Virtual Networking in Life Sciences: Adapting Relationships in a Digital World
Imagine if the social distancing required during COVID-19 continued for another five years. How would businesses—and individuals—who rely on meeting new people to introduce products, services, and ideas continue to operate?
That question came up during a recent conversation with a new connection, Joyce Blatt. As anyone who knows me knows, I love connecting people and remembering their backgrounds so I can introduce them to others who may need their expertise. One of my business partners, Tom Ryan, met Joyce during a virtual biotech networking meeting and suggested we connect. Joyce and I quickly realized we share something in common—we’re both connectors.
Joyce raised an important challenge: how do we continue to do this work in a mostly virtual world? How do we keep our ears to the ground and remain genuinely helpful without in-person meetings? When we meet face-to-face, we pick up cues naturally—photos in an office, shared interests, energy, personality. In virtual settings, we have to adapt. Tools like LinkedIn become essential, allowing us to learn where someone lives, went to school, or what they’re interested in—sometimes in real time during the conversation.
In-person meetings make it easier to quickly assess someone and decide who to follow up with. Virtual networking is different—sometimes better, sometimes worse. On the downside, you can’t meet as many people as you might while “working a room.” On the upside, conversations tend to be more focused. In a one-to-one Zoom call, you’re fully present rather than scanning the room for the next interaction.
During my conversation with Joyce, I had an “aha” moment. I was venting about virtual events that don’t include dedicated networking time and how unproductive they can feel—logging in just to say “hi” in a chat window. Then I realized I’ve attended many small, in-person industry meetings over the years where I spent an entire day for only one or two meaningful conversations.
I once sent a colleague to one of these meetings in my place. His feedback was blunt: “What a waste of time—why do you go?” My answer was simple. In this industry, selling requires trust, understanding, and credibility. By showing up, I become part of the community. I learn their challenges. And during breaks or lunch, I build relationships.
At one such meeting, an attendee asked for help sourcing items for pharmacy school graduates. I connected her with promotional materials from multiple vendors—pens, notepads, flash drives, wireless mice. From that moment on, I wasn’t just a salesperson. I was a trusted resource.
That realization brought everything full circle. If I was willing to attend an in-person event all day for a couple of conversations, then virtual events deserve the same commitment. Even if they feel inefficient, they still provide opportunities to connect, learn, and be helpful. I can remain productive during sessions, engage in Q&A, contribute in chat, and—most importantly—stay part of the community.
The medium has changed, but the purpose hasn’t.
About GLSA
Global Life Sciences Alliance (GLSA) connects biotechs, pharma, CROs, and clinical research sites with the right experts, advisors, and solutions to accelerate development and reduce risk. With a network of more than 200 trusted partners spanning pre-clinical and clinical research, GLSA offers flexible, cost-effective access to specialized expertise and services that support early-stage biotechs, mid-size pharma, and global pharmaceutical companies.
When you need trusted, global resources to accelerate your research, GLSA helps you scale smarter and move you forward with confidence.
To learn how GLSA can support your organization, connect with Denise McNerney or Chris Matheus for a conversation about your goals and challenges.