Financial Services Review: Specials Magazine

Jeffery Chan is co-founder and chief revenue officer of Blair AI, which helps clinics automate processes including referral management, patient calls, appointment scheduling and routine inquiries through AI. Drawing on his experience in private equity, software investment and financial services, Chan assesses commercial potential and buyer priorities to identify organizations ready to adopt AI. He then determines whether Blair AI can meet their needs and turns successful implementations into long-term customer partnerships. Translating Problems into Priorities Chan evaluates business growth through three interconnected outcomes—acquiring new customers, expanding existing accounts and sustaining the revenue generated through both. New contracts have limited value if customers eventually leave, while account expansion becomes unsustainable if employees are overextended or the technology cannot deliver what was promised. Balancing these outcomes, he has helped Blair AI achieve hypergrowth, with the business more than tripling annually. Determining whether an opportunity can generate sustainable revenue requires Chan to assess the customer’s problem before pursuing the sale. His investment experience taught him to examine the severity of the pain point, the feasibility of the proposed solution and its likely return. His financial services background helped him evaluate the opportunity from a decision-maker’s perspective and explain the technology in terms that connect with business priorities. Chan applies this combined perspective at Blair AI by examining how each customer operates, where AI can improve existing workflows and what organizational changes adoption will require. This allows the team to determine whether the technology can solve the problem and what support the customer will need to integrate it successfully and produce measurable results. The value of this approach is reflected in customer demand, with clients often requesting an expande