Case Study: Strategic Planning – Concussion Care

Client: AtlantiCare Health Services, Association of Athletic Trainers


  1. New health and human resource infrastructure needed; no local integrative services available to meet increasing patient volume for student athletes who suffered from mild traumatic brain injury.
  2. There was a pervasive lack of knowledge and structure to safely recommend return-to-play based on new state guidelines.

Strategy Developed:

  •  Coordinated team of physicians, athletic trainers, coaches and other key stakeholders.
  • Created a new  joint clinical service based within the neuroscience business unit to meet the demonstrated need for services.
  • Developed metrics, administrative and customer deliverables, as well as a timeline for program and expansion, budget and scope.
  • Scope of services expanded to serve both local high schools and university student athletes.

Business Results:

The health system neuroscience center successfully added a complimentary service line to meet the needs of the community surrounding concussion management.

Further, the program incorporated state guidelines for student athletes , including: care management and return-to-play. In addition, quality metrics were solidified to ensure optimal care for brain-injured young athletes.

Revenue Result:

The expanded service line allowed neuroscience business unit to double revenue produced and the  revenue value units for health providers across departments were increased by 20%.