Go-to-market and commercial strategy
Which market first, which customers, which channel. A clear plan your team can actually execute.
Consultancy
Accelerating the uptake of your innovation.
I help start-ups and scale-ups in life sciences, biotech and molecular diagnostics turn promising technology into a commercial proposition that customers adopt. From your first customers to international scale-up.
What I help with
Commercial strategy that takes hold
Product propositions
Translating your science into value for each stakeholder: clinical, economic and operational. The same product, explained the way each buying influence needs to hear it.
Market access and adoption
Guidelines, reimbursement, key opinion leaders and screening programmes. Getting your test or solution from validation into routine practice.
Business development and partnerships
Distributors, laboratory networks, insurers, diagnostics and pharma partners. Finding the right partners and structuring the deals.
Funding, pricing and positioning
Commercial substance for your investor story, pricing models that work, and positioning that holds against competitors.
Sales processes
Sales processes, pipeline management and CRM that make growth repeatable and help you close deals faster.
Ways to work together
Interim, project or advisory
Interim
Temporary commercial leadership, for example as VP Sales, Chief Commercial Officer or Chief Business Officer, until your team or permanent hire is in place.
And if the collaboration works well for both of us, it may grow into a permanent leadership role.
Project
A defined assignment with a clear deliverable, such as a business plan, product proposition, pricing model, market entry plan or partnership strategy.
From early-stage start-ups to established scale-ups: I have delivered projects at every stage of commercialisation.
Advisory
A strategic sparring partner for founders and management teams, or a seat on your steering committee or advisory board.
Our goal was to generate our first sales in the US market. That meant identifying the right initial applications and customers, and making the value of our product clear to them. Michelle supported our US sales team in defining the strategy, setting clear objectives and following up on actions. This brought more structure to our commercial strategy and led to several promising opportunities.
Specialism
Molecular diagnostics, with a passion for women's health
For more than 15 years, at Roche Diagnostics, QIAGEN and Self-screen, I have worked on HPV testing and cervical cancer screening, contributing to the elimination of cervical cancer.
I am also keen to support femtech innovations that aim to improve women's health.
Let's make your science catch on.
Tell me where you are and where you want to go. I will get back to you within two working days.