Commercial Transformation and Sales Process Overhaul
The commercial transformation aims to capitalize on large enterprise and IDN opportunities, with a focus on moving from early-stage to later-stage deals.
The company has retooled its sales team to target hospital CNOs and other key decision-makers, emphasizing change management and clinical benefits.
Progress includes a more disciplined approach to sales forecasting, pipeline management, and deal closure, setting the stage for sustained growth.
Impact of Government Policy Uncertainty on Staffing Demand
Management highlighted that uncertainty about government policy, including healthcare funding and federal research cuts, led to a cautious stance among clients in Q2.
Declines in staffing orders and extensions, especially in Travel Nurse and physician search, were directly linked to policy uncertainty.
In July, some stabilization was observed, with demand in Nurse and Allied segments improving, but overall client decision-making remained delayed due to external policy factors.
Clients are now considering more data-driven workforce solutions, predictive analytics, and program management to manage future staffing needs amid ongoing policy uncertainties.
The company expects demand stabilization to translate into more visible growth in Q4 and into 2026, especially as policy clarity improves.
Impact and Management of PAMA Legislation for 2026
The company anticipates a potential $100 million impact if PAMA is implemented next year, with ongoing efforts to delay or mitigate this through legislation and data collection improvements.
Management is working with trade organizations to seek legislative solutions, including delays and data adjustments, to offset the impact.
Base case assumption is that PAMA will come into effect in 2026, but the company is preparing for various scenarios, including offsets via initiatives like LaunchPad.
Dafinchi