Celebrate the start of your busy summer with an inspirational conversation that will drive you to see the bigger goals more clearly and celebrate your smaller wins more often. This episode is full of real-world stories and case studies with a gifted healthcare innovator, scientist and sports athlete turned Sales executive, Graham Long, Chief Commercial Officer, Tobin Scientific. Graham is a Commercial Leader specializing in sales, marketing, and business development within high-growth life science research, drug discovery, and diagnostic sectors who had previously worked for BioPharma (Glaxo Group Research ,Ciba-Geigy) and biotech (Biotal Ltd.) companies in various research roles. He is an expert in building winning teams and transforming life science companies such as SmartLabs with a proven track record in revenue generation, portfolio management, global product launches, and strategic partnerships.
0:00 Episode Highlight #1 - How Data Transparency Inspires Meaning and Performance
1:24 Episode Highlight #2 - Detailed Data Analysis Driving an Underdog to Win
3:19 Speaker Introduction
5:27 Key Lessons from the Career of a Scientist Athlete-turned Biotech Sales Executive
7:13 Early cancer research highlights in oncogene and pharma transition
9:53 Career Turning Point
Industry first technology from a Harvard spinout
12:13 How Graham continues to be an innovator regardless of the tough journey
Power of giving voice and psychological safety to unlock human creativity and superpower in teaming and using technology.
16:10 Critical value of curiosity, desire for learning, adaptability to address blind spots
17:14 Qualities of mentors that influenced Graham to
18:20 Identifying small windows of opportunity to scale companies like SmartLabs
Timing of the interaction between the client and vendor have happen at the
Identifying end-user journey
Why end-users can benefit from the product
Communication of benefits
Reaching end users
Processes to identify recurrent patterns in type of clients and needs
21:25 Metrics details necessary in manufacturing and high stakes regulatory scenarios
Regulatory environment does not leave any room for error and calls for right metrics
Log and track where errors occur
Constant process improvement mindset
SOP is fixed in manufacturing but root cause analysis
26:05 John McNeil - former Sales/Mktg President @Tesla: Innovation by Subtraction
26:50 How Performance Analytics transformed the Oxford vs. Cambridge Boat Race
29:13 From a Personal Sports Background to Scaling Companies: See the Bigger Goals, and Celebrate Small Wins along the Journey
31:08 Individual Recognitions in Teams are critical
33:07 Ultimate benefits of Data on Individual Motivation and Team Progress
34:47 Shifts in Mindset necessary to transform into a Winning Commercial Leader
36:22 Technical shifts to drive Commercial Success - validation, research, and insights
38:55 Game-changing steps of financial modeling, viability and economics
40:30 Bridge from R & D to Commercial through a Tech Transfer Scientist role
42:27 Final Thoughts - Maintain Excitement and Curiosity for Healthcare Advances
