Selling within Hospitals Tom Williams

Thomas J. Williams

Tom founded the firm in 1999 and is the Managing Director of the company. His career spans more than 35 years experience in sales, marketing and operations with medical device manufacturers and medical service organizations. Mr. Williams has held a variety of senior management positions with several industry leading organizations that are now owned and operated as Apria Healthcare, CareFusion and Kindred Healthcare. He also began and sold a successful medical services business. His experience encompasses marketing and selling high technology products to hospitals and physicians in the domestic and international markets and to home health care providers. He has also marketed and sold medical services to hospitals and skilled nursing facilities. He has significant operational experience in the management of specialty hospitals, an ancillary services division and a medical services company. Mr. Williams has a Bachelor of Science degree in Biology and Chemistry from the University of Detroit and an Executive MBA and MAM degree from the Peter F. Drucker and Masatoshi Ito Graduate School of Management at Claremont Graduate University. He is also a registered and certified respiratory therapist.

Heather L. Williams

Heather is the Business Development Manager of the firm. She is responsible for selling all of the services provided by the firm with the exception of Miller Heiman and client retention. She also performs most of the market research and is responsible for all of the client reports. She also re-designed the company web-site to attract new clients.  In addition, she is a certified trainer with Everything DiSC and The 5 Behaviors of a Cohesive Team, A Wiley Brand. Heather has a B.S. in Business Administration from Arizona State University.

James R. Dover, Jr.

Jim is an associate of the firm and works with our Selling Within HospitalsTM: Business Acumen program. He has a 37-year background in the development & operation of healthcare facilities. His experience includes being a hospital CEO both for-profit & not-for-profit facilities of every size & type. After a successful career with a number of major hospital systems & companies, including Riverside Healthcare Association, Hospital Corporation of America, Charter Medical, Greenville Hospital System, Cornerstone Healthcare, Transitional Hospitals Corporation & Kindred Healthcare, he formed Dover & Associates, LLC in 2006 to perform healthcare development & operations consulting. His areas of major concentration are financial turnarounds, physician limited partnerships & customer service enhancement. He also routinely serves as an interim CEO for several Long-Term-Acute-Care Hospitals (LTACHs) Jim has a Bachelor’s Degree in Business from Duke University & an MHA from the Medical College of Virginia, VCU. He has been a Fellow in the American College of Healthcare Executives since 1986.

Ron Lee

Ron is an associate of the firm. He sells, delivers and does the consulting work for our Selling Within HospitalsTM: Business Acumen program. He is also the managing principal of Aegis HC, LLC, an entrepreneurial healthcare focused organization based in Laguna Hills CA. He has extensive executive level sales and leadership experience in multiple disciplines including: clinical healthcare, information technology, hospital construction, sales and management consulting. Ron has worked with C-level executives managing multi-million dollar hospital projects throughout the US. Mr. Lee has led several new development initiatives to expand business opportunities both direct and through distribution channels. His Fortune 500 sales and leadership experience includes; Baxter, McGaw Division of American Hospital Supply Corporation (B. Braun) Herman Miller, and Xerox Corp. In 1980, Ron was an active participant working with the VHA (Novation) to develop of one of the first comprehensive IDN agreements with Henry Ford Hospital in Detroit Michigan. The HFH project crossed multiple lines of AHCS business and became one of the benchmark agreements for the company. Mr. Lee is a graduate of Wayne State University in Detroit MI, and post-graduate business studies at The University of Detroit/Mercy.

Glen Hall

Glen is an associate of the firm. He sells, delivers and does the consulting work for our Selling Within HospitalsTM: Business Acumen program. He has over 34 years of medical sales and sales management experience in leading and developing sales teams, national accounts, marketing, education, and operations within the Medical Device and Healthcare Informatics/Data Analytics, and Healthcare IT Organizations. Glen began his medical sales career in 1982 with Baxter Healthcare, and then moved on to Director Level and other Management positions at Medtronic, St. Jude Medical, and Solucient (now IBM-Truven Health Analytics). Glen has also served as Vice President of Sales for ECRI Institute, Vice President of Sales & Business Development at Education Management Solutions, and Senior Vice President of Sales at MD Buyline. Mr. Hall has a 360 degree knowledge of the healthcare industry (Provider-Payor-Manufacturer) and a thorough knowledge of the Hospital/IDNs Budget process and committee structures. He is experienced selling to the hospital C-Suite and adept at developing national account and GPO strategies. Glen has a B.S. in Business Marketing (with a minor in Economics) from The Ohio State University.

Tom Saine

Tom is an associate of the firm and sells all of our products and services. He has served as an Associate Vice President for Major Account Sales, Vice President of Market Development & Client Services and Vice President of Sales for ARAMARK Corporation. Tom has extensive sales management experience in many key areas: talent assessment, key account management and retention strategies, sales strategy, prospecting skills, closing deals and negotiating contracts and sales management development. Tom has taught on the faculties of the University of Florida and the University of Denver specializing in the development of high performance teams. He has published numerous articles on group decision-making and team-building and co-authored a book on communication. Tom has a B.A. degree from the University of Denver, and his M.A. and Ph.D. in Communication from Northwestern University.

Jose (Pepe) Portuondo

Jose Portuondo is an associate of the firm. His focus is on marketing and strategy development and implementation, business process redesign, sales force management, operational improvement and organizational effectiveness. He has over 30 years’ experience working with clients in the United States, Europe and Latin America. His industry expertise and focus includes: medical equipment and product suppliers, hospitals, health insurance, home health care, pharmaceutical, and hi-tech, working with companies ranging from start-ups to Fortune 100. His previous work experience includes serving as the Vice President of Strategy and Business Development for Glasrock Home Health Care, as Engagement Manager for McKinsey and Company in Dallas, TX, interim CFO for a Tertiary Care Children’s Hospital and as a Director in the Latin and North America Divisions of Arthur D. Little. Mr. Portuondo has Bachelor and Master of Science in Civil Engineering degrees from the Massachusetts Institute of Technology and an MBA from Harvard Business School. He is fluent, and a certified translator, in Spanish and fluent in Portuguese.