Andrew Pratt

Researcher
DISC Type : Cs

Strategy Insights & Planning Manager at ZS

London, England, United Kingdom

Overview

Andrew is a Commercial Strategy professional with a decade of international experience in the Life Sciences sector. As a Strategy Insights & Planning Manager at ZS, he focuses on Go-To-Market strategy and product launches. He holds an MBA from IESE Business School.

He is passionate about accelerating care for patients with rare diseases through innovative, digital-first approaches.

Personality Overview

ROI Seeker

Cost Conscious

Perfectionist

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Go-To-Market Strategy
A core area of his expertise, with 10 years of experience focusing on product launches for life science companies.
AI in Pharma
He actively shares content related to ZS's events and initiatives focused on creating AI-driven value for the pharmaceutical industry.
Rare Disease Diagnosis
He highlighted his company's innovative digital, direct-to-patient approach for accelerating diagnosis in rare diseases like myasthenia gravis.

Media Appearances

ZS education sponsorship and career growth: Andrew’s story. Featured in ZS Insights

See Now

Work History

6-2019
Strategy Insights & Planning Manager at ZS
1-2018 - 6-2019
Strategy Insights & Planning Consultant at ZS
9-2015 - 12-2017
Strategy Insights & Planning Consultant at ZS
6-2014 - 8-2014
Summer Associate at Bain & Company
9-2011 - 8-2013
Sourcing Analyst at 3M

Education

2013 - 2015
Master of Business Administration (MBA) from IESE Business School
2004 - 2008
BA from University of Minnesota

More Information

Social Presence :

Prographics :

Exp : 15 Location : London, England, United Kingdom Job Level : Middle Designation : Strategy Insights & Planning Manager at ZS
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Insights For Selling To Andrew

During A Call Or A Meeting

DO's

  • Use a presentation with information before getting into a live product walkthrough
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrew is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Andrew

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Andrew move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Andrew take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Andrew

Personality Compatibility


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