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Raleigh, NC PHONE NUMBER AVAILABLE EMAIL AVAILABLE LINKEDIN LINK AVAILABLEStrategic, dynamic and solutions-driven business development executive, mentor and leader with a record of building long-term strategic partnerships with employers and direct reports that create relevance and value while capturing market share and driving profitable revenue growth. Proven Growth Strategist who maintains an entrepreneurial, collaborative, accountable and data-driven mindset while securing support for the development of new partnerships and initiatives. Innovative and collaborative leader whose approach is about empowerment, accountability, and working effectively with cross-functional teams while providing a clear vision, strategy and the tactical support and tools needed for the company to be successful. Distinguished results include:Optimizing revenue growth and client retention: Organically built a client base of more than $3M annually. Mentored and worked closely with a support team where collectively we maintained a retention rate better than Street Address %. Both the revenue generated from my book of business and retention rate was among the highest in the Mid-Atlantic region. Attended the firms awards conference based on growth and retention seven out of eleven years in the role of a Producer.Cultivating and maintaining strategic relationships: Introduced structure and process to the benefits practice as the Practice Leader in Pittsburgh. This restored credibility among the colleagues within the office as well raised the level of respect in the marketplace which includes competing brokers and the carrier partners. Within Street Address months, the Practice was on pace to grow more than 30% in the following year. I was asked to assume the role of Practice Leader for the Columbus and Cincinnati offices revenue responsibility increase by 10 times that over Pittsburgh. Successfully restructured the Columbus office and rebuilt carrier partner relationships due to biases of the former Practice Leader and Managing Partner of the office. Implemented a growth plan for the middle market in Cincinnati where we had no market presence.Transformation change agent: One of three senior leaders selected by Regional Leadership to re-engineer corporate-wide business practices, resulting in a Street Address % reduction in labor costs and overall savings of more than $13 million post-merger of Willis and Towers Watson.Core Competencies that Drive GrowthBusiness DevelopmentLeadershipClient ManagementStrategic Planning & ExecutionBusiness & Market AnalysisProduct ManagementCross-Functional Team Development and MentorRevenue OptimizationInnovative Marketing ProgramsChange ManagementP&L ManagementA History of Aligning Vision, Strategy and Execution for Market SuccessML&C Insurance Solutions, Wake Forest, NCA domestic and international consulting firm whose sole mission is to serve clients with a boutique approach.CEO & President, Employee Benefits and Human Resources Consulting, 2022 to present.Today, employers struggle with outdated, redundant "solutions" overshadowed by overused clich's that are market sizzle rather than substance. Admittedly, physical, behavioral, and financial wellness remain critical to the success of cost mitigation. However, the marketplace has fallen short of their promises of cost savings for more than a decade. It's akin to the adage of doing the same thing and expecting different results. ML&C ventures beyond the status quo creating effective employee education, engagement and opens new doors to an environment that fosters a culture where employee and employer are as one. ML&Cs business model is unique. It is one that limits the number of clients we serve that is commensurate to staffing ratios. At ML&C, quality of service will always outweigh the quantity of clients. Simply put, we have no aspirations of being the largest benefits consultant, our sole objective is to be the best.Mike Shusters firm delivers a multifaceted business model. This includes one-off consulting projects with private equity firms, investment banks and other consultants looking for information and solutions to domestic and multinational matters. ML&C also manages a client base providing creative solutions to their employee benefit programs which includes active and retired employees. A testament of Mike Shusters dedication to outpacing client expectations, he has client relationships that span from several years to 20 years. Mike Shuster approaches client interactions as not being the expert on all levels but rather coordinating the relative subject matter experts to the relationship. Thus, ensuring the most appropriate guidance and compliance requirements in each circumstance.Innovation driven to meet the changing employee benefit programs and compliance challenges.Focused on serving clients that exceed expectations and building long-term relationships.Experience trusted by high valued private equity and investment banking firms.AJ Galagher, Durham, NCFourth largest global insurance broker of health and welfare employee benefits, retirement, and risk management.Area Senior Vice President, Multinational Benefits and Human Resources Consulting, 2020-2022.Mike Shuster led the Southeast Region within the Multinational Benefits and Human Resources Consulting Practice. The regional footprint of managerial responsibilities ranged from Maryland to Florida. As an experienced and a trusted advisor with more than 30 years of health and welfare benefit knowledge, Mike is skilled in servicing clients in various industries and complexities. This includes mergers and acquisitions, domestic and global benefit challenges, including benefit and salary benchmarking, harmonization of benefits, enlisting subject matter expert colleagues as needed to provide clients with best-in-class benefits and premiums and many other additional roles to land and retain client business.Currently, Mike assists in serving all types of globally mobile organizations and their employees including U.S., Expatriates (Expats), Third Country Nationals (TCN), U.S. Inbound Expatriates (Inpat), Key Local Nationals (KLN), Local Nationals (LN) and International Business Travelers. Mike is also charged with prospecting and adding new domestic clients.Repair damaged relationships from Mikes predecessor.Educate benefit and P&C colleagues on how to identify quality multinational clients and prospects.Create a high preforming region across seven offices where one had not existed for several years.Willis Towers Watson, Potomac, MDLeading global insurance broker of employee benefits, professional insurance, reinsurance, and risk management.DIRECTOR, HEALTH AND BENEFITS, 2018-2020.New business development and solidifying client relationships in the Northeast Region. After restructuring and restoring stability of the Columbus office in the Midwest geography, I returned to my Mid-Atlantic roots. My experience in building and restructuring Benefit Practices in Pennsylvania and Ohio provided me with a further enhanced and unique outlook in serving my clients and prospective clients. Additionally, this experience has afforded me a better perspective in building and mentoring my valued serviced team colleagues. In my current role, I have the honor of servicing clients in various industries and complexities. This includes mergers and acquisitions, global benefit challenges, harmonization of individual affiliate company benefits into a single benefit platform as well as other creative solutions resulting in consistent program savings. This knowledge allows me to create the most cost effective and competitive benefits program for clients during a time where benefit costs continue to increase while striving to attract and retain the best level of talent.Created and executed Go-to-Market plan.Developed and leveraged strong client relationships and center of influence.Built a multi-million pipeline since returning to the Mid-Atlantic.Willis Towers Watson, Columbus, and Cincinnati, OHHEALTH AND BENEFITS OFFICE LEADER, 2016 2017.Responsible for leading teams in Columbus and Cincinnati, OH ($15M of revenue) with a focus on new business development and retention of our client base being dedicated to the middle and large market employer base. Focusing on specializing in high touch excellence in service to clients. Responsible to recruit, grow and mentor talent while creating and maintaining a culture of expertise as well fostering a supportive, collaborative work environment. This successfully created a loyal client base that regularly re-engaged our services when they changed employment. Built collaborative networks within the marketplace as well as re-established strong relationships with carrier partners. Responsibilities also included maintaining current client relationships in the Mid-Atlantic geography.Enhanced client partnerships which resulted in higher client loyalty.Created and facilitated forum for employees to share best practices and growth strategies across the organization.Achieved an improved team culture while successfully restructuring the Benefits Practice.Improved the level of lost business while building a platform for future.Willis, Pittsburgh, PAHUMAN CAPITAL AND OFFICE GROWTH LEADER, 2015 2016.This multi-faceted position had responsibilities of leading both the Human Capital Practice ($1.5M of revenue) as well as being responsible for new business development in Pittsburgh for the Human Capital Practice and P&C Practices. Additionally, the role included actively expanding my own new business opportunities in the Greater Pittsburgh Area while remaining actively engaged with current client needs and services in the Mid-Atlantic geography. Established policies and procedures for the Human Capital Practice, restructured service platform and mentored new business and service team staff. Worked closely on rebuilding the P&C/Human Capital Practice relationship to where cross selling efforts were reinvigorated. Improved the Human Capital Practices reputation in the marketplace that was tarnished by high turnover and poor service levels.Cultivated prospect relationships to understand their human capital and benefit challenges and articulate how the Willis value proposition, products, services and resources could solve these pain points.Consulted with employers and developed comprehensive and tailored employee benefits strategies to control health and welfare plan costs, improve health outcomes, promote employee engagement and provide compliance expertise and resources.Led, mentored and managed the production and service staff with the items highlighted aboveWillis, Potomac, MDGROWTH LEADER AND EXECUTIVE VICE PRESIDENT, 2013 2015.Responsibilities included leading office new business opportunities for the Human Capital Practice as well as new business development of my own. Led Growth Meetings and assisted Producers in prospect and finalist meetings. Accountable for both office and personal revenue growth targets.Conducted comprehensive book of business review by market, competitors and product solutions in order to execute a strategic Go-to-Market plan.Managed forecasting, budgeting, and tracking of new and existing clients.Produced Next Practices for a Healthy and Productive Workforce conference for over 100 employers and secured speakers, carrier and vendor partners to sponsor this event raising funds in excess of $100,000.Willis, Potomac, MDSENIOR VICE PRESIDENT, 2011 2013.New business development with a focus on providing a high level of attention to satisfying clients needs and providing a service model for long term client relationships. Consistently meeting or exceeding revenue and retention targets. Speaker at awards conference on the topic of successfully growing new business.Identified client needs outside of employee benefits and cross sold regularly with the P&C team.Recognized critical LTD gaps in benefit coverage for client executives and other highly compensated employees and provided solutions to improve their coverage.Willis, Potomac, MDVICE PRESIDENT, 2002 2011.New business development without the assistance of an existing book of business or the ability to cross sell with the P&C team. Grew revenue exclusively by cold calling and prospect letter campaigns.Successfully built a multi-million book of business.Frequent attendee at annual award conferences.Amassed the largest book of business in the SE Region I did not attmt Landover, MDMANAGER OF DIRECT BUSINESS SALES AND BROKER RELATIONS, 1994 2002Oversight of new business sales team and managed broker relations for local office.New business development EducationBachelor of Business Administration, In processLife and Health LicensedProfessional Recognition and Activity2003 Man of the Year, Leukemia and Lymphoma SocietyCoordinated and produced a wellness conference for more than 100 employers with Keynote Speakers Dr. Dee Edington and Dr. Steve Gladis (2014)Authored two white papers regarding the Affordable Care Act (2015) and Private Exchanges (2016)Presented to the annual statewide Maryland Board of Education Conference (2019)BUILDING ENDURING PARTNERSHIPS THAT DRIVE COMPETITIVE BUSINESS VALUE AND GROWTH |
