TJ Higley

Questioner
DISC Type : c

CEO at Microsize

Quakertown, Pennsylvania, United States

Overview

TJ Higley is the CEO of Microsize, bringing over 25 years of experience in the pharmaceutical contract manufacturing space. His expertise lies in particle size reduction, M&A, and business development. He holds graduate degrees in biochemistry (MSc) and business administration (MBA).



A unique aspect of his career is co-owning Powdersize Inc. , selling it, and later leading an investor group to reacquire the same site to form Microsize.

Personality Overview

Price-Sensitive

Not Easily Convinced

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Particle Engineering
As CEO of a leading micronization firm, he is deeply involved in technologies that reduce particle size to enhance the bioavailability of pharmaceutical ingredients.
CDMO M&A
He has extensive firsthand experience, having co-owned, sold, and later reacquired his former company's site, demonstrating a focus on strategic industry consolidation.
Bioavailability Enhancement
His company's core mission is to solve poor solubility challenges for APIs, a topic he frequently discusses in interviews and company materials.

Media Appearances

TJ Higley | CEO at Microsize - Molecule to Market. Featured in Molecule to Market Podcast

See Now

Work History

5-2022
CEO at Microsize
4-2018 - 4-2022
Consultant at Higley Consulting
7-2017 - 4-2018
Managing Director-Quakertown Micronization Site at Lonza
1-2016 - 7-2017
VP Business Development--Quakertown Micronization Site at Capsugel
8-2005 - 1-2016
Co-Owner--VP of Business Development and Compliance at Powdersize Inc.

Education

Master of Business Administration (MBA) from Portland State University
Masters of Science from University of Northern Colorado

More Information

Social Presence :

Prographics :

Exp : 24 Location : Quakertown, Pennsylvania, United States Job Level : Leadership Designation : CEO at Microsize
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Insights For Selling To TJ

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with TJ 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 TJ

  • 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 TJ move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And TJ

Personality Compatibility


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