SUMMARY
Business leader, with experience leading teams, building staff capabilities and delivery processes, and developing executive relationships, as Managing Director at professional service firms FTI Consulting, Havas Health, Vivaldi Partners and Opinion Research Corporation, and as Senior Manager and Principal in Strategic Advisory Services at Ernst & Young, Accenture and PRTM (now PwC).
Executive advisor, with deep skills in using strategic, economic, process and data science tools to drive business decisions. My specific focus is on making business intelligence relevant and actionable for senior executives, by drawing direct connections to the process, product, customer experience, marketing and brand decisions which create shareholder value. My personal terminology for this integrated approach linking insight generation, competitive analysis and financial impact is Design for Decision.
Thought leader, with presentations to The Conference Board, American Marketing Association and IIR events, and publications in FTI, PRTM, Ernst & Young, and Marketing Research Association venues. Ph.D. with background in accounting, economics, finance and statistics. Former professor, University of Chicago Graduate School of Business and Purdue University.
Product development and data science leader, as Faculty Coach for University of Chicago MBA New Product Development Lab, Faculty Member, University of Chicago Master of Science in Analytics program, and past President and Board Member, American Statistical Association Chicago.
Selected past clients: Energy: British Petroleum, Commonwealth Edison, Florida Power and Light, Transocean. Financial services: Allstate, Assurant, Blue Cross Blue Shield Florida, Compartamos Banco (microfinance), Household International / HSBC, Putnam Investments. High tech and telecoms: ITT Industries, IBM, Microsoft, Network Solutions, NokiaSiemens, AT&T, Cable & Wireless. Life sciences: Carestream Health (former Kodak Health Imaging), McKesson Pharmaceuticals, Medtronic, Pfizer, Sanofi. Products and retail: Boise Cascade, Cadbury Trebor Bassett, Casa Cuervo, Dow Chemical, General Motors, Lowes. Services: Direct Marketing Association, Federal Express, PricewaterhouseCoopers, SATA Azorean Airlines. NGO: United Nations / ITU, Bill & Melinda Gates Foundation.
PROFESSIONAL EXPERIENCE
Xigxag Consulting, Division of Havas Health 2015 present
Managing Director, Strategy & Analytics
Xigxag is the commercial strategy consulting group within Havas Health, a global health care and life science communications firm.
" My primary role has been to lead and build Xigxags strategy and analytics capabilities, including identifying required capabilities, acquiring and training staff and leading engagements.
" Additionally, I have been a member of the core team developing a data science joint venture to expand our capabilities in specific disease states where deep data science can support our clients commercial strategy.
" On a client facing basic, major project have included the design of patient experience platforms, and the development of platforms for clients to address patients needs with respect to therapeutic affordability in diabetes and other chronic diseases.
FTI Consulting 2010 2015
Managing Director, Strategy Consulting and Research
FTI Strategic Communications is a $189 million division of FTI Consulting. FTI Strategic Communications specializes in fact-based, research-driven business advisory.
" My primary role was to lead our Research practice, especially in Corporate Communications; additionally, I led delivery of specific engagements across industry verticals.
" Illustrative project: Led a segmentation program for the Bill & Melinda Gates Foundation, one of the worlds largest philanthropic organizations, to support adoption-of-innovation strategies in U.S. colleges and universities. Report available from the Bill & Melinda Gates Foundation at: http://postsecondary.gatesfoundation.org/wp-content/uploads/2015/02/US-Postsecondary-Faculty-in-2015.pdf.
" Illustrative project: Led the market segmentation and brand strategy analysis supporting an air carriers expansion plans for North America.
" Illustrative project: Developed and led the global customer experience measurement effort for a
Fortune 50 industrials company; the results are reported to the corporate Executive Committee and Division Presidents, providing the basis to identify and track business-critical improvement efforts.
" Illustrative project: Led cross-audience research and analytics (employee, customer, general public, and policy makers) in a major crisis recovery program.
University of Chicago 2014 - Current
Faculty coach, New Product Development Laboratory
Faculty member, Master of Science in Analytics Program
" Over several academic quarters, I have served and continue to serve as a coach to teams delivering new product recommendations and business cases.
" The laboratory uses a structured process combining qualitative research, ideation techniques, and quantitative concept test tools. The end result is a recommendation for an innovative new product, along with 3 year revenue projections. The overall framework used is a stage-gate process.
" I have worked with client teams including Beam / Suntory, Chamberlain, First Data, Sears, Shutterfly, Transunion, U.S. Cellular, and WalMart, among others.
" For the Master of Science in Analytics Program, I teach a course in Strategy, focusing on how to identify valuable applications for analytics, and on communicating the related business case to the C-suite. Focal points include helping students to map out value opportunities for analytics in key processes (e.g. HR, customer experience, supply chain), and industries (e.g. airlines, capital markets, FMCG, government, health insurance, health care delivery systems, and pharmaceuticals).
Vivaldi Partners 2008 2009
Managing Director, of Counsel
Vivaldi Partners is a boutique management consulting firm specializing in customer-innovation-led growth strategies.
" On retainer at Vivaldi, I worked to extend the firms consulting capabilities to include quantitative business intelligence, analytics and research as well as the economic and shareholder value impact of growth.
" Illustrative project: For an FMCG client, led a team in quantitatively validating a new brand portfolio strategy designed to provide sustained 20% annual growth. The work was supported by deep quantitative research in consumer segmentation, brand perceptions, and usage / behaviors. Provided business case inputs for a major investment program by explicitly linking market research to 5-year financial projections.
PRTM Management Consultants (now PricewaterhouseCoopers), Chicago, IL 2007 2008
Principal
Acquired by PricewaterhouseCoopers in 2011, PRTM is a $300 million global management consultancy with a focus on operational strategy, innovation and growth.
" Brought into PRTM to help build the firms presence and capabilities in Customer Based Innovation and Growth, including customer value management, customer experience / brand alignment and growth strategies. Additionally worked with the firms Private Equity group.
" Illustrative project: Led customer experience measurement program redesign for the senior executive team of a $2.5 billion PE-held healthcare technology company.
" Market collateral: The Growth Leaders, PRTM Insight, Q2 2008.
Opinion Research Corporation, Princeton, NJ and Chicago, IL 2002 - 2007
Senior Vice President and Global Managing Director,
Decision Sciences and Market Planning
Opinion Research Corporation, founded 1938, is one of the worlds leading marketing service / advisory organizations.
" Reported to the Chairman and CEO of this $196 million market research and advisory services organization, with a charter to infuse value-added consulting and marketing science offerings throughout the firms engagements, expanding our client base through differentiated services.
" As leader of the Decisions Sciences and Market Development Practices, I was responsible for several Vice-President level direct reports plus all supporting staff, and P&L on the firms research-based advisory offerings.
" Advisory services delivered by the Practice included brand equity analytics, customer experience and satisfaction, market entry strategy, segmentation, product/service feature development, positioning, pricing, forecasting, marketing effectiveness / ROI and related areas.
" Illustrative project: Developed a bullet-proof quantitative approach to estimate the ROI on a Fortune 100 companys investment in salesforce training to align employee behaviors around brand specific behaviors. Demonstrated ROI of 500% through doubling the clients segment sales.
" Illustrative project: Developed a leading edge means of gauging the revenue-side impacts of alternative customer experience models, to guide both operating model decisions and the business case for the required ($100 million-plus) investments in customer touchpoints.
" Illustrative project: Developed a new product optimization model for a medical device manufacturer, including optimal product portfolios for both near term and long term scenarios, explicitly considering competitors' likely entry strategies.
" Illustrative project: Led development of category / market awareness and brand development research for the deep brain stimulation segment of a medical device manufacturer's neuro division.
" Illustrative project: Delivered physician market segmentation analysis for the cardiac rhythm management division of a medical device manufacturer.
" Illustrative project: Delivered marketing effectiveness research for a test of communications targeted at building direct consumer awareness of a client's cardiac rhythm management product brand.
" Illustrative project: Led the development of pharmacist market segmentation and new offer development for a major pharmaceutical distribution company.
Accenture 2000 - 2001
Senior Manager, Strategic Services
" Led multiple engagements and business development, ranging from service to entrepreneurial startups to market planning for global enterprises.
" Illustrative project: Led a team in the development of market entry plans for a software providers entry into industry vertical segments, including market segmentation, target selection, and delivery partner identification.
" Illustrative project: Merger planning and road show support for the anticipated merger of two global telecommunications firms.
Independent Consultant (Concurrent with University Faculty Service) 1994 - 1995
" Directed an 8-member team in a year-long project which delivered performance measurement methods and performance improvement strategies for the 150-branch Midwest Division of a diversified financial company's thrift operations.
Ernst & Young Consulting 1996 - 2000
Senior Manager, Management Consulting, Strategic Advisory Services
" Charter member of the firms Strategic Advisory Services group at its founding in 1996.
" Developed the firms methodologies for product and service commercialization and customer profitability management.
" Illustrative project: Developed, sold and led a project to score a major service companys database of
20 million customers for individual level customer profitability, and to develop fact-based improvement strategies from the resulting insights into customer economics.
" Illustrative project: For a national telecom company, managed a project which utilized customer lifetime value by segment and detailed analysis of the customer-facing business processes to identify and prioritize customer-facing process improvements.
" Illustrative project: Developed market-needs scanning and stage-gate product development process for the transition of a defense electronics firm to commercial markets in information security.
Purdue University, Krannert Graduate School of Management 1992 - 1996
Assistant Professor (Tenure track faculty)
" Primary teaching: Case-based MBA courses covering financial analysis, industry and competitive analysis, strategy development, and performance management.
" Research: Economic and mathematical modeling, game theory, statistical analysis, decision / risk analysis and accounting / financial analysis.
University of Chicago, Graduate School of Business 1987 - 1991
Assistant Professor (Tenure track faculty)
" MBA teaching: Case-based courses covering financial and managerial accounting, industry and competitive analysis and performance management.
" Research: Economic and mathematical modeling, game theory, statistical analysis and accounting / financial analysis.
EDUCATION
" Ph.D., Industrial Administration.
Primary coursework: Economics and statistics.
Carnegie Mellon University, Pittsburgh, Pennsylvania.
" M.S., Graduate School of Industrial Administration.
Carnegie-Mellon University, Pittsburgh, Pennsylvania.
" M.B.A., with honors.
State University of New York at Buffalo.
" B.S., Business, summa cum laude.
State University of New York at Buffalo.
PROFESSIONAL AFFILIATIONS AND SERVICE
" Board Member, Metro Chicago Information Center, 2007 2011. Founded by Chicago area civic leaders, MCIC is a $2 million (revenue) non-profit organization dedicated to the use of market research and marketing tools to improve the operations of social, arts and non-profit operations.
" Chicago Chapter, American Statistical Association: President, 1994-1995 and 2005-2006;
Director, 1990-2005; Director 2014-present. ASA National, various committees 1994-96, 2011-12.
" Member: American Marketing Association, American Statistical Association, Econometric Society, INFORMS, National Association of Business Economists. |
