A Fresh Look at Your Potential Market.

Focused Business Development.

Achieving commercial success with a scientific innovation is rarely easy.  So often new companies founded on innovation and great potential fail to make it because their true value has not been recognised by investors or potential customers.

Overly Complex Slides, Under-equipped BD Team?

An enormous slide collection full of scientific detail, lists of capabilities and company background details.  An over-reliance on your CSO to communicate the scientific strengths to your potential clients. Does this sound familiar?

As life science companies begin to ramp up their commercial activities, the task of tooling up a savvy BD team becomes critical to future success.  The messages that were clear in the minds of the founders need to be defined, re-shaped and tested so that they work for an expanded commercial team.

The lecture-style consultative selling is great for the leading expert with 20+ pharma experience and a long, distinguished career. But the tactics these people use don’t work with anyone else, let alone sales people whose job it is to progress and close a deal.  This takes a different set of skills and a different set of tools.

In my 11+ years of commercial life science experience, I’ve grown businesses servicing pharmaceutical R&D, preclinical and clinical development.  I’ve been a successful business development director and know first hand how to identify potential clients, engage their interest and progress a deal through to closure.  I can take a fresh look at your product or service portfolio, how it’s positioned to potential customers and what it would take to make it better.

A Targeted Business Development Strategy

An unfocused BD team wastes a lot of time and money attending fruitless sales meetings. They meet the wrong people, at the wrong time and discuss products and services that would be difficult to deliver.  By taking a step away from the daily tasks involved in delivering your monthly revenue stream, I’ll help you to better define your ideal customer and develop a targeted BD strategy that identifies business prospects that are matched to your company’s core capabilities.  The end result will promise to be a BD team that operates with improved efficiency and productivity.

If you need to start commercialising your life science products and services, or need a fresh look at how you’re marketing and selling, please contact me.