President and CEO Martha Samuelson Interviewed on the Firm’s Expertise and Growth
October 17, 2014
In an interview with Leaders magazine, "Removing Barriers to Growth" (October 2014), Analysis Group President and CEO Martha Samuelson discussed the values and collaborative culture that have been critical to the firm's success. Reflecting on the growth of the firm from "around 70 people" in 1992 to "almost 700" in 2014, Ms. Samuelson emphasized the importance of Analysis Group's business model: "We run the firm genuinely as one firm. We have one P&L for the whole organization as opposed to P&Ls for practice areas or offices," Ms. Samuelson explained. "This encourages collaboration and allows our clients to be directed to the best possible resources within the firm." She also acknowledged the challenges and opportunities related to maintaining the firm's values as it continues to increase in size and scope. Ms. Samuelson explained that while "about three-quarters of the firm's work" comes from often high-profile litigation work, non-litigation work, particularly in health care consulting, has continued to grow as well.
Reflecting on the firm's collaborative culture and focus on mentoring, Ms. Samuelson stressed the importance of "expertise and empowerment up and down the line." "The product we offer is expertise," she explained. "Our model, where we focus on the team, is better for the experts we attract to the firm, and is better for our clients. Having the right people leading the project and a deeply motivated team at all levels is our value proposition." Ms. Samuelson contended that this approach attracts a diverse roster of academic experts to address changing client needs, while also empowering junior staff members to speak up and be heard. "Experts have to be great writers and communicators, but the whole case team is important." She added, "We have young analysts who walk in out of college who will be doing important analytical work on projects, and they will sometimes tell the team that the analytical work is producing different results than expected and that maybe there is a different and better way to see the problem."