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