Ron Howrigon

Enigma
DISC Type : icd

President at Fulcrum Strategies

Apex, North Carolina, United States

Overview

Ron Howrigon is the President of Fulcrum Strategies, a firm he founded to help physicians negotiate managed care contracts. A self-described "recovering managed care executive" with over 36 years of experience at companies like Cigna, he is now a vocal physician advocate, author, and speaker. He holds a Masters in Economics from North Carolina State University.

Outside of work, Ron is deeply committed to his community, particularly supporting children with special needs. He serves on the Board of Directors for The Miracle League of the Triangle, a baseball league for special needs children, and is the past Chairman for The Mariposa School for Children with Autism.

After a personal "crisis of conscience, " he left his career negotiating for large insurers to found his firm advocating for doctors.

Personality Overview

Friendly Yet Blunt

Challenger

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Managed Care Negotiations
He founded Fulcrum Strategies to represent physicians in contract negotiations, leveraging his 18 years of experience working as a negotiator for major insurance companies.
Healthcare Economics
He authored two books, "Flatlining" and "Clear! , " analyzing how healthcare economics could impact the U. S. economy and hosts a podcast on the topic.
Physician Advocacy
He became disillusioned with the managed care industry and now dedicates his career to advocating for physicians against what he calls "the dark side. "

Media Appearances

Ron has no verified media appearances

Work History

6-2004
President at Fulcrum Strategies
VP of Network Management at Capital Blue Cross
4-1995 - 6-2003
VP of Network Management at CIGNA Healthcare
Director of Community Medical Services at Kaiser Permanente
Director of Community Medical Services at Kaiser Permanente

Education

1988 - 1991
Master's degree from North Carolina State University
1983 - 1987
Bachelor's degree from Western Michigan University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Apex, North Carolina, United States Job Level : Senior Designation : President at Fulcrum Strategies
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Insights For Selling To Ron

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ron is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Ron

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Ron move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Ron take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Ron

Personality Compatibility


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