The necessity of resilience: There will be setbacks and failures. Resilience helps you overcome them and continue moving forward. We faced numerous obstacles in our initial product launches, but our resilience kept us striving towards our goals.
As a part of our series called ‘Five Things I Wish Someone Told Me Before I Became A CEO’ we had the pleasure of interviewing Gary Long.
Gary Long is the Chief Executive Officer of Botanical Sciences. With an extensive background in healthcare in the state and across the country, Long is uniquely qualified to lead Botanical Sciences on its journey to provide hope and relief for the patients of Georgia.
Most recently, Long served as Executive Vice President and Chief Commercial Officer of R1 RCM (NASDAQ: RCM), offering technology enabled revenue cycle management services for healthcare providers across the country. While at R1, Long led the company to unprecedented levels of market success and profitable revenue growth.
Previously, Long held numerous executive leadership roles within the healthcare industry. He spent nearly six years with Premier Inc (NASDAQ: PINC), one of the leading group purchasing organizations and healthcare technology companies, and 11 years at McKesson (NYSE: MCK), one of the largest pharmaceutical distribution and health technology providers in the country.
In his free time, Long enjoys giving back to the community. He serves as a board member for an organization dedicated to the empowerment of underserved youth through mentoring programs and scholarships for post-secondary education. Long values spending time with his family and living an active lifestyle, with his favorite activities including golf, tennis and pickleball.
Thank you so much for joining us in this interview series! Before we dig in, our readers would like to get to know you a bit more. Can you tell us a bit about your “backstory”? What led you to this particular career path?
I’ve always had a deep passion for health and wellness, which initially led me to pursue a 30+ year career in the healthcare industry. Over time, I realized that there was a significant gap in the market for natural, plant-based treatments, especially in the realm of medical cannabis. The potential benefits of medical marijuana in improving patients’ quality of life inspired me to pivot my career. Leading Botanical Sciences as Georgia’s first state-licensed medical marijuana company has been a fulfilling journey, allowing me to merge my passion of helping advance healthcare for all with my expertise in scaling companies.
Can you share the most interesting story that happened to you since you began leading your company?
One of the most interesting experiences was the first time we received feedback from a patient whose life had been significantly improved by our products. A mother shared how our medical cannabis oil helped her child manage severe autism when no other traditional medical treatments were effective. Hearing her story reaffirmed the importance of our work and motivated our entire team to push forward, knowing that we are making a tangible difference in people’s lives.
Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lesson you learned from that?
Since we were the first company to receive a license in Georgia there was no playbook or model on how to do start and run a medical marijuana business in a conservative state. There have been a few instances over the early years where we have made mistakes, but each time our team has been incredibly resilient and quickly pivoted. That is a true sign of a solid group of dedicated people who won’t be stopped from fulling the mission of the company.
None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?
I believe careers are a mosaic of the people and experiences a person encounters over time. From a very young age I’ve always had the awareness to seek those that I can learn from and emulate. Specifically, when I was in my early 30’s I was struggling to determine my path forward and felt a bit overlooked within a very large and well-known Fortune 100 company. Soon thereafter a senior executive took notice of the impact I was having on the business, and he subsequently pulled me aside and asked if I’d be willing to join his team in a high-profile role. His belief and trust in my ability was all the fertilizer I needed to flourish. I always look back on that time with gratefulness and I pay that same grace forward to others who show the skill and desire to do great things.
Leadership often entails making difficult decisions or hard choices between two apparently good paths. Can you share a story with us about a hard decision or choice you had to make as a leader?
Tough decisions come with the territory of being an executive. In the early days of Botanical Sciences there were a few legacy employees who were well intentioned but didn’t possess the needed skills, experience and demeanor to help the business scale from a start up to a high functioning company. We always try to find an alternative role for folks in that situation but sometimes both the company and employee are better off pursuing new opportunities. Those are always difficult decisions and never taken lightly but they are necessary to building a company of value.
Most of our readers — in fact, most people — think they have a pretty good idea of what a CEO or executive does. But in just a few words can you explain what an executive does that is different from the responsibilities of the other leaders?
An executive’s typical role is to set the vision and strategic direction for the company, ensuring that all departments align with and work towards these goals. Unlike other leaders who may focus on specific functions, an executive must have a holistic view of the organization, balancing short-term operations with long-term growth and sustainability. Even more importantly I see the role of the executive leader to be the culture warrior of the business, making sure its guiding principles and identity are ingrained and upheld in and outside of the business.
What are the “myths” that you would like to dispel about being a CEO or executive? Can you explain what you mean?
One common myth is that being a CEO means you have all the answers. In reality, a significant part of the role involves asking the right questions, seeking advice, and making decisions based on a collective pool of knowledge. The CEO’s job isn’t glamorous as portrayed on TV and movies; while it has its moments, it often involves long hours, difficult decisions, and a high level of responsibility.
What is the most striking difference between your actual job and how you thought the job would be?
While I’ve found myself deeply involved in not only setting the vision and strategy for the business I have spent considerable time on operational details, especially in the early stages, to ensure the company’s foundation is solid. The hands-on approach has been crucial for our growth and success. In addition, due to the extremely dynamic nature of the legal and regulatory environment with marijuana at both the state and federal level it has added another layer of complexity that requires a considerable amount of both my time and attention.
Do you think everyone is cut out to be an executive? In your opinion, which specific traits increase the likelihood that a person will be a successful executive and what type of person should avoid aspiring to be an executive? Can you explain what you mean?
I don’t believe everyone is suited to be an executive. Key traits for success include resilience, adaptability, and a strong sense of empathy. Executives must be able to handle stress, pivot when necessary, and understand their team’s needs. Conversely, those who prefer a stable routine and find it challenging to make tough decisions might find the executive role overwhelming.
What advice would you give to other business leaders to help create a fantastic work culture? Can you share a story or an example?
Creating a fantastic work culture starts with transparency and inclusivity. At Botanical Sciences, our leadership team and staff created the key attributes of our culture. This is profound as it has created a very visible and pragmatic identity that is somewhat self-enforcing. In addition, to ensure that we stay connected at all levels of the organization we hold regular, monthly all-hands meetings where we provide detailed updates and every team member can voice their ideas and concerns. This practice has fostered a culture of openness and collaboration.
How have you used your success to make the world a better place?
We’ve used our platform as Georgia’s first physician founded medical marijuana company to advocate for broader access to medical cannabis and to support research into its therapeutic benefits. Additionally, we’ve launched community outreach programs to educate the public about the benefits and safe use of medical cannabis. Our commitment to social responsibility extends to supporting local charities and health specific initiatives for many of the state’s qualifying conditions.
What are your “Five Things I Wish Someone Told Me Before I Became A CEO” and why? (Please share a story or example for each.)
1. The importance of adaptability:
The market and regulatory landscape can change rapidly. Being able to pivot quickly is crucial. Early on, we had to adjust our business model due to unexpected regulatory changes, which taught us the value of flexibility.
2. The value of a strong support network:
Surround yourself with advisors and mentors. Their guidance can be invaluable. For example, having a network of industry experts helped us navigate complex licensing processes.
3. The significance of work-life balance:
It’s easy to get consumed by work, but maintaining balance is essential for long-term success. I learned this the hard way after experiencing burnout in the first year.
4. The power of clear communication:
Effective communication can prevent misunderstandings and align the team with the company’s vision. Implementing regular updates and clear communication channels has been a game-changer for us.
5. The necessity of resilience:
There will be setbacks and failures. Resilience helps you overcome them and continue moving forward. We faced numerous obstacles in our initial product launches, but our resilience kept us striving towards our goals.
If you could inspire a movement that would bring the most amount of good for the greatest number of people, what would that be? You never know what your idea can trigger.
I would inspire a movement towards integrative medicine that combines traditional and alternative therapies. This approach can provide comprehensive care, improving overall health outcomes and promoting wellness.
Can you please give us your favorite “Life Lesson Quote”? Can you share how that was relevant to you in your life?
“Success is not final, failure is not fatal: It is the courage to continue that counts.” — Winston Churchill. This quote resonates with me because it underscores the importance of perseverance. In the face of challenges and setbacks, it’s the determination to keep moving forward that leads to eventual success.
We are very blessed that some very prominent names in Business, VC funding, Sports, and Entertainment read this column. Is there a person in the world, or in the US with whom you would love to have a private breakfast or lunch with, and why?
I would love to have a private breakfast with Elon Musk. His visionary approach to business and relentless pursuit of innovation are incredibly inspiring. I believe a conversation with him would provide unique insights into thinking beyond conventional boundaries and driving transformative change.
