Profile, qualifications, clients, results and testimonials

1. N. ROGER MOXLEY
roger@growthstrategists.com
(832)377-3000
Profile:
A seasoned, strategic sales, marketing and business development expert hired by companies in
consultant/employee “assignment” capacities to quickly and substantially increase sales, profits
and customer loyalty. With almost every assignment, expected results have been surpassed in
shorter timeframes, with less capital investment than previous, unsuccessful attempts to achieve
the same goals. This phenomenal success rate is due in part to the deployment of a refined
(developed over 25 years) and proven (with 21 different companies) low-cost, strategic
methodology which: 1) quickly identifies competitive differences, exploits market opportunities
and delivers fresh, outside-the-box sales approaches to overcome obstacles many others have
not been able to recognize/overcome; 2) aligns/focuses the company and its resources on a goal-
oriented strategic plan supported by specific, assignment and time-based tactical plans; and 3)
establishes the sales, marketing, business development, client service and HR operating systems
and foundations required to support accelerated sales growth and company value/attractiveness.
Skill Sets:
Sales: Professionally trained consultative salesperson (Xerox Sales Management; Strategic Sales
Management; Power Negotiations; Feature-Advantage-Benefit-Evidence Selling; Consultative
Based Selling; Science of Sales Success; Value Based Selling and Miller-Heiman); comfortable
at all prospect levels, with very high call-to-close ratios. As a seasoned territory manager, I am
expert at identifying the most likely prospects to perceive the highest product/service value and
return-on-investment. As a professional, consultative sales executive, I am an expert at asking
questions which demonstrate a clear understanding of the client’s business/objectives/obstacles
while guiding the prospect through the qualifying process to quickly determine the value and fit of
my offerings.
Sales Management: Hiring/evaluating/training/leading national sales forces, sales and profitability
enhancement, building infrastructures for growth (including lead acquisition programs) and
increased company valuation, development of comprehensive sales training programs, results
monitoring and reporting & building customer service/retention/reference programs. Proficient in
Goldmine, Salesforce.com and ACT!
Marketing: Identifying/analyzing business drivers, competitive analysis/differentiation, business,
strategic and tactical plan development and implementation; leading new product/service/system/
software development initiatives to refine/re-align with prospects’ value perceptions; suggesting,
maximizing and tracking effectiveness of marketing campaigns; re-market/refine sales collateral
and website with evidence-based, easily recognizable value propositions which: a) answer/solve
the client’s needs to a greater degree than the competition, and b) stimulate a sense of urgency;
strategic plan development with departmental enlistment and alignment to support strategic plan
goals through specific tactical plans.
Business Development: Strategic alliance identification and structuring (sales & technology),
company spokesperson to strategic alliances, industry and investment communities.
Customer/Client Service: Identification and maximization of every customer/client touch point to
increase customer retention and gain repeat business, testimonials and references.
Human Resources: Ensure recruiting/hiring practices deliver and retain the most desirable
candidates and that accurate/current position descriptions tactically support the strategic plan
while driving efficiencies, productivity, communication and job satisfaction.
Education:
BS, Marketing; Virginia Commonwealth University; Richmond, VA; numerous negotiation, selling/
closing skills workshops, six sigma and MBA studies as well as trained in most major CRM
systems.

2. COMPANY
GROWTH STRATEGISTS (Healthcare B2B Growth Consultants), Houston, TX, CEO since 1990.
Strategically re-position small to medium sized businesses, their offerings sales and operational
structures for accelerated growth, increased margins/profits, lower cost per sale, higher call-to-
close ratios and shortened sales cycles. Proven, unique marketing research methodology is
deployed to gain clear insights into competitive differences, prospects’ value/pain business
drivers and new market opportunities. New, prospect-resonating, value-based sales and
marketing collateral and new strategic/sales plans are developed, integrated into CRM systems
and supported by structured lead acquisition and customer-centric service excellence programs.
For detailed capabilities, case studies and references please visit http://www.growthstrategists.com.
CLIENTS/EMPLOYERS:
(In chronological order)
NANETTE TASHNEK, MSW, D.PSc (Transformational Mentor, Guide, Trainer, Therapist & Coach);
Houston, TX (3 month assignment to help her market her practice, training seminars and workshops).
“Roger is a level above any business consultant I have ever known in that he is also an excellent
transformational business mentor and coach. Not only was he well prepared, professional and very detail
oriented, cutting right through all the chaos; but his caring and passion for accelerating individuals and their
business, coupled with an acutely analytical mind makes him exceptional. He listens and does not allow you
to veer off the successful path he has laid out. We worked on tailoring my skills into the business arena,
reworking the website and developing new advertising and marketing strategies; which together increased
my business, gave me additional growth ideas and even boosted my enthusiasm!” - Owner
KARMA HEALTH PARTNERS (Healthcare Start-up Consulting); Atlanta, GA (9 month assignment to help
launch the company by building its operating, consulting and marketing structures and then training
consultants in their use. Currently on their Advisory Board). ”Roger helped me build my consulting company
by helping build the tools for client qualifying, evaluating and growth initiative recommendations; training and
overseeing my directors in the use of these tools with clients and helping me secure our initial five clients.
He assisted in evaluations to determine the firm’s CRM, pricing and client Agreement and built a marketing
program which facilitated client interaction and partnerships. Roger is exceptionally skilled in quickly
discovering clients’ obstacles to growth and opportunities for growth, laying out clear implementation road
maps and building the scalable structures which facilitate and support continued growth. All our clients were
amazed at how quickly and deeply he understood the critical nuances of their businesses. He became a
trusted and highly valued colleague that was always a great collaborator and a pleasure to work with; he
earned my highest respect and recommendation.” - Managing Partner
RESOLUTION CONSULTING (Hospital Revenue Cycle Consultants); Denver, CO (4 month assignment to
eliminate obstacles to growth and build foundations for increased productivity and growth). Identified and
corrected five major obstacles to growth. Fine-tuned all sales, marketing collateral; brought consistency to
the website while increasing hits via SEO; introduced lead generation systems, established marketing
tactical guide with maximization checklist and ROI tracking; corrected salesforce.com information and
defined new sales stages with new closure probabilities for more accurate reporting/forecasting; developed
new rep territory penetration plan, improved recruiting productivity and employee retention; developed a
strategic plan tied to job description responsibilities and tactics; led the company to new productivity levels,
more effective reporting/communication and increased decision-making abilities. "Growth Strategists was
brought in to eliminate obstacles to growth, increase company-wide productivity, increase company
valuation and develop a sales plan with operational foundations to support an aggressive sales growth line
over the next five years. The Partners approved Growth Strategists’ twenty-four page growth roadmap which
introduced a goal oriented Strategic Plan supported by very specific, detailed, time-lined tactics for Sales,
Marketing, Client Service and HR. Eight months after the three month implementation our sales line had
increased by 180%; we are now ready to implement their proposed lead flow strategy for another significant
sales increase!" - COO
INTEGRAL INFORMATION SYSTEMS (Business Intelligence Software); Buffalo, NY (1 year assignment to
reposition the company for sustained growth while building the infrastructure for continued growth and
increased company valuation to sell in four years). Conducted market and competitive research to develop
the sales collateral and website to reposition and competitively differentiate the company and its messages
in a way that resonates with prospects. Developed a solicitation package, with a termed agreement and
compensation package to attract Value Added Resellers (the primary sales force). Initiated strategic

3. alliances with companies offering complementary types of intelligence software solutions to increase value-
proposition and uniqueness. Developed a modularized product offering to enable SaaS entry into the small-
medium sized business market.
PYRAMID HEALTHCARE SOULUTIONS (Hospital Revenue Cycle/HIM Consultants); Clearwater, FL (6
month assignment to build foundations for growth and sales). As VP, Business Development I identified and
eliminated 15 obstacles to growth and built 21 foundations to facilitate growth, while managing the business
development department; resulting in a 429% increase in lead flow, an 873% increase in sales calls made
and a 545% increase in sales within 3 months. ”Structurally we were a mess before contracting with Roger;
now we have a smooth running, scalable machine which will support our growth for years to come. I can’t
thank Roger enough.” - COO
INTERCEDE HEALTH/ORDER OPTIMIZER (Hospital Automated ER Admission Order and Decision
Support System); Houston, TX (6 month assignment to determine the most cost effective and productive way
to market the software to hospitals). Conducted research into government incentive programs and
numerous hospital market segments to determine optimal prospects. Repositioned marketing messages for
each segment and conducted a statistically significant number of trial closes to determine that the software
should be re-marketed through strategic alliances. Developed a partnership gain-sharing program between
hospitals, their physicians and the company/strategic alliances to ensure physician adoption, benefit/ROI
attainment, testimonials and references. ”Roger was a key contributor in the alignment of our sales and
marketing activities. He researched numerous market segments and exhaustively pursued every
opportunity. Roger is quite possibly one of the most tenacious people I have ever met, he spends whatever
effort and time is required to see things through to conclusion. I highly recommend Roger for any role
requiring passion, high energy, and a need for a very high level of endurance.” - CEO
PARTNERS WEALTH MANAGEMENT GROUP (Estate Planning for Physicians); Houston, TX (Goal –
transition the company from just selling insurance to estate planning). Developed business concepts,
strategic plan and new corporate image. Selected new company name and message, competitively
differentiated, produced all sales collateral templates (sales scripts, mailers, brochure and PowerPoint
presentation), developed lead incentive program and selected complementary companies for strategic
alliances. “I would describe Roger as a very likeable, smart, methodical, analytical, well-organized, creative,
honest, intuitive and driven individual with honed sales, marketing and business development skills. I feel
any company desiring growth acceleration would benefit from his jump-starting analyses and repositioning
direction.” - CEO
NORTH POINT DOMAIN (Physician Web, Patient Educational Content & Marketing); Boston, MA (Goal -
build structures for growth). Presented a comprehensive, thirteen initiative strategic plan for growth; built a
customer reference/service program; developed a three-day sales/product training course; recruited, trained
and managed a national sales and lead development staff; developed all new sales and presentation
collateral, repositioned product offerings, and developed an intra-departmental selling approach. “Roger was
consistent, dedicated, passionate, enthusiastic, cheerful and a pleasure to work with. He has incredible
creative energies and a refreshing idealism tempered only enough to accomplish what needs to be done. In
addition, Roger’s amalgamation of sales and leadership skills comes packaged in a wonderfully friendly,
witty, sincere and caring human being.” - VP of Operations
THE PRS GROUP (Business Office Outsourcing); Houston, TX (9 month goal - develop successful,
differentiating sales and marketing template to expand business to other cities and states). Responsible for
corporate business strategy, development of sales & marketing structures, website build, strategic alliances,
new market startups and direct sales. Within 9 months I had built a template for growth, added new service
lines, doubled sales and secured two strategic alliances to increase the company’s sales by another 300%.
MISYS HEALTHCARE (Practice Mgmt., Document Mgmt. & Electronic Medical Record Software); Raleigh,
NC (2 yr. assignment - facilitate the transition of Misys from primarily a practice management organization to
an electronic medical record driven company by elevating the competency of the field sales organization in
closing electronic medical record/document management business). Responsible for assisting territory,
regional and national account managers to position, present & close business in the South, SE & SW.
Provided strategic consulting concerning future EMR sales, marketing, product design, customer support,
competitive awareness and business development initiatives. Provided EMR consulting and training to
physicians. Achieved 130% of $1.5MM first yr. quota; 2nd yr. quota raised 350% to $5.2MM; achieved
113%; President's Award. “Roger was always over 100% of his sales quota and always willing to work with
any rep to help close business. He thoroughly understands selling and how to convey that knowledge to the
greenest of reps. Roger is the consummate professional.” - Regional VP

4. DOCPLANET.COM (Bricks & Clicks Web-based Pharmaceutical Supplier); Irvine, CA (6 mth. assignment -
build company's valuation by transitioning and repositioning as web-based & sell company) Responsible for
sales, marketing and business development: led a national sales team; built sales administration, customer
service and growth structures to transition traditional “salesperson required” customers to self-service
website customers, dramatically reducing the cost per sale. Worked with an advertising agency to increase
branding and website awareness among physicians; secured handheld data solution strategic business
partners (Masterchart software and Blue Cross/Blue Shield); increased the company’s market value
positioning it for acquisition. “Roger quickly identified our barriers to growth then immediately and
systematically proposed and implemented solutions. He accomplished a great deal in a short period of time.
He established sales and customer service operating structures which will benefit the company well into the
future.” - COO/Vice Chairman
PHYSIX (Electronic Medical Record/Document Management/Coding Software); Houston, TX (3 yr.
assignment to build company's valuation & sell company; accomplished in 1-1/2yrs.) Responsible for
recruiting, training and managing a national sales organization, building a sales administration structure
(contracts, training manuals, pricing scenarios, commission schedules, sales process flow and consultative
sales scripts); managing the marketing department to increase lead flow, strategically positioning products,
building awareness & supporting sales initiatives while helping raise additional working capital and
positioning the company for acquisition. Surpassed annual quota in first quarter, grew sales from $500K to
$6MM, personally closed $4MM and grew pipeline from $5MM to $17MM, developed an Internet-based
service and pricing solution, increased the average sale by 40% and the number of leads by 100% while
reducing sales/marketing costs by 50% and the sales cycle by 75%. “Roger’s expertise in market analysis,
management of sales reps and ability to implement effective sales processes truly made a difference. He
focused sales on prospects whose needs more closely matched our offering and on the multiple decision
makers we had overlooked. His style energized the sales force with the confidence to do their job at full
capacity.” - Regional Sales Manager
QUADRAMED (Health Care Software Technologies & Services); San Francisco, CA (Hospital Business
Office Outsourcing) 1998 - 1998 (6 month goal - build sales & marketing structures for new outsourcing
division and secure sales) Co-developed with the CEO the business plan, budget, marketing strategy and
collateral while recruiting a national sales force to sell outsourcing services to hospitals, MSOs & PHOs.
Personally closed $2MM and built sales pipeline to $10MM in the first six months. “Roger is very, very good
at strategic planning, articulating objectives and implementing what is necessary to achieve the objectives.
He does what he says he is going to do; when he says he is going to do it…he is outstanding at making
deadlines and following through on projects.” - Division President
HEALTH NETWORK VENTURES (Data Interchange/Integrator, AMERITECH Sub.); Chicago, IL (2 yr. goal -
competitively position company, develop sales infrastructure and increase sales). Responsible for sales in
the mid and southeastern states of $1MM network integration/EDI/Intranet S/W systems solutions to connect
disparate systems within health care communities. Consulted TPAs on recognizing & offering solutions to
meet payer needs. Customers: IDS', HMOs/payers, hospital systems, IPAs, TPAs & PHOs.
HEALTH COMMUNICATION SERVICES (EDI Sub. of TRIGON BC/BS of VA); Richmond, VA (1 yr. goal -
transition the company from a claims clearing house to an enterprise-wide information delivery company -
accomplished in 6 months). Developed and implemented a strategic business plan targeting new markets
with new software system solutions to establish integrated electronic networks and electronic data
interchange (EDI) between HMOs/payers, providers and employers. Jointly developed new software with
Deloitte & Touche, built division infrastructures and directed sales, marketing & business development teams
while managing the division’s P&L and third party alliances. Chaired weekly executive committee to
determine IT resource deployment and guided IT development based on research of field/prospect/client
needs. “Roger is a very real, empathetic, diplomatic person possessing the ability to gain people’s trust. He
does not manage by intimidation but rather believes in the mentor approach; working with people to help
improve their performance.” - Director of Information Systems
JOHNSTON-WILLIS HOSPITAL (292 Bed COLUMBIA-HCA Hospital); Richmond, VA. Chief Marketing
Officer responsible for developing and implementing strategic initiatives through the management of
marketing, business development, physician services, public relations and advertising departments.
Created new collateral for seventeen departments, published two quarterly external and one monthly internal
publication, increased employee morale which in-turn increased the patient approval rating from 72% to
98%. Trained and motivated all employees to become neighborhood promoters of the hospital, its services
and patient treatment. Chaired an ER process improvement committee which re-engineered patient and
information flow, dramatically increasing efficiency and productivity while reducing patient’s time in ER
(program adopted by all of HCA). Improved data interchange with physician practices for smoother, more

5. efficient admissions and surgery scheduling. Used Business Intelligence software to assist physician clinic
expansion and to pinpoint direct mailings per major procedure, substantially increasing visits to admitting
physicians and hospital admissions. Promoted new ER efficiency to become the #1 patient-voted ER in the
area, driving a surge in ER visits. Introduced our new OBGYN services/facility to the public via an on-
grounds festival with facility tours, attracting over two thousand people in a single day. The hospital became
the third most profitable in the HCA chain.
GENERAL MEDICAL CORP. (Medical Supply Distributor, bought by McKesson); Richmond, VA
VP, Customer Systems Development, Division Manager, Director, Sales &Marketing Administration,
Manager, Sales Administration, Manager, Special Projects (reporting to the EVP), Manager Trainee
Progressively more challenging responsibilities accompanied each promotion. Sequentially mentored by the
EVP, President/CEO and Chairman of the Board. Involved in or responsible for all aspects of corporate-wide
strategic planning, sales, marketing, national sales training, customer system development, profitability
enhancement, divisional consulting and 3rd party/merger alliances. Doubled sales in four years to $800MM,
which two years later surpassed $1 billion. Won the President’s Award by developing and deploying a profit
improvement program which increased profits by $31MM/year. Also held total sales, operations and P&L
responsibility of a field division; doubling sales and profitability in the first twelve months after four years of
flat sales - won the top three national sales and operational achievement awards out of 50 divisions. Built an
in-house consulting arm to help other divisions achieve similar results. Developed the first medical supply
stockless inventory program for hospitals and the first EDI stock management/ordering system for clinics. “I
will never forget what Roger did for me; I give him the highest recommendations. Roger put together a
program focusing on gross margins which doubled sales and dramatically contributed to the bottom line. He
is a great asset.” - CEO