Paolo Benatti Leads PQE Group's US Expansion with Strategic Advisor Program - PQE Group (original) (raw)

Paolo Benatti, a former PQE Group Executive, has returned to the organization on a part-time basis to spearhead a new advisory board program designed to expand PQE Group’s presence in the US market. Recognizing the importance of building strong local networks, this program will leverage the expertise of retired or independent industry professionals in the US to connect PQE Group with key decision-makers and expand its business opportunities.

We spoke with Paolo to learn more about this exciting new initiative and his vision for its success.

Q: Paolo, what led to the ideas for the program that you and Gilda have devised for your part-time engagement with PQE Group?

Paolo: Gilda and I had numerous conversations regarding what was needed, in addition to our current organizational initiatives, to help PQE Group’s global growth. Of particular interest is the US – a huge country with tremendous potential for PQE Group’s future successes based on its vast composition of biopharmaceutical, medical device and related organizations. As our conversation continued to evolve, we realized that we wanted to focus on the US, and that in order to continue to expand our business in the US we would need to significantly grow our network there. The question was, what would be the best way to do that?

Q: And, what did you determine would be important moving forward with expanding PQE Group’s network in the US?

Paolo: We realized that first, we must adapt, even more than we have, to the US environment and culture. Prior to joining PQE Group, I spent 25 years working for Italian medical device companies. During this time, I spent a tremendous amount of time and effort in the US. It became clear to me that the American mentality in business is different than that of the Italian mentality, particularly in this industry. Sure – if we were selling pizza and pasta, it would be easy, but it is far more difficult to sell a high-end technology and quality consulting and to positively brand ourselves and our reputation in the highly regulated, scientifically-specific Pharma industry. It is imperative that those organizations and professionals within the industry in the US are made aware of PQE Group; its’ significant capabilities and service offerings, its’ large group of highly experienced and knowledgeable consultants, and its’ long history – more than 26 years – of global success. And importantly, while we have fantastic consultants and technical experts in the US, many of our most senior people are Italian and realistically, we recognize that we need to bring more senior-level American expertise to the table.

Q: So, what does that mean in terms of establishing a new program – and role for you – to help PQE Group more seamlessly immerse itself within the US?

Paolo: PQE Group articulates that it is a “glocal” organization, meaning that the company hires and acts locally, so its consultants speak the language, know the culture, and don’t have to travel from around the world to client sites – while thinking globally, with global backing, knowledge and experience, input, and collaboration available to its clients and employees regardless of their location. We have numerous American experts that work for PQE Group, each of whom bring their own American history, knowledge, and experience. But we recognize that we need even more senior-level Americans to add to our consortium of Americans working in the US. Which brings us to the program we have identified that we believe will address the gap we recognize exists.

Q: Ok! So – can you tell us about the program you are introducing to the US?

A: Yes, of course. We know we will benefit by developing a network of senior-level industry folks, including technical, quality, AI, and regulatory-related subject matter experts in the pharmaceutical and medical device areas in the US, who could introduce PQE Group to individuals and companies in the US that could help us enhance awareness and grow our business in this very huge country. These professionals – who we refer to as advisors – all have extensive industry knowledge and experience and are primarily retired or independent, would help PQE Group to open doors that would otherwise be unknown or difficult to access.

Q: How will this program work?

A: We have already defined a process, which includes various steps that begin with the identification of potential advisors and continue through the recruiting phase; onboarding will occur that will help them fully understand PQE Group. Ongoing communication with our advisors regarding networking opportunities and introductory meetings will also be part of the process. In the future, we might establish an “advisory board” which will be made up of these advisors, who can work independently, like the first phase of this project, or as part of the overall group of board members. We have already developed an internal instrument that will maintain records and all activities carried out by PQE Group and each advisor. We have also defined an internal board of directors for this “networking” program which is comprised of PQE Group senior executives. I will coordinate the internal networking board and external advisory board and will uphold the direction and activities of the program and the advisors.

As advisors are identified and agree to participating in this new program as advisors, contracts will be developed and executed; we have already identified approximately one dozen advisors and we will continue to extend the list as this program rolls out and begins o demonstrate progress being made.

Q: What are the next steps?

A: As part of a trip to US in the second half of January, Gilda and Thomas Carganico are meeting with those advisors whose contracts are already in place to provide information on PQE Group and this program. We will then summarize the results of these meetings – and will welcome the advisors’ feedback and recommendations – on how we can best build networks with their help, and how we can work most effectively with them to build the program. We want this program to be based on open communication and round-table conversations that will help all of us identify and obtain the most beneficial outcomes from this program, as well as promote its sustainability and growth.

A: I’m excited to work on this initiative with Gilda, the internal networking board and other PQE Group colleagues, and the advisors, who will be the stars of this program. I believe that with our mutual efforts, open communication, thoughtful and innovative activities, and an openness to meeting new people and reaching out to industry people and organizations throughout the US, PQE Group can reach its objectives of building awareness, business, and even greater success within this extremely important market, the United States of America.