Accelerating Field Force Expansion for a Tech-Led Healthcare Finance Platform
A rapidly growing fintech company providing technology driven financial solutions for healthcare expenses needed to scale its on ground team of Financial Counsellors across hospital networks. These professionals were responsible for guiding patients and families on available financing options, helping them access treatment without immediate financial stress.
Challenges :
- Finding candidates with a blend of financial knowledge and empathetic communication skills.
- The role required handling sensitive conversations with patients and families in hospital environments.
- Multiple positions across locations needed to be filled within tight timelines.
- Traditional sales profiles often lacked the trust-based advisory approach required for financial counselling.
Approach :
- Expanded sourcing to include candidates from banking, insurance advisory, relationship management, and healthcare coordination roles.
- Introduced scenario-based screening to evaluate empathy, clarity of communication, and financial understanding.
- Created location-focused talent pipelines around major hospital clusters for quicker hiring.
- Implemented a structured screening and interview process to balance speed with quality.
Impact :
- Successfully built a reliable team of Financial Counsellors aligned with the company’s patient-centric fintech model.
- Reduced hiring turnaround time, enabling faster deployment across healthcare partners.
- Improved the quality of patient financial guidance, strengthening trust with hospitals and patients.
- Supported the company’s expansion in the healthcare-fintech ecosystem in India.
