About : Directors : James J. Cavan
Sr. Vice President of Business Strategy / Senior Consultant, Boston Market Strategies Inc
Wakefield, MA
Tel: 603.236.293
www.bmsi3.com
James J. Cavan specializes in Healthcare leadership in a variety of business, academic and economic development situations.
Boston Market Strategies Inc, Wakefield MA, – 02/1997– present
A management consultancy serving the life science and healthcare technology industry.
Sr. Vice President of Business Strategy / Senior Consultant
- Executive consulting to life science and research industry in business process re–engineering.
- Responsible for all phases of sales cycle with life science and technology companies.
- Leverage contacts with European and regional trade development authorities to drive sales growth and cooperation among business development resources.
- Work with academic institutions and hospital networks to improve the performance of clinical research and develop an augmented cash flow from research activities.
- Improved go to market model and strategy of senior–level pharmaceutical and biotechnology executives, including: (Astra, Sanofi and Genentech).
- Developed managed care sales and market penetration plans for pharmaceutical and biotechnology companies.
- Secured pre–launch pharmaceutical Medicaid and managed care formulary reimbursement for 34.5 million managed care lives.
- Established budgets, compiled complex managed care reports and projects regarding cost minimization, Medicaid/Medicare and efficiency of product distribution.
- Researched and published industry report on Electronic Data Capture technology applications, the result of which was quoted in a national publication.
- Managed marketing budget of $100K and staff of 3.
Drexel University, College of Medicine, Philadelphia, PA. – 09/2003– 10/2005
Leading technology university with a history of aggressive growth.
Executive Director, Research and Advanced Project Development
- Re–engineered business process and structure to increase capacity and business performance of industry sponsored clinical trials 320% in first 12 months at Drexel.
- Facilitates research programs contributing over $12M to the growth of the regional economy.
- Actively seeks appropriate business partners or investors for University intellectual property resulting in 5 spinout companies in a 2 year period.
- Coordination of business functions for Clinical and Translational Research enterprise.
- Member of College of Medicine's Strategic Planning Committee.
- Member of PA–University City Keystone Innovation Zone executive committee and managed successful state grant application.
- Manages relationships with external business partners of various types. Developed "Healthcare on the Edge of Technology" campaign to attract high value partners.
- Served as liaison for many regional economic and commercial development organizations (public and privately funded) on behalf of the College of Medicine and the University, focused upon commercializing University spin–out businesses.
- University representative for regional clinical trials initiative, Philadelphia Regional Supersite. The first of its kind regional collaboration of academic research institutes to increase through put of sponsored trials and improve access to studies for the public.
- Manages direct budget of $900K and staff of 8–12.
University of Medicine and Dentistry, New Jersey, Newark, NJ. – 01/2003– 09/2003
Largest academic research and teaching University in North America.
Director, Institute of Clinical Research and Training
- Founding member of research institute, with goals of the coordination of clinical research and clinical trials within the UMDNJ network, providing increased industry based revenue.
- Positioned industry sponsored research to contribute to local economy.
- Developed curriculum and course work for life science executive education classes.
- Increase awareness of University's research capacity and research accomplishments among government, pharmaceutical, biotechnology and medical technology companies.
- Coordinate among faculty and clinical staff of affiliated medical schools and hospitals to develop a process and infrastructure to encourage clinical trials and research.
- Improved capacity for research through streamlined contracts and IT systems.
Enmed, Inc. Bedford, MA – 03/2000 –01/2002
Software developer focused on the drug development / clinical trial process with application distributed across an Application Service Provider (ASP) and traditional sales models.Vice President of Sales and Business Development (1/2001–02/2002)
Director of Sales and Market Development (03/2000– 1/2001)
- Responsible for all phase of sales cycle with life science companies.
- Developed and coordinated activities with private and institutional investors securing 18 million in venture funding.
- Orchestrated market share growth from start up to listing as top ten clinical trial software vendor by major industry reporting firm (Frost & Sullivan A027–48).
- Lead sales team to quarter on quarter growth of FY 2001 revenues (Q1–$550K, Q2–$650K, Q3–$850K) while cutting budget and expenses.
- Identified and contracted with re–sellers and strategic partners to augment sales team and continue cost savings of 10% per quarter, while meeting or exceeding sales targets.
- Identified and negotiated contracts with strategic partners valued at $800K Q2/Q3 2001.
- Established and lead through delegation and staff empowerment, a national sales (5), pre–sales (3) and sales support (2) team in this start–up environment resulting in a 300% increase in bookings after 01/01 corporate restructure.
- Established US and European beta sites and industry champions that pushed adoption of a new technology application allowing for a company valuation increase from $5M to $20M.
- Instituted Independent Sales Representative program providing a salvage of sales training costs written off after a layoff and returning 200K in revenue in Q2, 2001.
- Exceeded sales targets in Q3 2000 following commercial release, followed by $1M in sales in first two commercialized quarters through development of sales resources, early product adopters and new strategic partners.
- Hired and managed sales executives and support staff of 11.
Real Software North America, Brussels, Belgium – 08/1998 – 03/2000
The North American division of an European software company providing healthcare and pharmaceutical drug discovery/clinical trials software sales, support and consulting.
Director of Sales and Marketing
- Responsible for all phases of the sales cycle with life sciences companies.
- Developed and executed sales plan, leading to first year total revenue in excess of $2M USD.
- Launched European healthcare data analysis tool with rapid market uptake.
- Successfully guided company's transition from manufacturing software provider to pharmaceutical research and development software (Clinical Trials and Pharmacovigalence).
- Managed development of web page, trade show booth and e–commerce presence for North American business unit while enabling worldwide corporate standardization of marketing.
Selected Independent consulting projects:
CASE Consulting Inc, Tyngsboro, MA. – 01/2003 – 07/2003
Providing management services (business and product development) to this technology consultancy as they make the transition to a product based company. Product targeted at healthcare denied claims recovery and data protection.
Phoenix Data Systems, Valley Forge PA. – 01/2002 – 7/2002
Independent sales representative for the development of the New England region for this provider of clinical trial management software and clinical research services. Single contributor software sales for 6 month period in excess of $440,000.
KFKI Systems, Budapest, Hungary – 02/2002
Assist this European software developer in the evaluation of product suitability for the North American clinical software market. Recommendation was able to prevent off target product launch and protected investors.
Tombolo, Inc., Lowell, MA. – 05/ 2002
Provide original clinical software market segment intelligence report and pricing recommendations to this pre–commercialized clinical software company. Protecting investors position in company
Other Experience:
- Senior Paramedic–Advanced Life Support Team – MetroWest Medical Center, Natick, MA – 1992–1994, 1995–1998
- Senior Flight Paramedic – EG & G Special Projects Division, Las Vegas, NV – 1994 –1995 United States Department of Defense Security Clearance; Top Secret–SSBI
- Staff Paramedic – Lahey Clinic, Advanced Life Support, Arlington, MA – 1988– 1992
- Firefighter/Emergency Medical Technician – Sherborn Fire, Sherborn, MA. – 1985–1998
Education:
Masters of Science– Administrative Studies/Management
Boston College, Chestnut Hill, MA – 1998
Critical Care Paramedic Program (CCEMT–P)
University of Maryland, Baltimore, MD. – 1995
Bachelor of Arts– Communications
Boston College, Chestnut Hill, MA – 1993
Paramedic Program – Internship with New York City EMS.
Northeastern University, Boston, MA – 1988
Advisory Positions
Monarch Clinical Strategies, Philadelphia, PA. – Board of Directors
National clinical research subject recruitment company
City Sail, Philadelphia, PA. – Board of Directors
Non–profit educational program for high risk inner city youth
iBall Inc., Wakefield, MA. – Founder and Board of Directors
Medical imaging technology company focused on research
Pfizer Inc. – Advisory Panel for Academic Health Centers – 9/2004
Presentations / Lectures:
"The state of the Pharmaceutical Research Industry" – Drexel University – 12/2003
"Re–engineering the Clinical Trials Process" – Sponsored by Oracle™ at Georgetown University – 4/2004
"Re–engineering the Clinical Trials Process" – Sponsored by Oracle™ at Kellogg School, Northwestern University – 5/2004
"Re–engineering the Clinical Trials Process" – Sponsored by Oracle™ at New York University – 6/2004