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While Healthcare Success may be small, it prides itself on staffing accounts with a nimble team approach — often in ways clients don’t expect. By way of example, CEO Stewart Gandolf points to the agency’s relationship with new client Texas Endovascular, which was nearly tripling the overall size of its operations as it entered new markets.

While the client seemed reasonably content with the Healthcare Success team, especially its process experts, Gandolf sensed he needed to rock the boat. 

“The chemistry wasn’t perfect, so we rebalanced the team with a different account management approach.” The resulting work has led to such robust gains “that the client went from vaguely satisfied to thrilled,” Gandolf reports.

Decisions such as this illustrate one of Healthcare Success’ distinctive traits: its willingness to radically reinvent itself whenever the situation calls for it. In terms of pure numbers, 2023 was relatively quiet: Revenue rose 8% to $11 million, from $10.2 million the year prior, and staff size increased from 23 full-timers to 25. However, Gandolf says those sums mask large underlying changes.

The pandemic hit Healthcare Success hard and managing high turnover in 2021 and 2022 proved a true challenge. Its only upside? “We used those years to begin building a new vision with a fantastic team of experts, along with larger clients who could support them,” he adds.

Gandolf reports that Healthcare Success is off to a strong start in 2024, with the year’s Q1 proving its strongest to date and the company on pace to set a new revenue high. “When we are pitching the right kind of client, we win about half the time,” he notes. Recent additions to the client roster include Upswing Health, CureMD, the American Hip Institute and 3M Global Strategic Sourcing Operations.

But growth also means letting go. And in a business where few agencies will admit to having lost a single account over the course of their entire history, Gandolf freely shares that Healthcare Success parted ways with 25 clients last year, including Dekalb Vein Center and Homeward Health.

“Most we simply outgrew. Others just don’t fit our new business model,” he shrugs.

Gandolf credits Paul Knipe, who joined Healthcare Success as account director in 2022, with much of the agency’s recent progress on the client-development front.

“He brought in new ways of thinking and started challenging us on why we accept these little companies, which has been a key shift for us,” Gandolf explains. “Even five years ago, people came to us solely for digital work. Now they often come to us for branding and creative.”

Such developmental challenges are fun, at least for Gandolf (who, it should be noted, also enjoys frequent runs up Laguna Canyon’s steep hills). They also serve to keep Healthcare Success on the radar of would-be suitors.

“We are intriguing to private equity companies,” Gandolf says, noting that he fields potential acquisition calls every week. “There are surprisingly few agencies like us that haven’t been acquired yet.” 

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Work we wish we did

An ad for eyecare treatment Vabysmo, which launched before Mother’s Day, uses a touching, decades-long narrative to highlight the bond between a mother and son through the son’s “eyes.” The Pixar-style animation captures emotional moments, making the story deeply relatable. The transition from personal milestones to professional settings, where the son becomes an ophthalmologist caring for his mother, powerfully underscores the message. The way it speaks to patients, caregivers and retina specialists is brilliant. — Larissa Town, senior account manager

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