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Dennis Mulligan, Marsh US Consumer


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Company: Marsh US Consumer, Urbandale, IA
Company Description: Marsh US Consumer brokers and administers affinity insurance and membership product programs for its clients and their constituents. Marsh's clients include employers, associations, franchisees, financial institutions, and other consumer-focused businesses. With its data-driven marketing strategies, Marsh US Consumer is the nation's leading insurance program broker and administrator.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Representative of the Year

Nomination Title: Dennis Mulligan, National Sales Leader

    Tell the story about what this nominee achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

        In 2009, Dennis Mulligan was a finalist for the Stevie Sales Representative of
Year. A year later, Dennis is still at the top of the sales mountain at Marsh
U.S. Consumer. He depends on the fundamentals that have kept him a highly-
respected member of the insurance industry for more than 35 years and
continues to thank those who make him successful, both clients and co-workers.

        Dennis continues to make his mark at Marsh U.S. Consumer in the business
process outsourcing business. In 2009-10, he brought in three new clients
generating more than $5 million dollars in new revenue for the company. That
caps recent achievements including:
•     $10 million in new revenue during the last four calendar years;
•     #1 in total sales for the last four years;
•     A top five sales leader worldwide for the last six years.

        Dennis accomplishes this perennially in two ways: first, helping prospects see
themselves utilizing Marsh’s award-winning marketing, analytic and customer
service capabilities and secondly, taking a global view with the companies who
can benefit from the value Marsh can add to their businesses, a tactic that
aligns Dennis’ partnership outcomes with the goals of the uppermost level of

        Dennis has perfected his ability to turn a prospect’s “I can’t” into a “we
can.” He knows how and when to bypass the gatekeepers, and request—and get—
appointments with those who make the most difference: CEOs and CFOs. Often, he
will bring to meetings with these decision-makers his “A-Team”—Marsh analytic,
marketing and creative specialists. Following these meetings, Dennis estimates
he makes the sale 60 percent of the time.

        While Dennis has developed an extensive network of acquaintances—several who
now sit in corner offices and know him on a first-name basis, this doesn’t
completely explain his high level of success. For this, you have to look at
his keen ability to match Marsh’s capabilities with a prospect’s business
needs. In this way, Dennis concentrates his efforts on those prospects he
knows will deliver a higher return on business for the economy of pursuit.

        Dennis does not hold any secret – he will tell you he still goes back to the
fundamentals – basic values like loyalty, cooperation and enthusiasm topped by
competitive greatness. Dennis shares his success tips anyone who asks and
thanks those who supported him every step of the way.  That fundamental “thank
you” is synonymous with Dennis Mulligan.

    List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, []:

    Provide a brief (up to 100 words) biography about the nominee:

        Dennis Mulligan is a Managing Director who heads up national BPO
sales and is also Marsh’s largest producer of Affinity business. He was
awarded Sales Professional of the Year for Marsh U.S. consumer in 2007, 2008,
and 2009.

        Dennis is a nationally recognized industry expert in developing
business process outsourcing solutions for insurance carriers, large
employers, and professional and trade associations.

        Dennis’s experience includes the analysis and implementation
of large transfers of administrative services for insurance carriers on
a variety of Life & Health and Property & Casualty programs. During
his tenure with Marsh,  Dennis has headed up teams that have
assumed administrative services on over 2,000,000 insured lives.

        In addition, Dennis helped design and implement the largest
pharmaceutical products liability settlement in U.S. history. Dennis has
published articles in leading journals on both insurance and class actions
administrative services.

        Dennis has a bachelor of science from West Chester University
and is a licensed broker in life, health, property, and casualty.