MTM Health Strategies

Consulting practice building competitive business strategy for federal and state government procurements with a focus in Medicaid.

Services

What We do

Mary McSorley is an expert at working with organizations to prepare and develop competitive proposals in Medicaid and government procurements including capture and bid strategy, capability development and positioning. She is also an excellent leader in working through process improvement exercises to turn around poor performing functions or addressing new business challenges in the managed care space.

RFP response strategy development

Lead development of strategic growth plan and action items to achieve a successful and competitive position in a government procurement process

RFP response compliance review

Review RFP response proposal to ensure both compliance with the RFP requirements and responsive answers to questions and ensure a competitive and differentiating proposal

Preparation for Orals Competition

Working with health plan and other teams to prepare oral presentations for state or federal government customers in the procurement

External Communications Strategy

Working with teams to develop external communications strategy to achieve growth goals including ground game activities and the development of talking points and other collaterals for use in public domain

Performance Improvement in Managed Health Care Plans

Working with team(s) to understand root causes of process challenges and develop new and/or improved processes to address issues

About Mary McSorley

In her 30+ year career, Mary McSorley has held senior level leadership roles in both public and private sector organizations in the government health care space with a specialized focus in Medicaid including several C-suite positions (CEO, CIO, and COO) in Medicaid health plans and leadership positions at the Centers for Medicare & Medicaid Services. In the last 15 years, she led key Business Development and Growth teams for Elevance Health, Inc, (formerly Anthem, Inc) including leading the Medicaid Sales, Medicaid Product Development and Proposal Management team(s) and growing the Medicaid business from 10 states in 2007 to 26 states in 2022. During her 15-year tenure, she lead or materially contributed to nearly 60 Medicaid proposal responses and achieved an impressive win rate of 81%. She has established herself as a leader in the Medicaid RFP proposal and program development, process improvement, innovation and execution. She is skilled in working on complex projects with organizations that have a matrixed responsibility model and excels at navigating business decision making to ensure a successful bid outcome and/or program design/development.

Ms. McSorley holds a Bachelor of Arts from Syracuse University and a Master of Public Health from Johns Hopkins University.

Download Mary McSorley’s CV here.

Connect with Mary McSorley on LinkedIn.

Testimonials

What Clients Say

For any organization that wants to grow its Medicaid business, win RFPs, or develop innovative new products to better serve its customers, Mary is the secret weapon who can make that happen. She possesses an incredibly rare skill set in our industry: the “triple threat” of proposal development, product development, and strategy. In the 10 years that we worked together, Mary held a variety of senior leadership roles across all Medicaid business development functions and was a leading contributor to the longest Medicaid RFP win streak in our organization’s history (and in the industry). She has an innate ability to understand what state customers desire and how to solve for where the rapidly changing industry is moving vs. where it currently is. Some of her most notable talents include development of innovative programs tailored to specific customer needs; strategic positioning for ground game, RFPs, and oral presentations; process re-engineering and optimization; and building relationships with partners and outside organizations. One of Mary’s most notable accomplishments from our time working together was her leadership of the entire process from partnership formation to product development to RFP submission, orals, and ultimately winning the business for our organization’s largest new Medicaid state entry in the last 10 years (North Carolina).

Former VP, Medicaid Business Development, Government Business Division, Anthem

I had the privilege of working with Mary on some vital company projects, her vision and leadership helped to position the company for success, when challenges arose, Mary was like a fireman running to the blaze and jumped in with all of her efforts to continue to keep us positioned well for success. She is tough on issues yet nurturing with the people around her. She is always a welcome asset on my team.

Medicaid Market Plan President, Anthem

Mary is experienced building strong working relationships with State and Federal officials. During her tenure, she used these skills to forge much-needed positive relationships with both of our customer agencies, resulting in the Health Plan receiving an increased Medicaid reimbursement rate. Her success is the result of her building thoughtful, fact-based, and persuasive arguments.

Former President & CEO, AmeriChoice of Pennsylvania – A Medicare & Medicaid Managed Care Plan

Mary is fearless when it comes to taking on new projects. She turns obstacles into successful outcomes. When I decided to outsource our IT services, I chose Mary to lead the project because I knew the system conversion would be challenging, requiring the skills to manage multiple complex issues and decision-making and also build new and positive relationships to successfully integrate the vendor’s support into our business operations. Mary’s leadership style and energy were critical to our success.

Former President & CEO, Health Partners of Philadelphia – A Medicare & Medicaid Managed Care Plan

Mary is a trustworthy person. I trust her both professionally and personally and recruited her to senior leadership positions on my team three times for three different organizations. Not only did I know that she would get the job done, but I could also depend on her loyalty to me and the organization. Throughout the years that she worked for me, I was impressed with her integrity, moral compass and always doing the right thing for the right reasons.

Former CMS Regional Administrator

Mary’s experience and knowledge were critical success factors in our winning Medicaid bid. Her ability to ensure we stayed on task and were prepared for the RFP when it dropped was critical to our success especially because the procurement had a very tight turnaround time. Mary stays calm in the chaos and ensures the team delivers what it needs to win!

Plan President, Healthy Blue at Elevance Health

Mary is wholly focused on creating the best bid strategy and driving what is best for the business. When Mary came to work with our health plan to prepare for an imminent reprocurement of our business, we were not yet operational with our Alliance partner and the team(s) had not been integrated. Nonetheless, Mary successfully engaged all those needed from both organizations to build a winning bid strategy, educating them about the process and managing complex business decisions requiring multiple levels of organizational approval. She is a master at building trust among disparate parties and navigating business decision-making.

Amerigroup Alliance Plan President