I just received a call from “M”, my totally competent and wonderful household helper.  The call went like this: “Hi Karen, I just thought I’d call you because I’ve had a cancellation this week, so I’ve got a slot available.  I know you said you wanted more Read more...

Step Away From The Excel Spreadsheet.  Step. Slowly. Away. I know how hard it is to move away from Excel.  All my account finances are organised in there; I colour in little rows and columns in a systematic way, every month (at least to me) and it all works.  Very slowly.  Not very Read more...

Sales teams, especially ones working in my area of preclinical and clinical development services LOVE website enquiries. “Gotchas”, they call them. As a starting point along a long sales process to closure, the website sales lead is better than most.  A person has taken the time to Read more...

How many times have you seen this scenario: the end of the month is approaching, the revenue forecast is looking decidedly shaky and your business development team are grappling for a lucky last-minute break so that everyone can relax for another few weeks? Then it happens: Panic.  Read more...

Here are some tips and resources for biotech start-ups who are building their commercial teams and sales resources. It’s not a finite list by any means but all too often they are forgotten, taken for granted or ignored. They are tried and tested and will save you a lot of time, money and Read more...