Kelly Tousi
Principal
ZS Associates
When Kelly Tousi was about to get her MBA, she fully intended to pursue a career in life sciences—where she had a background—in a marketing and product management role. That was before she attended a presentation given by Chris Wright, now the managing director of ZS Associates, who described this small but growing consulting firm.
"As I listened to Chris' description of the work and of the clients, I could see myself fit that description," Tousi says. "I was faced with a choice between a role at a great medical device company (that is now my client) or ZS."
Then Tousi did a very consulting thing. She made a spreadsheet to list the pros and cons and industry won out. She went so far as to write a decline e-mail to ZS but never sent it. "This firm and this profession stirred a strong passion in me. I knew that I needed to see what consulting—and ZS—was all about," she says. "I went against my own 'data' and joined ZS."
Today, Tousi is a Principal at ZS Associates with 25 years of experience in the healthcare and life sciences industries where she helps client companies in the diagnostics, medical device and healthcare supply chain industries improve their sales and marketing strategy and execution.
"My passion comes from the opportunity to work with clients and help them implement changes that will make them successful," she says. "All of my work—and that of consultants—involves change to some degree. I am energized when I work with clients to not only determine what should be done, but how to do it. Every day I can make an impact on people—for better or for worse—and there is no greater motivator."
And in Tousi's case, that impact is for better. She serves as a leader of the firm's Women's Leadership Initiative, a role she relishes. "Just the other day, a young college student came up to her after a presentation and told me that she was so excited to hear not only about ZS, but also about how Tousi had raised a family while in consulting. There's a perception out there that women consultants can't do both, Tousi says.
"By far, my biggest challenge was to find a way to juggle my consulting career with my family," Tousi says. "My advice to young women is to not let the challenging pace of consulting intimidate you. Instead, embrace it."
Tousi says it's important for women to find the right firm. Too many firms, she says, struggle to demonstrate empathy for the issues that women (and men, too) face with work/life balance. "We need to find better ways to demonstrate successful models for newer consultants," she says. "At this point in my career, my focus is to find ways to encourage women to join consulting, and to remain in this profession through different life stages."
What's the best advice (consulting or otherwise) you've ever received?
"When I first joined ZS, I remember talking with my principal about an upcoming project. He asked me whether I was comfortable with it and I replied "No – but I know I will get there." I was not sure what reaction I would get; I thought I would be seen as less confident by admitting my lack of knowledge. His response has stayed with me for over 13 years: 'Good, to be a great consultant, you have to get comfortable with being uncomfortable.' "
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