FAQ’s:

Q: Who do you work with?

A: I work with small to mid-sized clinical research companies — including site networks, clinical operations consultants, and technology vendors. Most clients either don’t have a commercial leader or are looking to strengthen their team with outside strategic support.

Q: How can sales consulting help my research site?

A: Research sites face unique challenges in attracting sponsors and CROs. My clinical research sales consulting helps sites effectively communicate their value proposition, develop sponsor relationships, and create sustainable growth strategies that highlight your site's strengths and capabilities.

Q: What value do you bring to clinical research technology companies?

A: Technology vendors in the clinical research space often struggle with lengthy sales cycles and complex buying committees. Having led sales teams for clinical research technology companies, I help tech vendors create targeted sales strategies, develop messaging that resonates with research organizations, and implement effective sales processes that shorten time-to-close and increase win rates.

Q: How do you support IRBs with their commercial efforts?

A: IRBs operate in a highly regulated environment where traditional sales approaches often fall short. My eight years of experience working directly for an IRB allows me to help these organizations develop consultative selling approaches, create value propositions beyond regulatory compliance, and implement growth strategies that respect the ethical framework within which IRBs operate.

Q: What makes your consulting valuable for small CROs and specialty consultants?

A: Small CROs and specialty consultants often compete against much larger organizations with extensive business development resources. I help these organizations develop niche positioning strategies, create targeted prospecting plans, and implement sales approaches that leverage their agility and specialized expertise to win against larger competitors.

Q: What makes your approach different from general sales consultants?

A: My 17 years of experience specifically across the clinical research ecosystem—working with site networks, IRBs, technology vendors, and a data provider—means I understand the industry's unique dynamics from multiple perspectives. Generic sales approaches often fail in clinical research, where relationships, regulatory considerations, and specialized knowledge are critical success factors.

Q: How does a fractional CCO or Sales Leadership arrangement work?

A: As your fractional CCO or Sales Leader, I provide executive-level commercial leadership on a part-time basis. This gives clinical research organizations access to strategic guidance, sales team development, and revenue growth initiatives without the cost of a full-time executive. Arrangements typically include regular strategy sessions, sales team coaching, and hands-on support with key accounts.

Q: I'm just starting to build my sales function. Can you help at this early stage?

A: Absolutely. Early-stage sales development is one of my specialties. Whether you're a research site network looking to formalize your business development approach or a clinical technology startup creating your first sales process, I help organizations build effective commercial foundations that scale as you grow.

Q: How familiar are you with selling to specific buyer roles in clinical research?

A: Having worked across the clinical research ecosystem, I understand the motivations and concerns of key decision-makers including principal investigators, site directors, clinical operations leaders, procurement teams, and C-suite executives. This multi-faceted perspective helps me develop targeted sales strategies that address the unique priorities of each stakeholder in the buying process.