Doug
Manager, Toronto Office
Education
UNIVERSITY OF TORONTO, Rotman School of Management
M.B.A., 2004
Activities at Rotman: Executive member of the Consulting Club and the Business Technology Group; placed second in the International MBA Case Competition at Concordia University in Montreal; placed third in the Richard Ivey School of Business, Business Plan Competition
QUEENS UNIVERSITY
B.S. in Engineering Chemistry, 1997
Memories of Queens: Enjoyed a third–year exchange to the University of Strathclyde in Glasgow, Scotland.
Hometown
Milton, Ontario, Canada
ZS Career Path
Consultant, 2004
Manager, 2006
On the work
“A client wanted us to develop a call planning process that could be updated on a semi-annual basis. The plans were to be developed for each territory and be reviewed by each sales representative. As the lead consultant on the project, I was heavily involved in the development of the call planning methodology, the preparation and delivery of client presentations, and in communicating the new call planning process to the client field sales organization. At the completion of the project, the call plan had been reviewed and updated by the more than 600 reps in the client organization and this local knowledge had been incorporated into the national plan.
"The client was challenged with developing a fair and motivating incentive compensation plan for a small account management team. The team's objective is to agree to contracts with accounts and thereby grow sales. The IC plan design is complicated by the long 'sell cycle' associated with the contracting and a desire to ensure that the account managers get the best contract possible. The small team size and the large sizes of the account made sales-based goal setting a challenge. The recommendation used a combination of sales, contract cost, and customized objectives to measure the performance of the account management team."
On ZS values
Treat People Right: “One of things that surprised me most when I first started at ZS was the amount of time Principals would spend with a new Consultant to help with project work. This involvement from the experts creates an environment in which to learn incredibly quickly. The challenges of the projects force me to always learn and improve, but the environment at ZS provides many people to learn from and have lots of support."
On life outside work
“Outside of work I enjoy running 10ks and half-marathons, and watching basketball."
On the Toronto office
“The Toronto office's location is perfect—it is only steps from the subway. In the winter, the underground PATH system is amazing, as you can run errands and get lunch without going outside. The office is also steps from great restaurants, theaters and the Air Canada Centre. The small office is fantastic as it makes for an open environment where everyone knows and helps each other."