The Covid-19 crisis presents us with many challenges. One of the more frustrating for business development professionals and owners of companies for whom market engagement is key is not being able to meet the customer. The US is the biggest market in the world and yet we cannot get there. Not physically, and not for now at least. In any normal circumstance engagement with a key market such as the US would see conference attendance 4-6 times a year, at least one roadshow in key geographies such as Massachusetts or California and a growing rolodex of contacts from across the US customer base. But we are not in any normal circumstance and the lack of contact with the customer and a diminished ability to fill our CRMs with live leads is affecting our ability to drive business growth.
Moreover, ‘boots on the ground’ in the US has always been a key component to success in this market. A familiar accent and a knowledge of the local environment has always given British and Irish firms a boost when looking to export the high levels of innovation developed on these shores across to customers in the States. That is one of the reasons we launched the Global Life Science Alliance (GLSA). The GLSA brings together a group of experienced, well connected business development professionals with domain expertise in every aspect of drug discovery and development. With over 40,000 contacts across the industry, the GLSA can amplify your reach into one of the most important markets for life sciences and healthcare. And because the majority of the alliance are based in the US and have deep and rich networks across the country, your conduit to market success could be in the hands of our group of professionals.
This isn’t just a numbers game. The GLSA don’t subscribe to generic messaging or blanket sales. We have established a rapport with all the major pharma, biotech and CROs to understand where their pain points and needs are. This allows us to place solutions in the right context when approaching potential customers. The result is a more receptive engagement, a conversation based on needs and solutions and ultimately, increased sales and business growth.
There’s added value, too. As we seek to understand your business, the GLSA bring strategy to the discussion. We have started, grown and operated our own businesses so we understand how to scale and how to adjust strategy to accommodate market needs. We are also highly objective bringing a fresh perspective to commercial strategy within your company.
Furthermore, its cost effective. Your options, of course, include recruiting a full time Business Development professional in the US. By the time you invested in the recruitment process, covered salary and expenses the costs far outweigh an engagement with a group of professionals with far more contacts and several different perspectives on the challenge in hand.
The GLSA employs a range of approaches to ensure your technology or solution has the attention of your customers. From leveraging our contacts within the industry to tailored marketing campaigns, social media and messaging, being present in a market you can’t get to need not be a challenge now you have the option to bring into your team a local solution to a global market.
Do reach out to us and lets explore how best we can open up the US market in a time where crossing the Atlantic just isn’t an option.
Dr Robert Grundy, Partner, Global Life Sciences Alliance