Subject: Re: Counsyl Business Development - Focus Areas
From: "John DeLoche" <[email-masked]>
To: "Neil Callahan" <[email-masked]>
Cc: "Rob Walker" <[email-masked]>, "Hunter Biden" <[email-masked]>, "Eric Schwerin" <[email-masked]>, "Devon Archer" <[email-masked]>, "William Lee" <[email-masked]>, "Katie Dodge" <[email-masked]>, "Sebastian Momtazi" <[email-masked]>
Date: Wed, 19 Nov 2014 08:22:02 -0800

Neil,

Thanks for tracking all this. I also spoke to Ramji yesterday and he said
they are looking to add folks to the board who are former health plan CEOs,
but retired so they do not have a conflict. Examples would be David
Lawrence formerly of Kaiser or Charlie Baker (although as the Governor
elect he is obviously off the table). If we have suggestions for this it
would be very helpful.

Also, great job everyone getting the Walmart dialog going and folowing
through to make it meaningful.

I agree with Neil it's a great idea to have a dedicated Counsyl-only
business development call which is separate from our RSTP II fund call.

Best,

John

John DeLoche
*Co-founder and Managing Director*
RSTP
333 Bush Street, 21st Floor
San Francisco, CA 94104
office: 415 767 1288
mobile: 415 793 7070

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On Tue, Nov 18, 2014 at 10:14 PM, Neil Callahan <[email-masked]> wrote:

> Hey guys,
>
> I hope you are all well.  We made good progress this week in helping
> Counsyl in making an introduction to Amy Tejral of Avenue Solutions as well
> as coordinating with Donnie regarding Northwestern.  Also, Julianna will
> continue to try and get a Wisconsin contact to develop a relationship with
> EPIC, the EMR incumbent.  So great job and kudos to the team.
>
> Amy and her team will propose a path for helping Counsyl at BCBS Federal,
> major issue where Counsyl went from getting an inflated reimbursement to
> zero.   Amy will also propose helping Counsyl find a way into 10 additional
> BCBS plans where they are currently not in network representing an
> opportunity of 12.8m new covered lives for Counsyl.
>
> Attached is an excerpt of the tracking spreadsheet on google drive that we
> all have access to.  It highlights the "Top 10" hospital systems where they
> need our help based on a prioritization from Counsyl last week.  The
> expectation is that we will be crafty and find a way in, so we do have to
> do some work here to find a way in if it's not obvious.  I will work with
> the DC team to try and find the best way and how we approach and coordinate
> with the Counsyl team.  Everyone please review and come up with approach
> strategies.
>
> Also, there is an international tab - Israel and Great Britain seem to be
> the places where they need our help most.  I was thinking maybe in January
> we do an Embassy tour in DC and introduce Counsyl to the commercial /
> health folks and try and get Counsyl in the mix - these are all single
> payer systems where the Gov is looking for a low cost provider, so Counsel
> could win huge contracts from their targeted countries.  We should also
> think about KZ and getting a national contract, Qatar and UAE as well.
>
> I have a suggestion to keep us on task - let's have a 15 minute weekly
> call on Counsyl Biz Dev.  Could we tack this on after the RSTP call - say
> 3-3:15pm EST each week?  Or another time?  LMK.
>
> Best,
>
> Neil
>
> Neil Callahan
> RSTP
> [email-masked]
> 917-945-9516
>