The Opportunity

The Challenge

The Solution

The Outcome

August-September 2016

• Prior to Ichor’s involvement, this leading healthcare retailer struggled to communicate to both regulators and the public how the proposed acquisition would result in increased efficiencies for customers.
• Although the client pledged to divest from as many as 1,000 stores with a market value of up to $100M to gain anti-trust clearance, it was critical to minimize divestment from economically depressed areas to mitigate labor union pushback and prevent a negative perception in the media.
• Ichor first met with the client to identify these challenges and better understand the overall objective of the acquisition. We then developed a strategy for ongoing messaging support, risk anticipation and mitigation, media monitoring, and fact-based, proactive responses to anticipated pushback.

October 2016-January 2017

• Ichor supported the client’s internal communications strategy by developing consistent core messaging to assert their commitment to their workforce (e.g., benefits, positive workplace policies, etc.). We also helped communicate to employees the impact of company decisions, including unique insights on navigating labor uncertainty regarding the acquisition.
• Ichor provided ongoing media monitoring, opposition research, political intelligence, and guidance on proactive outreach to government officials to stay ahead of potential regulatory scrutiny.
• Ichor conducted stakeholder mapping in target states by identifying key elected officials, advocates, and academics who had strong relationships with labor and business and would be influential.
• Ichor spearheaded community engagement strategies in economically depressed markets and communities in which an exit was contemplated.
• We also developed rapid response strategies to potential labor actions and talking points for tough questions the client faced from union representatives directly, or indirectly through union allies – including reporters, consumer and worker advocates, employees, elected officials, and investors.

February 2017- March 2018

• By 2017, labor unions officially opposed the transaction. Ichor supported the client’s shift in corporate strategy from full merger to a more limited scope acquisition that would pass regulatory scrutiny. 
  
• Ichor urged the client to continue communicating to key influencers that all requirements of the deal would be met to maintain consumer choice, quality of services, and continued competition in the marketplace; labor union pushback steadily decreased, and the deal went through without unionization. ​  

• Labor’s opposition to the acquisition centered on the potential negative impacts on public health and access to health services. To mitigate these attacks, Ichor recommended the client launch and lead a public policy initiative with Washington D.C.-based think tanks focused on opioid abuse prevention.  
• The initiative positioned the client’s positive public health efforts before elected officials and regulatory agencies at the time it mattered most.