Essay 4.3 | Casting


Two pharmaceutical sales cultures were being asked to become one. On the surface, they seemed similar. They sold in the same broad industry. They understood customers, products, territories, numbers, incentives, and pressure. But underneath the surface, they were different tribes. They dressed differently, spoke differently, valued different kinds of proof, and carried different stories about…
Rod Stewart has been on the cover of Rolling Stone. More than once. And yet one of the most delightful lines attributed to him is that he would rather be on the cover of Railway Modeller than Rolling Stone. The line works because it reveals the seriousness of passion. Stewart spent more than two decades…
We have all been in the meeting that ends in applause and changes nothing. We have all seen the conference that dazzles for a day and disappears by Monday. The lights were right. The room was full. The slides were polished. And still, somehow, nothing moved. That is because real change does not happen through…
The first time I watched thousands of enterprise salespeople stand up and sing “Sweet Caroline,” I remember thinking: this makes little sense. These were serious people responsible for serious revenue. They were not at a neighborhood bar or a ballgame. They were at a corporate event. And yet the pianist hit the opening chords, arms…
For one pharmaceutical launch, we did not begin with the product. We began with a husband, a wife, two doctors, and the shrinking of a life under chronic illness. We began with what the disease did to ordinary days: the fatigue, the fear, the appointments, the narrowing of possibility. Only then did the product enter…
My mother belonged to a small circle of culturally curious friends who called themselves the “Gypsies.” Once a month they would go somewhere new together: a museum, a gallery, a theater, an artist’s studio, a special restaurant. On paper, it was simple. Pick a place, pick a date, and show up. But that is not…