Build Your Pharmacy Practice
A P&C broker turned pharmacy frustration into a full consulting division — and grew a pipeline of 90+ groups in one quarter.
5 Min. Read - 01 Aug 2025
Hook:
He was a P&C guy with a small stack of health insurance clients. Well connected in his market. Knew everyone. Responding to every call. Managing risks others overlooked. Reading every line of a contract. His clients loved him.
Bur pharmacy? What the hell is going on in that marketplace? He saw the same story every year: rising costs, recycled contracts, unvalidated guarantees. Almost zero risk management concepts applied to managing pharmacy costs.
The Scene:
His market was getting hit especially hard by rising pharmacy costs. Average renewal of over 35% (true story). Every conversation about how to handle it invited more of the same:
- The same PBMs.
- The same PBM contracts.
- The same "guarantees" that didn't hold up.
- The same vendors with no new ideas.
He'd run workers comp meetings and inevitably, the attendees would start venting about pharmacy costs. it didn't matter if the agenda was property damage or liability trends — pharmacy frustration hijacked the conversation every time.
So he turned to Prompt Rx. We walked through MavRx — the PIA, the validation, the PMPM guarantee, the stop loss integration. It didn't take long for him to realize:
I can do this. If you ride along through this next renewal cycle, I'll be self-sufficient, no problem.
The Shift:
We built a pharmacy practice around his risk management expertise.
- Brand & Marketing: A complete identity for this division.
- Sales & Collateral: Marketing materials, slide decks, curated PBM panel programs, and stop loss options customized for his market.
- Sales Process: A repeatable funnel with clear pitch flows and BOR positioning.
- Fractional Support: Working as his on-demand marketing & consulting team.
The Execution:
We met with prospects. Partnered with other brokers in his network. Refined the pitch and built a repeatable process.
Heading into Q4:
- His pipeline exploded — over 90 groups in motion.
- 5 different brokerage firms gathered data to quote through his newly minted division.
- His small team managed it all with ease — MavRx handled the heavy lifting.
The Realization:
This isn't just a one-off success — it's the new normal. The brokers who lean into self-sufficiency and innovation are the ones positioned to dominate their market. The opportunity is massive:
- Self-sufficiency becomes your superpower.
- Your pipeline grows beyond what you thought possible.
- Your competitors are still waiting for someone else to deliver — you're closing the deal.
The systemic issues with pharmacy spend have created a big opportunity brokers ready to lead. This is the moment.
What I've Learned:
I've seen this play out over and over: brokers who own the process win. We're not here to keep you dependent. We're here to empower you to build something bigger. And when we step out, you have the tools, knowledge, and experience to rely on the one person you could always rely on — yourself.
Next Step:
Ready for self-sufficiency? Whatever that may mean to you, we're here to help you launch, scale, and lead with confidence — without hiring a PBC.
[Let's Build Together →]
