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Michael Harney

PartnerNew York

Brings deep expertise in sales and marketing functions, partnering with companies across sectors to implement commercial transformations

Michael is a partner in our New York office and leader in our Growth, Marketing & Sales Practice and our advanced industries sector. His work primarily centers around helping clients drive sustained growth and commercial productivity, from strategy through long-term capability building. Over the past ten years, he has focused his energy on serving leading institutions on this journey, including topics like growth strategy, go-to-market transformation, omnichannel journey optimization, business innovation, pricing, sales capability building and performance management. He is the cofounder of McKinsey's global sales and pricing academy as well as our work in boats and recreational vehicles.

Examples of his recent client work includes the following:

  • leading a multiyear global commercial transformation for an advanced-industrial company, resulting in a fully redesigned go-to-market model, new sales processes and channels, and a revised pricing system, as well as enabling a 15-20 percent improvement in sales productivity and more than $120 million in lasting impact
  • designing and launching a new commercial strategy for a leading consumer-manufacturing company, from conception through product design and commercialization, targeting greater than five percent market growth
  • delivering a holistic transformation for a leading industrial manufacturing company, resulting in more than $450 million in sustained financial impact along with radically enhanced capabilities and improved organizational health
  • developing an innovative pricing and contracting strategy for a leading distribution company, incorporating our digital expertise to build an integrated set of tools for finance and field-sales-force deployment, resulting in increased speed to market, improved market intelligence, and a $50 million increase in gross profit

Prior to joining McKinsey, Michael was a member of the operations leadership-development program at a global defense, security, and aerospace company where he served in several operating leadership roles across the enterprise.


Meeting the needs of younger boat and recreational-vehicle buyers,” McKinsey & Company, April 2023

Building next-generation B2B sales capabilities,” McKinsey & Company, February 2022

Putting sales organizations on the path to a successful transformation,” McKinsey & Company, July 2019

Meet the missing ingredient in successful sales transformations,” McKinsey & Company, June 2019


BAE Systems
Operations leadership-development program

Pratt & Whitney (United Technologies)
Operations management


Northeastern University, D’Amore-McKim School of Business
MBA, finance

Syracuse University, Martin J. Whitman School of Management
BS, marketing and supply-chain management