Cynthia Tolson - Business Development Professional of the Year
Company: Board of Certification/Accreditation, Owings Mill, MD
Company Description: BOC is a credentialing company specializing in the orthotics & prosthetics and durable medical equipment industries. In 2014, BOC celebrated 30 years of credentialing excellence! We have won four previous Stevie Awards for customer service and always strive to provide the highest level of care for our customers
Nomination Category: Business Development Awards Categories
Nomination Sub Category: Business Development Professional of the Year
Nomination Title: Why BOC’s Cynthia Tolson Should Be Business Development Professional of the Year
Tell the story about what this nominee achieved since the beginning of July 2015 (up to 650 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:
Board of Certification/Accreditation (BOC) Business Development Manager Cynthia Tolson is everything a company could want in a business development professional. BOC is a nonprofit association that provides credentialing services demonstrating the competency and proficiency of individuals and suppliers who work with durable medical equipment (DME) and orthotics and prosthetics (O&P). When Cynthia joined the BOC team in November of 2014, she was tasked with spearheading a brand new business development unit for BOC in support of the organization’s business goals.
This unusual strategy for a nonprofit organization followed on the heels of other innovative organizational enhancements in the previous year, which included staff promotions and unifying BOC’s certification and accreditation department to create a consolidated approach to credentialing. For these efforts, among others, BOC is proud to say the organization was awarded a Stevie Award for “Innovation through Integration.”
Since coming on board, Cynthia has had an immediate impact on BOC’s growth. She hired, organized and trained a team to exclusively focus on business development. She identified channels to reach target audiences, while making hundreds of phone calls to current and prospective accredited DME and O&P businesses. She continues to work hand in hand with the customer service and marketing team to further drive new opportunities while continuing to retain existing customers.
The results, as depicted visually in the charts provided as supporting materials, speak for themselves:
•In 2015, under Cynthia’s business development leadership the number of BOC-accredited facilities grew from just under 1,800 to just over 1,900, a 10% increase. This aligns directly with organizational goals to increase the number of accredited facilities by 100 per year.
•In 2016, under Cynthia’s continued direction, BOC is once again on pace to add an additional 150 facilities – no small feat in a marketplace in which the number of DME facilities is declining due to consolidation and closures that far outpace new openings. In fact, BOC is the only one of eight recognized accrediting organizations in this arena to achieve net growth in the number of facilities it accredits.
• Additionally, sales overall rose significantly in that same time period, more than quadrupling in 2015 and on track to grow by another 17% in 2016. The continued upward trend in 2016 reflects the steady, sustained growth that will ensure BOC’s long term success.
Cultural and Customer Service Impact
In addition to the hard metrics highlighted above, Cynthia has been an invaluable addition to BOC’s culture. Cynthia motivates internal staff and makes a fantastic first impression on prospective customers that exemplifies BOC’s tagline to be with them “Every Step of the Way.”
It is for all of these reasons BOC believes Cynthia Tolson is highly qualified to be named Business Development Professional of the Year.