SciBiz International
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a few project descriptions


Consulting for almost two decades has given me a rich experience of technologies and markets to learn from. The projects have been varied and for the most part, challenging... so I thought I'd give you an idea of the kind of work I have done. The is a sampling of the many projects I have done over two decades. Most projects took 3-12 months, with several long-term projects that lasted several years.

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 CROs 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