Booz Allen x 4L Data: NAMPI 2026 Medicaid CRUSH campaign
1,000+ net-new contacts, 248 influenced, 15+ sales-qualified leads at director level or above and a full eighteen-seat executive briefing, on zero paid media. 4L Data is a healthcare AI company that screens 9.4 million providers for Medicaid programs, continuously. With Booz Allen Hamilton I took that offer into a federal mandate window at NAMPI 2026 and led the strategy, copy and design for both companies.
Take a Medicaid provider screening offer to 51 named buyers in 15 states inside a federal mandate window, with no media budget.
1,000+ net-new contacts, 15+ sales-qualified leads at director level or above and a full executive briefing, on zero paid media. Strategy, copy and design for 4L Data and Booz Allen Hamilton.
Client: 4L Data, a healthcare AI company, in partnership with Booz Allen Hamilton. Event: NAMPI 2026, the national Medicaid program integrity conference.
My role: Strategy, positioning, copy, design and the campaign build, for both brands. Booz Allen has its own marketing and design team and preferred to have me lead the creative for the joint campaign, including the work that shipped under its own brand.
Results: 1,000+ net-new contacts, 248 influenced, 15+ sales-qualified leads at director level or above with purchasing authority, a full executive briefing, a co-authored white paper and a five-post Booz Allen campaign. No media budget.
CMS sent state Medicaid programs three CRUSH mandates, each on its own deadline. The buyers were program integrity directors and their deputies, fraud control unit leadership and state attorneys general: 51 named people across 15 states.
I had no media budget, one marketer, a partner whose federal credibility outweighed 4L’s, and an eighteen-seat room to fill at NAMPI, the category’s annual conference. Every vendor there would be selling compliance.
Built from conference attendee lists and badge scans.
Reached by campaign marketing; 224 of them sit at lead stage.
Director level or above, with purchasing authority. From booth activations and live demos, routed straight to sales with no nurture track.
There was no media budget. Every contact came through owned channels, direct outreach or the conference floor.
The field treated the three mandates as three problems and sold a point solution to each. What they shared was a requirement for continuous operation in place of periodic review, which the incumbent systems could not run. So the whole campaign says one word: continuous.
That separated 4L from a field of point solutions, and it gave Booz Allen an operating-model argument to put its name behind instead of a product pitch.
The 4L LinkedIn series. One layout across four posts: the mandate rows stay fixed and the orange highlight moves, so each post reads as part of the same argument in a feed.
The booth loop. One layout moves through each mandate in turn and lands on the one-word answer, so a passer-by gets the argument in under a minute without a rep.
The strongest asset was an invitation-only briefing co-hosted with Booz Allen. Standard practice puts it in every email and post. I kept it out. Public channels carried two calls to action, a one-to-one or the booth. Invitations went only through personal outreach, each naming the mandate pressure on that recipient’s own state.
A room of eighteen directors is a scarcity asset, and public promotion ruins it either way: it fills with vendors, or it turns people away in public. Seven external RSVPs came back at director and deputy director level, and the room filled.
After the conference Booz Allen wanted the argument in front of its own audience, and again preferred that I write and design it. I rebuilt the campaign in Booz Allen’s identity, black with one teal turn per headline, set in Inter, and took it through their brand review and an executive edit. The 4L-branded drafts were set aside so every public piece spoke in the partner’s voice.
The result was five LinkedIn posts and a two-page white paper co-signed by both companies, hosted at 4ldata.com/crush.
Five posts in Booz Allen’s brand. One teal accent per headline, placed on the payoff.
1,000+ net-new contacts. 248 influenced by campaign marketing. 15+ sales-qualified leads, director level or above with purchasing authority, routed straight to sales. The briefing full. All on owned channels, the conference floor and the partnership.
Two notes I wrote into the recap against myself. Opens held flat across five sends while clicks fell by two-thirds, so the subject lines landed and the offer after the open did not; the copy is the change order. And I left out the ROI slide: with no recorded spend there is no honest denominator.