
Scheme tariffs, TPA floors, packages, cash patients and front-desk discounting: where a hospital growth leader can actually move price and where it is pretending.
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Owning the revenue engine in a hospital group
The eight parts of hospital revenue, which ones marketing actually controls, and what it takes to be accountable for the whole line rather than a slice.
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Launching a new vertical: the P&L conversation first
Capital ask, gestation, shared costs, cannibalisation and a vertical head with full P&L: the conversation an executive committee has before the deck is opened.
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Innovation with a P&L attached
Why hospital innovation teams drift into showcases, the stage-gates that keep them honest, what a real innovation budget looks like, and how to kill a project cleanly.
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How a growth leader reads the monthly P&L pack
A reading order for the hospital management pack: occupancy against yield, payer and specialty mix, OPD conversion, receivables, discounts, and the lags that reveal old decisions.
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Home care, day care, digital clinics: which formats add margin
Which new delivery formats add margin to a hospital group, which add volume without margin, and which exist to protect the core, judged on unit economics.