Summary
There's a path customers go through to becoming loyalists of a product or service. I help companies and their product and tech teams down that path and away from unexpected client churn and cashflow woes.
As a contract resource, companies often bring me in when they are looking for:
- Faster development/work cycles
- Fewer bug fixes
- Better controlled project costs and timelines
- Consistently accurate estimates
- More referenceable clients
- Increased adoption rate of their product or service
- A product development effort that can start and improve quickly
- Clear, effective decision making around the product vision/direction/roadmap
- Someone to train and/or mentor their permanent Product Manager(s) / Project Manager(s) / Product Owner(s)
Highlighted Companies
Erik Weber, Professional Scrum Trainer
"Gavin is one of the best Product people I know, possessing the rare trait of being an ultra-clear and poignant communicator.
He has the ability to cut through all the noise and quickly arrive at what's most important.
Whether you are working on early-stage product visioning or late-stage go to market and sales strategies, you want Gavin in the room.
He's one of the few people who is equally good in front of customers as he is working in the weeds with development teams.
Gavin has been clutch for us in so many different situations: closing sales, navigating thru sensitive client relationships,
and translating market trends/buzzwords into actionable roadmaps and work for development teams."
Recent Work
onPurpose Growth takes a systems-thinking approach to sales, meaning we think in terms of the process and how that process impacts not just revenue, but also the people doing the work - making sure to keep everything healthy, while still facilitating new levels of business growth.
Knowledge Areas for this Role
- Product Management
- Process Improvement (Six Sigma, Agile, Lean, TQM)
- Sales Training / Coaching
- Sales Strategy and Technique
- Sales and Operations Management
- System and Process Design
Formerly a pure pharmacy claims auditing firm, TRICAST clients wanted to take control of the claims audit process and review their claims daily, rather than once a quarter.
The solution? Develop a SaaS product for health plans, forming a whole new source of revenue without the peaks and valleys of the audit business. Alluding to the insight it provides its users, TRICAST Reveal Rejections and Formulary Administration now serves the Medicare and Medicaid markets for both PBM's and Health Plans.
As a company, TRICAST has furthered its market position to auditing 1 in every 4 Part D lives.
During my time there, our team took a series of proof-of-concepts and screenshots and transformed that into an enterprise, mass market-ready production product, with a cohesive Product Vision, Product Development effort, and a 9-figure sales pipeline.
Knowledge Areas for this Role
- Medicare Part D
- Formulary/Benefit Design and Administration
- Proper Claims Management for Chronic Diseases, Transition Benefits, Protected Class, and LTC
- Pricing Analysis
- PBM / Payor relations
- Patient / Pharmacy / Provider Risk Models and Trends
- NCPDP Formats
- HIPAA Compliance
- Scrum
- Microsoft Azure
- Microsoft Team Services
- PowerBI / SSRS
- React / node
- Continuous Deployment
- Material Design
- MS SQL / noSQL / mySQL
Advised startups and small business owners on business growth, strategy, and culture. Some of the theory behind the work appeared in my chapter of "The Book: By Entrepreneurs, For Entrepreneurs."
We also turned around organizations whose behaviors were largely governed by the never-ending demands of a few large clients. Much of their time was spent completing tasks, rather than building long-term value consistent with their company vision. This left management, investors, and their best people wondering, "Will we ever break through / get out of what feels like start-up mode?" Performance-Built was often the catalyst that steadied the ship, and got everything moving in the right direction. Most of the time, our work was a part of a funding round, where private equity, venture, or angel funds wanted a team of "eyes and ears" on the inside of a company to make sure the investment thesis came true.
Knowledge Areas for this Role
- Software Development
- SaaS
- Scrum / Agile / Kanban / Scrumban
- Management Theory
- Annual / Strategic Planning Process
- Entrepreneurial Finance
- Vision / Core Values Session Facilitation
- Seed Stage and Early Stage Investments
- Board Selection