Cases

Selected assignments

A selection of consultancy, interim and training assignments, from early-stage start-ups to international diagnostics companies.*

Consultancy and interim

Commercial strategy that takes hold

InterimWomen's health

A developer of molecular assays for HPV-induced cancers

Challenge
Accelerate the international commercialisation of molecular screening and triage assays for cervical cancer prevention.
Result
Strategic partnership contracts with global diagnostics companies, distributors and laboratory networks. Implementation of in-house production.The assignment turned into a permanent role as CCO and COO.
Approach

Started as market development consultant: business development and business-to-business contracting with existing and new commercial partners.

InterimBioinformatics

A scale-up in immune repertoire sequencing and bioinformatics

Challenge
Drive market uptake of a data analysis platform for biotech and pharma, and professionalise a young sales function.
Result
Strategic contracts closed and a repeatable commercial organisation in place.The interim role turned into a permanent leadership position.
Approach

As interim VP Sales: fine-tuned the sales strategy, implemented sales processes and CRM, and founded and shaped a team of account managers and application scientists.

ProjectGenomics

A genomics company with a proprietary NGS technology

Challenge
Convert a service-based offering into a more scalable one.
Result
Positioning and introduction of a scalable kit offering alongside the service.
Approach

Defined the target customers and positioning, ran market surveys and developed the pricing model for a kit-based commercial model.

ProjectOncology

A spin-out of a global health technology company

Challenge
Position a novel pathway-based oncology test for pharma partners in the EU and US during the spin-out phase.
Result
A clear value proposition and partnership model to engage pharma partners.
Approach

Sales and marketing management, and development of the positioning and the pharma partnership model.

InterimWomen's health

A diagnostics start-up developing NGS-based HPV assays

Challenge
Prepare two new cervical cancer assays for funding and market entry.
Result
A go-to-market strategy and investable fundraising story for both assays.
Approach

Developed the commercialisation strategy and the commercial substance of the investor story.

AdvisoryWomen's health

An oncology start-up predicting chemotherapy response

Challenge
Develop a test service to predict platinum resistance in ovarian cancer, within a national biotech acceleration programme.
Result
Commercial perspective built into the product development from an early stage.
Approach

As member of the project steering committee: business and commercial guidance on product development, clinical positioning and market access.

Trainings and workshops

Skills that stick

In-companyStrategic Selling

A global diagnostics manufacturer

Challenge
Bring a structured approach to complex opportunities across three international sales teams.
Result
Participants rated the training close to 4 out of 5 on average. The method is now part of the teams' deal reviews.
Approach

A tailored two-day strategic selling programme with participants' own opportunities, followed by an implementation roadmap: criteria for complex deals, review standards, red flag management and regular deal reviews.

MasterclassFounders

A national masterclass programme for biotech founders

Challenge
Help scientific founders understand why great science does not sell itself.
Result
Founders left with a sharper view of adoption barriers and a practical structure for customer conversations.
Approach

A session on navigating complex healthcare sales: adoption, decision-making units, value translation and customer discovery, with exercises on the founders' own propositions.

In-companySales and trade shows

Life sciences and diagnostics companies

Challenge
Strengthen the commercial skills of sales teams, application specialists and technical experts.
Result
Participants applying a clear structure in customer conversations and at events, with follow-up appointments as a standard.
Approach

Practical trainings in sales conversations and selling at trade shows, built around real cases from the participants' own work.

In-companyDebate moderation

A research centre in paediatric oncology

Challenge
Prepare researchers to moderate lively and fair debates within their research community.
Result
All participants would recommend the workshop to a colleague, with an average rating of 4.6 out of 5.
Approach

A train-the-trainer workshop on the moderator's role, techniques and handling difficult situations, with practice rounds.

* Client names are not shown, out of respect for confidentiality.

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