Lucas Dennis

Questioner
DISC Type : c

Senior Vice President, Head of Research and Development at Foundation Medicine

Cambridge, Massachusetts, United States

Overview

As SVP and Head of R&D at Foundation Medicine, Lucas Dennis leads the development of innovative cancer diagnostics. He utilizes his Ph. D. from MIT and extensive product development background to advance genomic profiling and transform patient care through scientific innovation.

Lucas is deeply driven by the mission of improving the lives of cancer patients. He is passionate about building exceptional teams of scientists and engineers to tackle complex challenges in oncology, frequently expressing his excitement for collaborative scientific advancement.

He is a co-inventor on patents for novel methods in gene purification and the detection of small RNAs, showcasing his expertise in foundational molecular technologies.

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

Genomic Profiling
Heads R&D for a leader in genomic profiling and co-authored a key paper on the FoundationOne Liquid CDx assay for solid tumor cancers.
Transforming Cancer Care
Explicitly stated that furthering the mission of transforming cancer care and improving patient lives is a primary motivator for his work at Foundation Medicine.
Lifecycle Product Development
His career shows a consistent focus on this area, having held multiple senior roles in lifecycle product development at both Foundation Medicine and NanoString.

Media Appearances

Foundation Medicine Announces Leadership Appointments. Featured in Foundation Medicine Press Release

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Lucas Dennis, Ph.D. – Senior Vice President, Head of Research and Development. Featured in Foundation Medicine Leadership Profile

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The Evolving Landscape of Pan‑Tumor Liquid Biopsy Testing. Featured in Foundation Medicine – Blog

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Work History

4-2023
Senior Vice President, Head of Research and Development at Foundation Medicine
10-2020 - 4-2023
Vice President, Lifecycle Product Development at Foundation Medicine
11-2019 - 10-2020
Senior Director, Lifecycle Product Development at Foundation Medicine
9-2016 - 7-2018
Director of Product Development at NanoString Technologies, Inc.
7-2015 - 8-2016
Manager of Product Development at NanoString Technologies, Inc.

Education

2002 - 2008
Ph.D. from Massachusetts Institute of Technology
1998 - 2002
B.S. from Ursinus College

More Information

Social Presence :

Prographics :

Exp : 17 Location : Cambridge, Massachusetts, United States Job Level : Leadership Designation : Senior Vice President, Head of Research and Development at Foundation Medicine
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Insights For Selling To Lucas

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Lucas is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Lucas

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Lucas move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Lucas take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Lucas

Personality Compatibility


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