Company: Access Health CT, Hartford, CT
Entry Submitted By: Pappas MacDonnell, Inc.
Company Description: Access Health CT is Connecticut’s official health insurance marketplace (or exchange). Established to carry out the aims of the federal Affordable Care Act (aka, Obamacare), Access Health CT strives to make health care coverage more accessible and affordable for the residents of Connecticut. Through Access Health CT, residents can compare plans, see if they qualify for financial help, and
Nomination Category: Management Categories
Nomination Sub Category: Executive of the Year - Insurance

Nomination Title: Kevin Counihan, Chief Executive Officer

Tell the story about what this nominee achieved since January 1 2013 (up to 525 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:

As CEO of Access Health CT, Kevin Counihan established perhaps the most successful state health insurance exchange in the U.S.

In under a year, he built a highly efficient organization from scratch, persuaded the insurance companies to come on board, made the process simple and understandable for consumers, and achieved enrollments nearly double the state’s goal. In fact, as of this writing, The New York Times has recognized Access Health CT as the nation’s leading state-run exchange.

While many states struggled and the federal government had well-publicized issues, Counihan’s sure-footed leadership enabled Connecticut to stay on course and exceed the most optimistic projections. Given the controversy around “Obamacare” and the fact that exchanges were largely unknown and untested, the feat is even more remarkable.

Understanding the magnitude of the undertaking, Counihan had the foresight, discipline and leadership to “focus on the 70% that had to be done, putting nice-to-haves on the back burner.” As a result, Access Health CT’s website was ready for the start of enrollment on October 1, 2013, and all support systems were in place. While healthcare.gov struggled with volume of users and numerous glitches, Connecticut’s website performed nearly flawlessly.

Counihan worked continually to simplify processes to improve the customer experience. For example, after healthcare.gov’s troubles, he took steps to make Connecticut less dependent on the federal government for data verifications, significantly improving efficiency and user satisfaction.

Another example of Counihan’s bold leadership was his approach to enrollment. For starters, he employed dedicated outreach workers – “feet on the street” – who generated thousands of qualified leads. And, while most exchanges relied on a website, call center and volunteers to enroll people, Counihan went further, recognizing the need for professional guidance and a personal touch given the complexity of insurance. Taking a page from the Apple Store, Access Health CT was the only exchange to open enrollment centers –brick-and-mortar locations where residents could ask questions, get free help, and enroll with certified brokers.

Counihan embraced brokers, also using them at Enrollment Fairs across Connecticut. The value of having trained and licensed professionals is clear. Brokers have been responsible for 3x more enrollment volume than originally projected and their 63% close rate is significantly higher than other channels.

Counihan also fought against further negotiating with insurers on rates, and won, despite flak from some constituents. Counihan realized that, without claims experience, there was no reasonable way to negotiate. And, he reasoned, it was more important to have a choice of carriers – a true marketplace – rather than scare carriers away by playing hardball. The marketplace would ensure competitive rates.

The true measure of Counihan’s leadership - Connecticut reached its goal of 100,000 enrollments just 2/3 of the way through the enrollment period. By mid-March, Connecticut had surpassed 182,000, with two weeks still to go.

Impressed, Forbes wrote, “Connecticut isn’t just ahead of every other state. It’s in its own league entirely.” Thanks to Kevin Counihan’s leadership, Connecticut has become the model for how to launch an exchange. It’s even been sought out by other states for its expertise and is creating an “exchange in a box” to share its formula for success.

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Provide a brief (up to 125 words) biography about the nominee:

Kevin J. Counihan, 57, is CEO of Connecticut's health insurance exchange. He was chosen by Gov. Dannel P. Malloy after a national search turned up 75 candidates.

Counihan has worked for 30 years in health care and health insurance, most recently as president of Choice Administrators Exchange Solutions in Orange, Calif., which assists states in creating health exchanges by 2014 as mandated by federal health care reform.

Between 2006 and 2011, Counihan was chief marketing officer for the Commonwealth of Massachusetts Health Insurance Connector Authority, which manages the state's health insurance exchange. Prior to that, he was a sales and marketing executive at Tufts Health Plan of Massachusetts from 1993 to 2005, and a regional vice president for Cigna Corp. in Bloomfield.