Managing Director & Partner
As a core member of Boston Consulting Group’s Health Care practice, Michael Marquis has worked extensively with clients on accelerating launch performance, evolving go-to-market models, developing brand growth strategies, evolving R&D operating models and governance, enabling seamless collaboration across the development and commercialization cycle, creating more agile and data-enabled organizations, and embedding change programs to maximize value creation. He focuses primarily on serving pharmaceutical health care clients and also has extensive experience across the payer and provider elements of the value chain.
Mike's recent work at BCG has centered on helping leading biopharma companies enhance their commercialization capabilities; particularly in the areas of customer model, launch acceleration, brand and portfolio strategy, and sales force effectiveness; and evolving R&D operating models, including overhauling R&D governance, R&D organizational design, embedding more agile ways of working, and leading medical affairs transformations.
Prior to joining BCG, Mike worked for the National Instruments Corporation in the US and UK where he was an engineer and field sales manager.
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.