Our client wanted to familiarise decideurs in each payor area with the key features and benefits of a new orthopaedic device, and gain their commitment to implementing the changes required to adopt the new approach.
Translucency identified relevant key decision makers in each of three payor areas. We developed materials to support role play in relation to orthopaedics, including hospital specialists and clinicians working in the community. We used our proprietary Soft Futures® simulations to understand how the decideurs interact. Using the outline of real-life situations we had prepared, we facilitated role play to clarify how these decideurs relate to one another and, in telescoped time, how the future was likely to unfold locally. Translucency trained the client to carry out facilitate events, using the material refined over three initial events. Translucency facilitators recorded observations, and obtained feedback at the end of the event.
Client staff attended the simulation as observers. Material recorded by Translucency was analysed using specialist software. A report on the three events run by Translucency was prepared for the client.
Our client considered that in the three locations in which Translucency had run events, there was greater willingness to adopt the use of the device. Our client felt able to run events using local sales representatives, and anticipated that this would be a useful platform for other sales and marketing activities.