Twenty years selling to surgeons, hospital executives, physician practices and payers. I build the pipeline, the channel and the contracts for healthcare companies in a growth phase, as a fractional operator or in a full-time seat.
The work of a senior BD leader for companies in an early growth phase or opening a new market: find the buyer, earn the meeting, close, then build the system so it repeats. On contract or as a full-time hire, with a weekly scoreboard your leadership can audit.
Target mapping, list building and multi-channel outreach by phone, email and LinkedIn, run with CRM discipline and weekly activity reporting. Surgeons, hospital leaders and physician practices, reached through the channels they actually answer.
Distributor networks, referral partnerships and the incentive structures behind them. Independent reps and distributors for devices and diagnostics; CPAs, payroll firms and PEOs for employer programs.
Fluent with surgeons, service-line leaders, CFOs and payers. Comfortable moving a conversation from the OR to episode-based reimbursement (ACO, CMS TEAM) without losing either audience.
State and municipal RFPs, IDN and value-analysis approvals, GPO negotiations and VA contracting. I know what the committee needs to see before it says yes, and how long it really takes.
For fractional engagements. Every one starts with a diagnosis your team keeps whether or not we continue; most clients move to a monthly retainer for the run phase.
Two to three weeks. Market map, target list, message strategy and a pipeline plan with numbers attached.
The outreach engine stood up: lists, sequences, scripts, CRM structure and the reporting cadence.
Ongoing fractional execution. Booked meetings, a managed pipeline and a weekly scoreboard to leadership.
Alongside consulting work, I represent three programs directly. Each one has a specific buyer, and I only bring it up when the fit is real.
An employer benefits program built on a Section 125 cafeteria plan. Employees get added health and wellness benefits; employers see a reduction in payroll tax on participating employees. Designed by ERISA counsel with an independent opinion letter and audit protection on file.
Results depend on the employer's payroll and participation. I share the compliance file first and let you or your CPA judge it.
How the program works →Executive benefit plans for firms whose top producers are independent contractors and locked out of standard retirement vehicles. A vesting deferred structure that helps attract and keep producers, and that a competitor can't copy the way they copy a split.
Common fits: real estate brokerages, insurance agencies, physician groups. The ERISA attorney models the plan; I run the first conversation.
How the plan works →An automated service that takes out-of-network claims through the federal IDR process so physician-owned radiology, anesthesia, emergency and pathology groups collect what they're owed. Paid as a percentage of what's recovered, so the group carries no upfront cost.
No group is promised a specific recovery. We look at your claim mix first. Offered with Advantify.
Who it's for and how it works →The specifics, role by role. Every figure here is from a role I held; references and case detail on request.
Built a 150-plus surgeon and hospital pipeline across nine states for a post-operative blood test that predicts complications. Sold clinical value to surgeons and episode economics to service-line leaders under CMS's TEAM model. Worked through independent ortho reps and distributors to reach surgeons.
Founding BD hire for a Section 125 wellness program. Built the CPA, payroll, PEO and broker channel from zero, wrote the partner materials and run the presentations to owners, CFOs and HR leaders.
Ran sales, operations, compliance and budget for a CLIA laboratory. Took the business to $20M a year with a 34-person team. Won a City of Denver testing contract, then a statewide long-term care program that grew from 47 facilities to more than 80, all onboarded within 30 days.
Grew the sales organization from 6 reps in Southern California to 22 nationwide and revenue from about $2M to $4M. Managed VA contracting across Southern California. Launched toxicology and pharmacogenomic testing lines into pain and addiction practices.
Opened IDN approvals for OP-1 at Cedars-Sinai, Loma Linda and UCSD. Grew the territory from $12K to $100K a month. First in the company in new IRB approvals.
Orthopedic implants and biologics in the OR. Biomet Biologics Rep of the Year. Managed junior reps while carrying the territory.
I started in operating rooms and ended up running a laboratory. The thread through all of it is the same: find the buyer, earn the meeting, close, then build the system so it happens again without me in every room.
I've spent my career in healthcare sales and operations, first selling implants and biologics to orthopedic surgeons, then leading national sales through independent distributors, then running a clinical laboratory as COO through the largest testing program in its history. Since 2026 I've worked as an independent business development consultant, usually running two engines at once for companies in an early growth phase.
I work remotely from central Pennsylvania and travel when the work calls for it. I hold a Life, Accident and Health producer license. My degree is in biomedical physics, which mostly means I read the clinical papers before I sell the product.
Twenty minutes is enough for me to tell you whether I can help and what the first three weeks would look like.