What’s Frank Marchesani, an avid golfer since 2016, learned about himself courtesy of the fairway? That preparation, perseverance, and resilience will eventually pay off.

The evidence is in his having sunk a hole-in-one twice. But the game’s core lesson about himself, it’s that if he is passionate about something, he will dedicate himself to doing it at a high level.

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Frank Marchesani

Vice President, Business Development

Negotiation Consultant

This is the passion and dedication he’s brought to nearly 35 years in the biopharma industry, which is every bit as applicable to the golf course as it is to the conference room.

“I have a passion for mentoring and teaching people useful business skills,” he says, pointing to his 25 years in business development and 15 years leading and mentoring sales individuals. During his career, he’s negotiated multi-million-dollar contracts with the likes of AstraZeneca, Pfizer, GSK, Merck, Eli Lilly, BMS, and Gilead.

His time spent managing teams achieving sales targets upwards of $200 million, all the while supporting contract negotiations, taught him something else about himself, which comes in handy now that he’s a Scotwork negotiation expert. “I cannot say I was passionate about negotiation,” he admits. “In fact, it used to bring great anxiety and trepidation. Once I learned, through Scotwork, that there is a logical process that is easy to understand and implement, I developed a passion to share it with other people. Most people do not look forward to negotiation. I see my audience as those people.”

Those people are certainly an audience. But there’s another: Anita, his wife of 30-plus years, with whom he raised their sons, Lucas (late twenties) and Alex (early twenties). Now settled in Florida, far removed from one too many Pennsylvania winters, the couple have carved out a nice life for themselves — one that, we can only assume, is in close proximity to a golf course.

“I’ve had some great mentors along my personal and career paths,” he says. “And I’d like to think the game of golf is one of them.”

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