I’m passionate about delivering results, as well as contributing to projects that positively impact the world around us. I’m fortunate to have been afforded many opportunities to do those two things before making the transition from executive leadership to providing strategic consulting services and “fractional” sales leadership to organizations that share my commitment to integrity and service.
I have two decades of experience, the last one learning and leveraging the healthcare financial landscape that drives purchase and policy decisions in this space. I understand and appreciate the challenges providers and payers are working to solve and enjoy helping businesses best position their solutions to meet those needs.
Prior to launching MHA I spent 7 years helping build and commercialize a new-to-the-world technology solution that improves access to sight-saving eye exams for patients with diabetes. The solution consists of specialized hardware, software and remote diagnostic interpretation services.
While working on the commercial and service strategy for the (then start-up) business I worked directly with national and large regional health plans to create a reimbursement model for the service to be performed as a new workflow within primary care settings. My work with the plans successfully:
When the start-up was acquired (twice) I designed, built, trained and led a national sales and service team to support rapid expansion across frontline care settings, including the largest integrated delivery networks (IDN’s), mobile and at-home health providers, as well as national retail clinics, constantly refining the process to improve workflows, outcomes and ensure that we reach our mission to eliminate diabetic retinopathy as the leading cause of preventable vision loss and blindness. My team put up double digit growth rates (30%+) every single year.
In the 15 years prior I served in executive sales and marketing roles, typically in early-stage, high-growth organizations from healthcare to highly complex embedded software systems. The roles I took on provided broad functional exposure and opportunity to design and execute organizational strategy to enable desired growth rates. I enjoy the discovery process, which informs design of solutions that best serve all stakeholders, resulting in successful contracts and partner engagements and driving rapid, sustainable growth.
I received my MBA with dual concentration in Finance and Innovation & Entrepreneurship from the University of Tennessee.
I am passionate about results. Everything I do revolves around this end game: delivering results that last. To get you there, I help you learn, understand, and apply my process. This is a process which I’ve studied, applied, and refined over the past 25 years.
Your organization most likely does not need me as a full-time employee. Rather the “sweet spot” for my work with you will be as a consultant helping you solve problems like this:
Do you have a solution that requires (or would benefit from) strategic partnerships with payers (e.g. Medicare Advantage, commercial, etc.), ACO’s, or other at-risk or value-based care contracted leadership?
I have over a decade of experience leveraging the financial landscape that drives executives in this space. I know the challenges they are working to solve. I have successfully:
Every project I implement begins with identifying solutions that account for the best interest of all stakeholders (buyers, sellers, payers, providers, caregivers, patients, etc.). Upon completion, we will have developed your very own “playbook” which your team can implement.
I serve companies that produce medical devices, diagnostic solutions and interventions, software solutions, durable medical equipment (DME), and more.
In this space, there are countless solutions created by smart teams which serve the greater good (improving outcomes, reducing costs, improving effectiveness and compliance, etc.) and yet they fail or never take off in equal measure to their market value.
This is where I assist you in developing the industry relationships which are vital to the success of your product or solution.
Developing, refining and executing a successful go-to-market (GTM) strategy is a defining factor in whether or not your business wins. The best products and services, the most efficient operating systems, even your top talent will struggle to get results without the right GTM plan. Having me as your “coach” gives you a head-start on this process. My 20+ years working in the field helps you avoid common pitfalls, reduce your time-to-market, and provides a game plan for your company’s success.