Growth
Searching for solutions
How Tim Guertin grows Varian by finding answers to three key questions
By Kristy J. O’Hara
Smart Business Northern California | June 2009
Page 1 of 4
Tim Guertin has three questions he continuously asks his employees to answer to ensure that Varian Medical Systems Inc. continues growing.
“Obviously, growth comes from people wanting to buy your products in ever greater numbers, so the first question you have to ask yourself is, ‘Why would they do that, and how do you make them do that more?’” he says.
Next, he asks how to make the products more efficient and make people happier using them. Lastly, he asks how Varian can get more people who aren’t customers to buy its products, which are medical devices and software used to treat cancer patients.
If you can find the answers to those three questions, then it’s likely that success will follow.
“Do those three things well, I think you’ll grow,” says Guertin, president and CEO of Varian.
He has learned that in order to answer these questions effectively, he and his employees have to focus on their customers, be open to criticism and also be inspirational. As a result of doing these things, the business has grown from $1.6 billion in fiscal 2006 to $2.1 billion in fiscal 2008.
