Union Street Healthcare Payer Strategies was created to bridge the gap between delegated care management providers, PBMs, health plans, ACOs and other risk-bearing/associated entities. For early-to-mid-stage companies, Union Street provides insight, strategy, value proposition development and sales process engineering for those who seek to develop a more effective approach to the payer community: health plans, ACOs and other risk-bearing entities.For payers, Union Street can assist in the identification and assessment of specific care management or healthcare delivery pain points, and develop objective, coordinated strategies for evaluating, then integrating one or more delegated care management solutions for optimized ROI and maximum impact on total population health management.

TurningPoint is one of the many available MSK solutions sold to health plans. As Chief Growth Officer and a member of senior leadership, I was responsible for sales, marketing, client management and development, reporting to the CEO.

Now part of New Century Health, IGP is a manager of implantable medical device spend and site-of-care management. As a member of senior leadership, I was responsible for all aspects of sales and business development for this venture-backed organization, reporting to the CEO.

A division of Centene Corporation, HealthSmart is a large third-party administrator (TPA) and maintains a PBM division, HealthSmart Rx Solutions (HSRx). As SVP, I was responsible for primary pharmacy vendor relations, sales, business development and general sales leadership for HSRx, as well as sales initiatives in health plan, government and broker-driven market segments.

Now part of Cigna, ESI is the second-largest PBM. As VP of Sales, Health Plan Division, I was responsible for all aspects of sales, consultant relations and new client development, reporting to the president of the health plan division.

Palladian Health is a broad-based manager of chiropractic, physical therapy, pain management and spine care modalities, which identifies and remediates a wide degree of clinical practice variation on behalf of HMOs, regional/national health insurers and Blue Cross & Blue Shield plans.At Palladian, as a member of the company’s senior management group, I was responsible for all aspects of sales, client relations and business development through alternative delivery channels. Duties included sales team development and leadership, value proposition development and articulation, client management and development for this 4 million lives under management, $30 million revenue, closely-held company.

As a key member of the senior leadership team at Landmark Healthcare, I was responsible for all sales & marketing initiatives for this manager of specialty medical risk (chiropractic, physical therapy and other emerging physical medicine modalities). Duties included development and execution of process sales initiatives to regional/national HMOs insurers and Blue plans, including but not limited to identification, qualification and sales of Landmark’s product line to senior plan executives, medical directors and clinical practice leadership. In the course of my Landmark tenure, I met and/or developed relationships with medical directors, clinical and operational leaders in many of America’s group health and integrated healthcare delivery organizations.Accomplishments while at Landmark include renewal/retention of the Company’s existing client base in the face of withering competition, expansion of the sales pipeline from two 2004 proposals to more than 35 in the 2005-2007 sales cycle, sale of five new accounts and 40% growth in sold new accounts. In 2008, I led the sales effort to achieve three new accounts, which increased company revenue by over 30% for the period. In 2009-2011, I was responsible for the expansion of one major account relationship, plus the addition of three new Blue Cross & Blue Shield accounts, over $5 million in incremental revenue.

I founded Advanced Consulting & Technical Services (ACTS) as an entrepreneurial consulting firm. As ACTS' CEO, my duties included client solicitation, marketing brochure development, prospect and client sales calls for a team of eight consultants. ACTS supplied sales management, financial analysis, marketing and other consulting services to many of America’s leading managed care, PPO, Taft-Hartley, Internet and insurance organizations, including Horizon Blue Cross & Blue Shield of New Jersey, Healtheon (WebMD), MultiPlan, HealthStar, CorVel and ForMost Networks.

At CIGNA, I maintained marketing, product development, pricing, provider relations, network management/development and P/L responsibility for a $2.4 billion division of a $45 billion diversified insurance company. At CIGNA, I was successful in re-engineering my division’s product/service offerings and improving membership, revenue and margins to 132% of plan.

I was the senior executive responsible for leading Maxicare’s sales, planning and marketing efforts when the company emerged from bankruptcy in 1992. At Maxicare, I re-engineered the company’s sales and account management organization, which resulted in strong membership growth and 100% major account retention. This was largely achieved through close collaboration with other senior managers in developing and implementing innovative business methods and re-engineering all sales and marketing processes.

I was a contributor to FHP’s explosive growth during my tenure by identifying and developing new products, managing the company’s start-up Medicare Advantage business unit, FHP Golden Healthcare, and by leading the company’s California Region key and national accounts unit to growth levels exceeding sales plan and financial budgets. FHP was sold to Pacificare in 1998, which was acquired by United Healthcare in 2006.

I served as the senior marketing executive for this 120,000 member independent HMO during a transition period from extreme risk and financial instability to ultimate growth into the central Ohio market’s predominant HMO. I participated as a member of a senior management team which improved operating margins from a net loss to 20% EBITDA. PHP was sold to United HealthCare in 1992.

Manager of Marketing Research & Product Development (1984-1986)Account Executive/Labor Representative (1981-1984) I served in the abovementioned capacities for the nation’s fifth-largest Blue Cross & Blue Shield firm, now Medical Mutual of Ohio.