We have been approached by many companies and individuals over the years; this is a good example of the types of challenges people face, and how we can help.

• A new proteomics company needed to build a sales pipeline for their technology... they especially wanted entry to the biopharma/biotech market...
• A sales VP needed help ramping up sales; but he also wondered if there were more fundamental issues to consider...
• An important business opportunity appeared for a small company; the CEO and his team needed outside guidance to be sure they didn't blow it :) ...
• A partner in a VC firm needed due diligence on a technology business; looking for info and opinions - not a 500 page report - and needed it yesterday...
• A start-up company had the right staff at start-up, but 2 years into it and the CEO wasn't so sure; she needed an outside, objective perspective...
• This Parisian company had done great in Europe, but needed hands-on advice on how to get started in the US market...
• A medium-sized company ($US50M - $US100M) has an aggressive revenue target but already behind... what to do? ... 
• A huge technology business opportunity but no experience approaching and setting up business deals, this small company needed some experience organizing, planning and executing the process...  
• A small vc-backed Swedish company with a hot product line who wanted to set up business in North America...
• The first of several high-impact products past the alpha stage; they wanted to set up a beta site program...
• A distributor owes you $272,973 for shipped products... negotiate or call your lawyer? ... (both sides won)
• A salesrep was a producer but created problems; retrain or replace? Can you afford to cut her loose? ...
• A small company (<$US50M) has a new product extension and wanted to know if it would sell...
• A portfolio start-up company had no salesforce and needed help getting the pipeline filled up...  
• A CEO required a solid 5 year revenue projection; his series B funding depended on it...
• A company held a sales meeting needed a speaker with industry experience to address the #1 complaint: 'not enough leads'...

A summary of projects (a selection):

Client: Instrument & software company

Project: Identify, interview and appoint new distributors; find new business opportunities...

ADME & microarray software for desktop and enterprise solutions

• Using SciBiz database and network (rolodex), qualify and introduce client and technology to potential distributors in the market
• ID, qualify distributors for microarray software; create distribution chain
• Consult with strategic direction of company and products

Client: Instrument, reagent, start-up

Project: Identify market for new technology; find new business opportunities...

Platform technology for gene expression/proteomics/SNP

• ID, qualify technology partnerships and collaborations through access-type programs
• Qualify and introduce client and technology to potential customers in the market (using SciBiz's database and network; rolodex)
• Assess technology/market match with regard to potential niches, i.e., therapeutic antibodies, signal transduction, toxicogenomics, cell-surface receptors

Client: Consumable, reagent, start-up

Project: Assess technology/market niche for small volume, microfluidic, microplate-based product; find new business opportunities...

High value microfluidic, disposable, microplate for high throughput screening

• Survey market for correct product positioning; Identify first-buyer customer profile
• ID, qualify technology partnerships and collaborations through access-type programs
• Qualify and introduce client and technology to potential customers in the market

Client: Established contract design and consulting engineering company

Project: Find new business opportunities; build business pipeline...

Instrument design/bread-board fabrication for research and diagnostic markets

• Contact VP/CEO level prospects to introduce client (using SciBiz's database and network; rolodex)
• Set up conference calls and introduce new business prospects to begin sales process
• Followed progress of client-prospect discussions to advise when necessary

Client: Established biopharmaceutical company

Project: Do survey of CRO's who offer HTS services for kinase targets; qualify and recommend best vendor

Biopharmaceutical drug discovery group; kinase screening, small molecule

• Survey market for outsourcing companies that match client's requirements
• Interview companies to determine CRO capabilities, longevity in market, credibility, reputation, pricing models
• Write report for client suggesting top three CRO choices

Client: Start-up specialty chemistry company

Project: Find new business opportunities; build business pipeline...

Drug discovery & development platform technology for specialized chiral chemistry compounds and novel synthesis approach

• Understand market niche for high-value access to drug-like compounds for HTS and lead optimization
• Reach out to biopharmaceutical medicinal chemists to discuss difficult-to-make API centers
• Identify and contact potential chiral chemistry outsource development and manufacturing prospects
• Commence business development effort; concluded with a $1MM sale within 6 months to a biopharmaceutical company

Client: Well established liquid handling and microplate reader company

Project: Review distribution system in US; recommend and help to build a better system for products ranging in price from $US5K to $US750K...

Drug discovery & development liquid handling, robotic platform hardware and software, systems integration, lab automation systems, microplate readers 

• Evaluate distribution system, review sales and market numbers, make recommendations
• Added manufacturer's reps distribution system; guided the integration to smooth out any problems
• Today vendor is #1 in the US market

Client: SciBiz internal development project

Project: Develop biopharmaceutical database (worldwide) of companies, technologies, key people... (ongoing)

• Collect information on platform technologies especially related to drug discovery, screening, development, pre-clinical, clinical
• Database should also include chemistry based products, hit-to-lead candidates, small molecule and target candidates (i.e., DNA, RNA, protein, receptor)
• Highlight key people in biotechnology, biopharmaceuticals, big pharma, CROs, diagnostics, medical research, universities and government research
• This information will include protein and antibody products, assay chemistries, instrumentation technologies, bioinformatics software
• Include contract research and manufacturing services, bioinformatics, software platforms
• Project, started in 1995, now includes over 8,000 names related to technologies and organizations

Client: SciBiz internal development project

Project: Track average sales response by salespeople and companies after asking for information

• Select a significant number of companies to track (759 companies were tracked over 18 months)
• Request information on their products through the mail and/or the internet
• Measure the time of response, quality of response, and follow up by company sales and marketing
• Process data and generate report with conclusions

Client: Start-up instrumentation contract manufacturing company

Project: Survey market to understand need for high-end multi-detection microplate reader...

Instrumentation, reagent technologies related to clinical testing and fluorescence, fluorescence polarization in high throughput screening especially related to kinase assays

• Design survey to reflect high positive response (or not) for commercial feasibility of new product
• Survey marketplace at a screening symposium and follow up meetings in market
• Draw conclusions based on information collected and consultant's experience on instrument features, pricing and distribution model (this CMO decided to move ahead and design the first successful multimode microplate reader on the market and became a full-fledged instrument vendor

Client: Start-up bioinformatics/datamining company

Project: Find acquisition partner; build sales pipeline...

Bioinformatics and datamining software technology for data intensive genomics and proteomics applications

• Assess technology/market match for client's bioinformatics and datamining technology
• Approach more established bioinformatics organizations to feel out collaborative and acquisition potential
• Find fast-cash-flow marketing and selling techniques to help keep company afloat... (now, there was a challenge!)

Client: Start-up assay-detection technology company

Project: Build sales pipeline... introduce to market... business development... business intelligence

Immunoassay bioprocessing contamination technology

• Using SciBiz's database and network, reached out to likely users of this contaminant assay to begin sales pipeline
• Plan, organize, execute multi-city technical seminar series with several presenting companies and organizations; over 200 companies in attendance
• Assess technology/market match; assist in launch of DNA contaminant testing assay for biopharmaceutical injectable market

Client: Assay-platform start-up technology company

Project: Survey market to measure size and speed of implementation for complex assay; develop early access sales pipeline...

Multiplexing assay for proteomics and genomics applications

• Survey market for correct product positioning; Identify first-buyer customer profile
• Create an initial and market-palatable early access program for collaborative and commercial entry to market
• ID, qualify potential technology partners and collaborations; introduce client to their market

Client: Clinical diagnostics instrumentation/assays, start-up

Project: Do a global market analysis/survey for new tuberculosis assay system. Review sales and distribution plans 

Instrument/immunoassay and microbiological assay, TB diagnostics 

• Using SciBiz database and network, reached out to over 100 institutions around the world to ask about issues pertaining to TB diagnostics and potential usage
• Provided market analysis for new tuberculosis diagnostic instrumentation and reagent system
• Designed a new sales/marketing/distribution business plan for staggered country rollout

Client: Fluorescent polarization start-up

Project: Do a brief market survey for sales projections; find ways to fill sales pipeline 

Fluorescent polarization system, including reagents for high throughput screening market

• Survey Plan, organize, execute multi-city (4) technical seminar series with several presenting companies and organizations; over 100 companies in attendance
• Do a brief market overview to analyze sales potential for following three years

Client: Well established immunoassay company

Project: Create and lead seminar for this 40 person salesforce to focus on complex selling and negotiations...

Immunoassay (in particular antibodies) products for research and clinical, proteomics and genomics applications

• Work with company executives in understanding their goals; speak with reps to identify issues that affect sales performance
• Processing the information, developed a one-day seminar on practical negotiations strategies and tactics for their products and market
• Delivered sales seminar the following year during this company's international sales meeting

A few more...

• Assisted engineering and design firm in identifying significant business opportunities; client closed one $900K deal and presented with multi-million dollar opportunity
• Firm needed penetration into key account executive offices to present technology; opened a significant selling opportunity for this client
• Venture capital firm required fast-turnaround reporting on new diagnostics company and technology; my report resulted in successful financing of opportunity
• Proteomics-based start-up required new business opportunities for new business area; located $400K clinical diagnostics opportunity within 60 days
• Completed project with a leading technology company to better understand distribution strategies; recommended complete distribution makeover
• Identified and qualified small biotechnology vendor companies in need of cash infusion to join a biotechnology holding company; assist in acquisition of companies
• Created and led multiple market penetration seminars for multiple technologies and companies aimed at the biotechnology and pharmaceutical marketplace
• Assisted proteomics start-up in developing business plan, identifying and hiring key executives and identifying potential technology acquisition partners for exit
• Provided consultation to an emerging Contract Service Organization focusing in quality systems and validation related to FDA compliance issues
• Consulted with key immunoassay detection platform manufacturer on issues related to sales revenue projections for main product. Was within 10% of actual revenue
• Conducted North American sales and market penetration seminars with three separate companies in the bioprocess market. Attracted over 150 companies to these seminars, which accounted for major (>25%) sales increases for each client
• Negotiated a settlement between manufacturer and distributor in conflict; avoided very expensive litigation for client; parties now work together
• Created seminar Key Account Management Program (KAMP©)
• Created seminar People-to-People; Secrets of Business Development
• Created seminar Negotiations in the High Technology Marketplace