Topic Marketing & sales


Against the odds: How payors can succeed under persistent uncertainty

The US health insurance industry continues to be defined by uncertainty. The 25 articles in this compendium can help health insurers navigate the changes ahead.


2016 OEP: Consumer survey findings

As the Affordable Care Act (ACA) third individual-market open enrollment period (OEP) came to a close in January, McKinsey’s Center for U.S. Health System Reform conducted its eighth national online survey to gather insights into how the individual-market and consumer behavior have evolved.


Insights into Hispanics’ enrollment on the health insurance exchanges

New McKinsey research sheds light on why Hispanic enrollment rates continue to be low – and how these numbers could be improved.


One-on-one with Helena Foulkes: THINK CUSTOMER

Go big or go home. Plan for great. Use the power of purpose.


Winning strategies for participating in narrow-network exchange offerings

In the post-reform era, payors will attempt to capture savings by creating limited networks with reduced reimbursement rates. To respond, health systems need a clear understanding—market by market—of their competitive advantages and of when, if, and how to trade price for volume.


Winning with consumers: What payors can learn from 'consumer' companies

This document discusses five strategies adopted by leading consumer companies to engage customers: customer experience and branding, channel excellence, risk management, consumer value management, and product design and innovation.


The role of emotions in buying health insurance

As consumers face more choice, complexity, and financial exposure for their healthcare in an increasingly uncertain world, what they are really seeking is peace of mind.


The missed opportunity for US health insurers

Most healthcare payors convert less than 10 percent of the customers who move to a new product class. There is substantial room for improvement.


What consumers want in healthcare

Consumers are confused, concerned, and uncertain about their health insurance and financing needs. Companies should listen to them.