Our client was a PE fund contemplating investment in an IVF clinic chain in India. To assess the opportunity more holistically and identify critical factors to drive growth in the future, the client was keen on a limited due-diligence to understand patient decision making process in the IVF segment, key considerations driving customer acquisition and retention, and a high-level techno-commercial review of the IVF chain.
Sathguru performed a limited primary research that covered patients of the target clinic as well as patients from other clinics in the same geographic region. Sathguru interacted with patients and their families to understand their journey through the IVF process, key decision making considerations and criticality of clinical referrals, success rates of the clinics being considered, doctor reputation, overall experience, price, package options, marketing through traditional and social media and other decision drivers. Sathguru also assessed in a limited way feedback from the IVF chain’s patients and identified areas where the IVF chain seemed to have greater strength vs competition and areas that needed attention to drive growth.
Additionally, Sathguru also interacted with the key doctors in the IVF chain and made observations on the IVF chain’s infrastructure, accreditation, practices and procedures.
For consideration of the PE fund’s management and investment committee, Sathguru provided a high-level assessment of the key decision making drivers in the IVF segment, overall feedback on the IVF chain’s performance and areas that need attention for driving accelerated growth. Sathguru also presented broader observations on the clinical strength, infrastructure, accreditation and practices.