Sales and Marketing Consulting Services

An accomplished executive with a unique blend of strategic leadership, sales, and operational expertise, Graham Smith, Graham Spaulding LLC, Principal/Founder, has extensive experience in the healthcare and insurance industries. His 30-year career has been marked by a consistent track record of driving growth, enhancing customer experiences, and optimizing sales and marketing functions. He has successfully led multi-state expansions, launched new revenue streams, and cultivated high-performing teams while maintaining a focus on data-driven decision-making and continuous improvement.

• Revenue Generation & Business Expansion: Spearheaded the launch of a retail agency that quickly grew to over 3,000 individual clients and 80+ small groups within its first year. Additionally, he led the agency's FMO expansion from a single state to 17 states, negotiating top-level FMO contracts with regional and national carriers, evolving them from a captive FMO with a single carrier to a multi-carrier organization.
• Strategic Leadership: Part of an executive leadership team that executed a financial turnaround/merger acquisition that included the sale of Medicaid and MIChild membership lines of business for the highest per member price in MI health plan history and the merger of two health plans with combined membership of over 650,000.
• Turnaround Expertise: Reversed a seven-year trend of declining new business, achieving over 25% annual growth at a National FMO. Led the development of a new division that outpaced other divisions' revenue by 5X within 24 months.
• Market Penetration & Growth: Successfully increased the number of appointed agents from 456 to 2,395 within six years at a local MI health plan. This increased new business sales consistently year over year during that time frame. In addition, he completed an analysis of the sales distribution channels, implemented a plan to maximize sales through existing channels, and implemented a new call center channel. 

• Leadership & Team Development: Building and leading high-performing teams with a focus on continuous improvement and data-driven decision-making.
• Sales & Marketing Strategy: Expertise in developing and executing go-to-market strategies that drive growth across various product lines, including Medicare, Medicaid, and individual and group health insurance products.
• Business Development: Graham has a proven ability to identify and capitalize on new business opportunities. He has successfully launched new products, expanded into new markets, and driven cross-functional collaboration, all of which have contributed to his track record of driving growth.
• Customer Experience: Graham is a strong advocate for customer-centric approaches. His proven track record of enhancing customer satisfaction and retention is a testament to his commitment to putting the customer at the center of business operations.

Graham takes a holistic approach to business growth and customer experience, combining strategic vision with hands-on leadership. His ability to identify market opportunities, coupled with his experience managing small and large-scale operations and teams, positions him as a valuable partner for organizations looking to enhance their competitive edge and drive sustainable growth. Whether you are looking to expand your market presence, improve operational efficiency, or enhance customer satisfaction, he can bring the expertise and experience to help you achieve your goals.  

Graham is a graduate of Purdue University School of Technology and earned his MBA from Oakland University; he holds both the AHIP Certified Healthcare Insurance Executive (CHIE) and Long Term Care Professional (LTCP) designations and is a licensed insurance agent.  

For more information on how partnering with Graham can help you achieve your organizations goals email gsmith@grahamspaulding.com or call 810-772-1983.