Managing Director & Senior Partner
Since joining The Boston Consulting Group in 2000, Ken Keen has worked extensively with leading health-care and consumer companies, primarily in areas related to marketing and sales and organization. He is the head of the firm’s Washington office.
Ken’s recent work has focused mostly on helping top pharmaceutical and consumer health companies enhance their go-to-market and commercialization capabilities, particularly in the areas of brand and portfolio strategy, launch planning, life cycle management, and sales force organization and effectiveness.
Ken also has experience in pharmaceutical medical affairs and consumer health research and development, and he has supported more than a half-dozen large-scale postmerger integrations.
Before joining BCG, Ken spent eight years in marketing and public relations in the pharma and biotech industries.
The Team B approach involves assembling an independent cross-functional team to conduct rapid reviews of launch plans and market conditions for new pharmaceutical products.
Field teams can take five actions to overcome resistance to change.
Given the growing complexity of customers’ needs and other sales challenges, pharma companies should activate six sales force roles.
“Double down on your loyalists”—and other insights to improve sales team efficiency.
The biopharmaceutical industry must respond to a health care community that increasingly demands the delivery not just of drugs and devices but of positive health outcomes.
“Medical affairs” has become increasingly important as physicans’ medical-information needs have grown and become more complex. Here’s how pharma companies can respond to the challenge.
Biopharmaceutical companies can achieve substantial gains by adopting a “twin track” mindset: improve the current go-to-market strategy while developing new models.