Experience

• Executive Vice President, Sales

  Verisk Health, Payment Accuracy Division of Verisk Analytics (VRSK) | March 2008 - Current

  Verisk Health, Payment Accuracy Division provides health care claims payors with a comprehensive suite of cost reduction services focused on identifying and preventing health care fraud, abuse and overpayments. Implementing VH's entire line of technologically superior services can deliver savings up to $5 per member per month (PMPM). Each of VH’s services rely on a sophisticated prevention process that combines cutting edge Code Validator Pro™ and Fraud Finder Pro™ software systems with detailed review by Clinical Coding Specialists and our own Clinical Investigative Unit (CIU) on 100% of suspect claims and billing patterns. This unique combination of human and system review creates a service unlike any other in the industry and provides payors with unsurpassed support and claims payment accuracy. VH’s services are seamlessly integrated into all claims adjudication operations and are affordable for payors of all sizes

• President and CEO

  B.Castle Smith & Company | June 1994 - Current

  B. Castle Smith & Company provided investment banking and management consulting services including strategic planning, business acceleration and M&A advice to early and growth stage companies with a particular focus on traditional healthcare services, life sciences, e-health and technology sectors based in Pasadena, Ca. Customers included J&J, TAP Pharmaceuticals, Starkey Laboratories, Concentra and private equity/VC firms. I was also the west coast partner of Liberty Street Capital focused on M&A advice to healthcare services companies. Founding shareholder in Green Dot Corporation with Steve Streit (NASDAQ:GDOT) in 1999 that has grown to over $400 million in sales and a $1 billion market cap.

• CEO

  B.Castle Smith & Co | June 1994 - Current

  B. Castle Smith & Company (BCSC) provides business development transformational consulting services led by it's founder and CEO Brian C. Smith. BCSC's most recent growth has been in response to the industry need for established, very high talent sales professionals available for contract strategic sales engagements with non-competitive clients. BCSC provides superior, proven sales performance demonstrated by perennial high achievement, deep domain expertise and relationships across the benefit consultant, employer and payer markets.BCSC consultants are available to augment an existing sales force that lacks sufficient long-standing relationships in key market verticals, assess strategic account sales process and teams, direct and enhance an existing sales force, or, in select circumstances, replace an ineffective outside sales force. An engagement with BCSC assures rapid qualified sales pipeline growth, account specific strategy development, and sales production. BCSC current engagement with Verisk Health, Payment Accuracy Division has produced $150 million in total contract value in the last 3 years.

• Senior Vice President, Business Development and Alliances

  Verisk Health | June 2013 - Current

  I am now an employee of Verisk Health and helping to focus our enterprise payer strategy across all Verisk Health divisions by building strategic partnerships and alliances, scouting out payer oriented M&A opportunities and expanding our sales channel relationships. For 5+ years I was a contractor to Verisk Health through my consulting company B. Castle Smith & Co. as the EVP Sales for the Payment Accuracy Division. Verisk Health, a subsidiary of Verisk Analytics (NASDAQ: VRSK, Market Cap $10B), specializes in leveraging healthcare data and data assets to manage risk. Our primary mission is to help our clients understand the drivers of risk through better information and analytics. Today, we employ over 1,500 staff, serve over 450 clients, process 2 billion claims monthly, and touch 100 million patient records. We serve employers, brokers, TPAs, health plans and providers. Verisk Health has extensive experience in healthcare, specifically working with healthcare payer organizations. We currently serve over 200 health plans and touch the lives of 1 in 3 Americans. Our solutions range from claims-based analytics (e.g., employer group reporting and enterprise-wide analytics, quality reporting, budgeting and underwriting via DxCG, and care management) to revenue maximization/optimization (e.g., fraud, waste and abuse, chart review, risk score optimization and claims editing). From this perspective, there are a growing number of payers that use more than one solution from Verisk Health and benefit from consolidated operations, data management, etc. If you want to connect or have ideas you think may work, please connect at bsmith@veriskhealth.com any time.

• Senior Healthcare Advisor

  HealthCare.com | September 2007 - February 2008

  Drive development of provider data acquisition worldwide and to syndicate distribution of HealthCare.com's comprehensive provider,product, service and facilities directories to healthcare and general information websites. HealthCare.com builds, maintains and customizes these directories to the look and feel of each partner site and allows them to montize their visitor traffic that enters the directory through advertising revenue share.

• Senior Vice President Busines Development

  Enclarity | January 2006 - August 2007

  Responsible for initial sales team recruitment and developing channel/strategic partnership strategy to launch Enclarity in January 2006 Met revenue targets for 2006 and 2007 YTD and on target for 1,000% growth year to year Signed strategic partnership/resale agreements which will produce $2 million + in new revenue in 2007-2008 $40 million prospect pipeline including 30 of the top 40 largest national health plans and PPO networks in the US and 400 other prospects in sales force automation Enclarity has raised $16.5 million in capital from Bain Ventures and Ignition Partners

• Vice President Strategic Accounts

  Ingenix (United Health Group) | January 2003 - January 2006

  o Executive in charge of the total Ingenix business relationship with many of the largest national health plans and payers in the United States including the Blue Cross and Blue Shield Association, WellPoint, Pacificare Health Systems, Health Net, Kaiser and Concentra. Ingenix is the technology subsidiary of United Health Group (UNH: NYSE). I was the leading revenue producer at Ingenix (Jan 2003-Jan 2006), personally generating over $35 million of total contract value. Ingenix grew from $280 million to $880 million during this period

• Founder, Board member and Business Development Consultant

  Qmedtrix, Inc. | June 1996 - February 2002

  Co-Founder (1996). Only investor in a recapitalization and strategic growth initiative that I conceived, negotiated and closed. Company grew from $1 million in revenue at founding to $30+ million. Specialized Workers' Compensation bill review software company located in Portland, Oregon with offices in CA, Texas and Florida.

• Managing Director, Health Net Venture Group

  Health Net, Inc. | December 1987 - Current 1994

  Vice President, Network Development (1992-1994) - Responsible for network development. Managing Director, Venture Group (1989-1992) Conceived of , recruited a team and launched with direct reporting to Chairman and CEO of Health Net. One of the "offspring" Comp 24, later sold for $83 million by Health Net. Vice President, Sales and Marketing (1987-1989) #2 Sales and marketing position at Health Net of California responsible for major national and statewide accounts. I developed and led a Special Accounts department that grew revenue from new and retained business by $120 million in my first 13 months. I was awarded a significant ownership stake in Health Net Management Holdings, the precursor company to what is now Health Net, Inc (HNT:NYSE). Health Net’s revenue in 1987 was $500 million and when I left it was $2 Billion. Health Net today is a $14 Billion national HMO.

• Vice President of Sales and Markeing

  General Med (Acquired by Maxicare in 1986) | December 1980 - Current 1987

  Vice President, Sales and Marketing, General Med Inc. (December 1980) Started my career at 23 as a marketing rep for Family Health Services dba General Medical Centers Health Plan choosing to leave graduate school to pursue a career in the then new HMO industry. Promoted to Account Exec, Sales Manager, Director of Sales and finally Vice President of Sales in 24 month period. General Med grew from $25 million to $120,000,000 with 10% margins when our parent corporation, HealthCare USA, a NYSE traded company was the target of a hostile takeover by Maxicare on Oct 16, 1986.

Education

• University of California, Los Angeles

  1979 | Masters of Public Health-not completed | 1979 - 1980

• University of California, Riverside

  BS | Biology and Psychology (Dual major) | 1975 - 1979