Healthcare Experience

Healthcare Strategy

• Presented industry overview to an off-site strategy retreat for the board of a Top-15 BCBS Plan. Key topics included managed care, regulatory reform, and industry consolidation.



• Guided a large BCBS Plan through the exploratory stages of a successful merger. Held exploratory discussions with CEOs of candidate Plans, and with state legislators. Benchmarked experience of recent Blues mergers, including a site visit to one. Made presentation to the board for go-ahead to start the detailed planning and negotiations which lead to the merger.



• Participated as facilitator in the planning process of a large Blue Cross plan, specifically to improve communication among senior executives and upgrade the quality of the process. The Board of Directors praised the new openness in the plan and management's presentation.



• Advised a Blue Cross CEO in reorganizing the Plan. Compared other Plans' structures, and evaluated the needed skills and knowledge for key executives.



• Longstanding board member for $40 million home care agency that includes a VNA, hospice, and private-duty nursing business.



• Conducted a strategy retreat for the Board of a $2 billion insurance company, part of which focused on the Board's role in strategic planning. Suggested an annual Board calendar, key milestones for Board review, and changes in Board meeting format. Two years later, a Director said, "You should be really proud of the time you spent with us. It's changed the way we do business."

Healthcare Marketing

• Helped structure one of the early POS product offerings. Key issues included market size, target market segments, co-payment levels, strategies for dealing with broker channels, HMO and indemnity sales force conflicts, and guiding a pilot test involving in-depth interviews of enrollees and family members.



• Guided the design of a BCBS Plan's ad campaign. Project included research to uncover the ways consumers compared indemnity insurance with HMOs.



• Have conducted numerous stakeholder satisfaction studies among providers, employers, patients, brokers, and legislators.



• For an indemnity company, guided development of a competitive campaign against local HMOs that slowed their growth.

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