Grateful for the Leap: A Thanksgiving Reflection
By Sergio Armani | Founder & CEO, ACG-Clinical
As I sit here the day before Thanksgiving, I find myself reflecting on the journey that led me here.
Seven months ago, I launched ACG-Clinical. I am working harder and longer hours than I have in years. I am making significantly less money than I have in the last fifteen years. And I am happier, and less stressed, than I have been in a long time.
That is not how it is supposed to work, right?
But when I look back, the feeling that comes up the strongest is gratitude. Gratitude for the leap, for the people who opened doors, and for an industry that continues to give me purpose.
The Introduction That Changed Everything
Seventeen years ago, I was not in clinical research. I was in financial services, and I was miserable.
After my second economy-driven layoff in twenty years, I finally admitted the truth. There was nothing about that industry I was passionate about.
Then someone introduced me to the founders of Greenphire, now part of Suvoda. They had built a revolutionary platform but did not know how to sell it. They needed help.
I am grateful for that introduction. It changed everything.
I spent two years helping them build their sales strategy and hire a team. Some of those people are still there today. For the first time in a long time, I felt energized. Clinical research was complex, meaningful, and full of people who genuinely wanted to help patients.
I had found my industry.
The Manager Who Trusted Me
After Greenphire, I joined Bio-Optronics and eventually made my way to Schulman IRB, which later rebranded as Advarra. That is where I spent the next eight years.
I started as a territory BD rep and worked my way up to VP of Sales for the Review Services division.
I am grateful for the manager I had there. She trusted me. She confided in me. Together, we built the strategy that turned Advarra into the leading central IRB in North America. I was not just executing someone else’s plan. I had a seat at the table.
Those years shaped everything I believe about sales leadership today. Partnerships drive sustainable growth. The best sales organizations are built on trust, not activity metrics.
The Hard Moments That Led Me Here
Then things shifted.
Advarra went through leadership changes. The company moved into eClinical. My thoughts on strategy were no longer needed. I was losing my identity.
I was resentful at first. Over time, I accepted the reality. They had every right to run their business the way they saw fit. And maybe I was no longer the right fit.
I left on good terms. It was time for something new.
In the fourth quarter of 2022, I joined a former client to help build Helios Clinical Research as EVP of Sales. The timing could not have been worse. The industry contracted, and after fourteen months, I was let go.
And even then, I am grateful. Those hard moments pushed me to where I am now.
Betting on Myself
I found myself at a crossroads. It was humbling. It was scary. It was also clarifying.
I could have waited for the market to recover. I could have chased another VP job.
Instead, I bet on myself.
Seven months ago, I launched ACG-Clinical to help startups and small growth companies in clinical research build sales organizations designed for partnerships, not just pipelines.
It is the hardest work of my life. I wear every hat. I had to learn how to sell consulting when I am the consultant. I had no track record to point to. All I had was my experience and my belief that I could figure it out.
What I Am Grateful For
This Thanksgiving, I am grateful for so much.
I am grateful I took a chance on myself.
I am grateful for my wife. She is the one who convinced me to do this. She talks me off the ledge when things get hard, and she often has the final say on my marketing. I could not do this without her.
I am grateful I followed my own motto: never give up.
I am grateful for an industry that gives me a meaningful career.
I am grateful for the work itself. Supporting people involved in clinical trials. Working with founders to build sales strategies that drive revenue. Coaching BD reps and sales leaders.
I am grateful for the founders who listen, who want to be challenged, and who want to grow. Those are the people I love working with.
I am grateful for everyone who has supported me along the way. The introductions, the encouragement, and the belief that I could do this.
A Message for You
If you are reading this and considering your own leap, here is what I have learned.
Leverage your connections. The relationships you have built are your foundation. You will be surprised at who shows up to help.
Ask for help. You will not have all the answers. Find people who have been where you are going.
Never give up. There will be hard days. Keep going. The path reveals itself when you stay in motion.
Looking Ahead
Seven months in. A long way to go.
I am still learning. I am still growing. And I am still betting on myself.
I am excited to see what 2026 brings.
Happy Thanksgiving. I hope you find a moment to reflect on what you are grateful for too.
Ready to build something better in 2026.
I help clinical research startups and small growth companies build sales organizations designed for bold, sustainable growth. If you are a founder or sales leader who is willing to listen, be challenged, and grow, let’s talk.
Disclaimer: The information in this publication is for general informational purposes only and should not be construed as legal, financial, or regulatory advice. Armani Consulting Group, LLC, doing business as ACG-Clinical, disclaims any liability for errors, omissions, or actions taken in reliance on this content. Please consult qualified professionals for advice specific to your situation.