Pivoting to Clinical Trials: Turning Pandemic Experience into a Growth Engine

Client Type: Mobile healthcare services company diversifying into life sciences

Challenge:
When COVID-19 shut down workplaces, the client’s mobile vision-testing business evaporated overnight. They successfully repurposed their mobile centers to support pharmaceutical trials but were uncertain whether to build a long-term clinical-trials business once normal operations resumed.

Approach:
Health Business Group analyzed the decentralized clinical trial market in ophthalmology and beyond, mapped demand drivers ,  and benchmarked the client’s capabilities and cost position against traditional sites. We interviewed sponsors, experts, and potential partners to test adoption appetite and investment logic.

Impact:
HBG delivered a data-driven business plan and interactive ROI tool to help quantify value for sponsors. The work aligned the board and management around a clear strategy and investment roadmap for long-term trial participation.

Why It Matters:
Crisis pivots can reveal enduring opportunities. HBG helps healthcare innovators decide which to scale, and which to sunset.