A “computer geek” has no business at a management consulting firm. That’s what Principal Kapil would have thought 20 years ago when he started his career as a software developer during the dot com boom—a path that eventually led him to become a chief architect and IT executive at several companies over the course of more than a decade. Even just five years ago, consulting would have seemed like an unlikely career move for Kapil. Today though, he works as a principal in ZS’s Princeton office.
“I had several friends who worked in consulting and they encouraged me to give it a try,” Kapil said.
At the end of Kapil’s first project—a large, very challenging one—he realized he loved the thrill of his new gig. Today, he works within business technology and leads the REVO Analytics platform along with other Big Data-related projects. The nature of his expertise has led him to work on projects across many industries and verticals across pharmaceuticals and healthcare.
After working for several years out of undergrad, Principal Martin decided to leave his UK home to pursue his MBA at UC Berkeley’s Haas School of Business. It was there that an adviser gave him a piece of advice that would ultimately change everything.
“He told me to enroll in one class I didn’t think I’d be at all interested in,” Martin said. “So I took a healthcare marketing class. I loved it, and that shifted my entire perspective.”
Martin reached out to an MBA classmate who worked at ZS. That conversation led to an interview, which led to a job as a consultant back in ZS's London office. After working on some sales force sizing and marketing mix projects, Martin went onsite at a large pharmaceutical company for about two years, where he led the business implementation of a CRM system for over 10,000 sales reps in 23 countries.
Exhilarated by that project, Martin was ready for his next big challenge: Helping to launch ZS’s Zurich office. While in Switzerland, in addition to building out the office and working with several smaller European clients, Martin began focusing on and growing our business with one large pharmaceutical company.
“Many people at ZS have deep expertise in one area, but I’m more of a deep generalist,” Martin said. “In this case, it worked in my favor. I was able to build a strong relationship with the client, see their business from a more holistic perspective and advise on a broad range of issues.” It was, he says, an early success that paved the way for the key account management strategy we now have in place across Europe.
The experience piqued his interest and after being elected associate principal, Martin relocated to the U.S. in pursuit of a new challenge. Martin was elected principal last September, and now spends most of his time on sales analytics operations, managed markets and brand team support for a large client out of the Los Angeles office.
“My path to principal was certainly a winding one, but I wouldn’t have had it any other way,” Martin said. “I’ve challenged myself, learned so many new things and had the chance to work with ZS people across almost all our offices and regions along the way.”
Over the nine years I’ve been at ZS, my work has been focused in the healthcare market research and marketing space. While my client focus has shifted a bit over time, I’ve maintained an affinity for quantitative work in the pipeline space, helping clients identify the opportunity for novel drugs and think about how best to capture that opportunity through brand positioning, messaging strategy and marketing execution.
In addition to the work I do and the expertise I’ve developed, I also place an equal amount of value on the people I work with at ZS. With 22 offices on four continents, we’re a diverse group of individuals by nature. Over my time here, I’ve found that we do an amazing job of not only learning about each other, but celebrating what makes us unique. We truly appreciate that our differences make us stronger collectively.
Our inclusive LGBTQ community—Pride@ZS—is one of the groups that adds to our firm’s collective diversity, and it’s one I’m happy to be part of. I’ve always described myself as “selectively out” at work. While being gay is a part of my identity, it doesn’t define me. I view it as one of many components that make me unique, like my upbringing, my values, my hobbies and my religion. While I’ve always been comfortable telling my ZS friends and teams about it, I’ve been a bit more reserved with other ZSers, making sure that they get to know me, as a person, first.
When she graduated college with an accounting degree, Principal Emily already knew she didn’t want to become a certified public accountant. At 21 years old, her career search led her to consulting. Today, more than a decade later, she’s happy it did.
While her 13-year career path at ZS has been a winding one, marketing and market research have always been constants. She’s worked with pharmaceutical, biotech and some medical products and services clients, eventually shifting her focus from marketing growth and execution to product development.
Curious. It’s an adjective with dual meanings for Principal JJ Raoult—a rare right- and left-brained ZSer in an army of analytical thinkers. Described by those who work with him as a “serial inventor”, he’s also deeply inquisitive.
When JJ started in ZS’s Evanston office in 1991, like all ZSers, he helped clients with some of the classic sales issues ZS is known for solving. But over the next several years, it was creative thinkers like JJ who pushed the envelope—paving the way for ZS’s expansion beyond sales into marketing, leading the firm in entirely new directions.
The exciting evolution of ZS’s business gave JJ, along with a number of other ZSers, the opportunity to dream up and develop ZS’s customer and patient journey framework and customer experience offerings—now staples of our service model.