Business Solutions

How to Protect Your Competitive Edge & Manage Conflicts of Interest in Life Sciences

In the fast-moving world of life sciences—spanning biotech, pharmaceuticals, medical devices, and healthcare—staying ahead of the competition requires more than just innovation. Protecting proprietary information, securing partnerships, and ensuring regulatory compliance are just as critical as scientific breakthroughs. One major risk that companies often overlook? Conflicts of interest. At Forma, we understand that managing conflicts [...]

By Jordan Eller|Business Solutions|

Do You Need a Life Science Marketing Agency? Here’s How to Decide

In the highly specialized world of life sciences, marketing isn't just about catchy slogans and stock images of smiling scientists. It's about effectively communicating complex scientific ideas to the right audiences. For many companies, deciding whether to partner with a life science marketing agency can be an agonizing decision. Here’s how to determine if this [...]

By Jordan Eller|Business Solutions|

How AI Can Support Continuous Learning and Diversity in Medical Science Careers

Continuous education and an inclusive workforce are crucial for driving meaningful progress in medical science. Artificial intelligence (AI) might seem unrelated to challenges. After all, how could an algorithm address issues that seem so inherently human? Yet, AI is quickly becoming a game-changer. We can use AI to personalize learning in ways that fit each [...]

By Caleigh Findley|Business Solutions, Scientific Content|

Expert Insights on How to Successfully Navigate Mergers and Acquisitions

The world of business is always in flux, with companies changing hands and names on a daily basis. How can you be certain that you're in the best possible position to navigate a potential merger and increase value for your family of brands? We sat down with M&A visionary Boyd Wainscott to get some answers about [...]

By Jordan Eller|Mergers & Acquistions|

A Comprehensive Guide to Nailing Your Next Life Science Product Launch

Nailing a new life science product launch requires careful planning, strategy, and execution. The highly-regulated and competitive nature of this sector demands a well-thought-out approach. In this blog post, we'll explore key steps and considerations to ensure a successful product or service launch in the life science industry. 1. Market Research and Analysis Market research [...]

By Jordan Eller|Products & Services|

The Art of Giving Feedback Without Being Hurtful

Jordan Eller, Digital Marketing Manager at Forma Life Science Marketing, was recently interviewed by Ben Ari on his experience with managing teams and giving constructive feedback. The original version of the interview can be found at ThriveGlobal.com Thank you so much for joining us! Our readers would love to “get to know you” a bit [...]

By David Chapin|Employee Alignment|

The Ultimate Guide to Driving Sales With Email Marketing

Email marketing is one of the oldest forms of digital marketing, but it's also one of the most effective. If your science organization is serious about generating leads and increasing brand awareness, email marketing is one of the best ways to achieve those goals. We've compiled everything you need below, from best practices to pro [...]

By Jordan Eller|Digital Marketing, Sales Support|

4 Types of Brand Misalignment That Can Hurt Your Science Organization

Brand misalignment can take many forms, but they all spell danger for your science brand. Brand misalignment goes by many names. Whether you call it "being on a different wavelength" or "marching to the beat of a different drum", the truth is that if one part of your science organization isn't on the same page, [...]

By Jordan Eller|Brand Strategy, Employee Alignment|

Treating Employee Engagement and Alignment Issues in the Life Sciences

Forma CEO David Chapin expands on the subtleties of diagnosing employee engagement issues with some guidance on tuning the treatment of internal misalignment, including a deep dive into the application of archetypes and their attributes.

By David Chapin|

Diagnosing Issues with Employee Engagement, Alignment, and Retention

Are you facing issues with employee engagement, alignment and retention? We’ve got some thoughts on the matter and a few ways to explore further. If you only have a few minutes, watch the video. Or you can read the following summary for an overview of this important topic. If you want to dive deeper, please read the entire whitepaper.

By David Chapin|

A CRO’s Worst Nightmare

Here's a scenario: For the last four years, a CRO sold Phase 1 and Phase 2 studies to their Pharma Sponsor Client. The CRO was proud of their record; they delivered these studies accurately and on-time. The CRO offered all types of services for Phase 1 and 2 trials. To provide some of these services, [...]

By David Chapin|Sales Support|

7 Ways to Give Thanks and Align Internal Teams

Your workforce is the backbone of your life science company. Too often, employers don't take the time to check in on the wellbeing of their workers, which can lead to organizational issues down the line. How can you guarantee a strong brand if you don't take the time to align internal teams? Believe it or [...]

By Jordan Eller|Employee Alignment|

3 Keys to Employer Branding and Employee Engagement

Are your employees engaged with your brand? Forma CEO David Chapin asserts that it's time for marketers to lead the charge when it comes to employee engagement. By leveraging the power of your life science brand, you can guide your employees to becoming engaged evangelists.

By David Chapin|

The Art of Giving Feedback Without Being Hurtful

Jordan Eller, Digital Marketing Manager at Forma Life Science Marketing, was recently interviewed by Ben Ari on his experience with managing teams and giving constructive feedback. The original version of the interview can be found at ThriveGlobal.com Thank you so much for joining us! Our readers would love to “get to know you” a bit [...]

By Jordan Eller|Employee Alignment|

Keys to Maintaining a Healthy Remote Workforce

Maintaining a healthy remote workforce is more important than ever. The recent Coronavirus pandemic has caused businesses across the globe to send their employees home and establish a remote workforce. Millions of people are working from home for the first time ever, and many of them will remain remote after the outbreak has abated. This [...]

By David Chapin|Employee Alignment|

Choosing a Name for Your Life Science Company

Choosing a name for a life science company, product or service can be difficult. Any choice will generate a strong, almost instantaneous response, carry great emotional weight and (ideally) last a long time. How do you choose a name while avoiding the emotional rollercoaster that such choices often bring? In this post, we'll outline several [...]

By Jordan Eller|Naming|

Harnessing Archetypal Patterns to Improve Employee Alignment

One of the surprising benefits of using archetypes is that when properly applied, they can dramatically improve employee alignment and team performance. How? In this issue, I unpack the specific nature of archetypal patterns and dig into research which reveals that these patterns are not identical from one person to the next.

By David Chapin|

3 Keys to Crafting Stellar Sales Emails

Sales emails are powerful tools for raising awareness about your brand and compelling your prospects to engage with your business. But how can you be sure your recipients are going to respond? Or even open the emails in the first place? Crafting effective sales emails is equal parts art and science. There are hundreds of [...]

By Jordan Eller|Email, Sales Support|

3 Effective Tips for Working Remotely

Working remotely can be a serious adjustment if you're used to office life. The Coronavirus has forced millions of workers across the globe to set up shop at home so they can continue working without having to worry about catching this deadly illness. For many, it will be the first time they've had an opportunity [...]

By Jordan Eller|Employee Alignment|

Employee Turnover (and Marketing)

Why am I (an expert in the field of life science marketing) writing about employee turnover? Because the two are intimately connected. I’ll lay out the case here and in upcoming issues.

By David Chapin|

Your archetype is NOT your persona. (Let’s clarify some marketing terminology.)

Summary: There’s a lot of confusion out there between archetypes and personas. Both hinge on common patterns, but we shouldn’t confuse the two. I’ll explore this topic and shed some light on the different uses of the words Personas and Archetypes. I hold out hope that we can agree on common definitions and avoid some of the confusion that comes from the words’ overuse, misuse and abuse

By David Chapin|

Maximizing Employee Alignment and Engagement (Through Archetypes) in eClincal Marketing. Part 1 of 3

In this first of three issues I examine how to help your employees align their behaviors with your life science organization’s mission by using archetypes. Alignment is a topic that will be receiving lots of attention in the next several years, and archetypes provide an excellent vehicle for creating this alignment. I begin with a bold declaration about the worth of your mission statement.

By David Chapin|

Bringing Archetypes to Life to Drive Sales in eClinical Marketing

Archetypes have four main roles within the context of an organization’s life science sales and marketing activities. Several of these roles (alignment and communication) apply inside an organization and several (communication, resonance and differentiation) apply externally. In this issue, I’ll examine each role in turn and show how these roles support sales and marketing success in life science and biotech organizations.

By David Chapin|

Gaining Differentiation (and Pricing Power) Through the Use of Archetypes in eClinical Marketing

Archetypes are one effective way to manage the meaning of your brand-story in the minds of your audiences. Doing so effectively leads to greater differentiation and pricing power. Studies have shown that careful selection and maintenance of archetypes is related to higher profit. What are archetypes? In this and subsequent issues, we’ll introduce the basics of this fascinating topic.

By David Chapin|

Poor sales performance? It may not be your sales team; it might be your eClinical marketing strategy

The root problem of poor sales performance is often poor differentiation and poor positioning. We examine a typical growth pattern of service organizations in the life sciences and see how better sales traction begins with a clearly defined marketing strategy.

By David Chapin|

Culture eats strategy for breakfast – Part 2

Culture eats strategy for breakfast – Part 2 Recent research we conducted with life science companies shows that leaders in the life sciences believe they establish corporate culture, but they do little to document this culture in a way that lasts once they leave the room. In this issue, I reveal several other surprising insights [...]

By David Chapin|

Culture eats strategy for breakfast

Culture eats strategy for breakfast - Part 1 If it's true that culture eats strategy for breakfast, and if we think about what that really means, then we'll conclude that life science leaders should spend as much time planning and documenting culture as they do financial performance. Recent research we conducted with life science companies [...]

By David Chapin|

How Can You Add Value by Moving to Solution Selling?

Your customers don’t really care about your scientific instruments, even though they spend lots of money on them. That’s a bold statement, but I’ll show you why it’s true. So, what do they really care about, and how can you turn that into profit? The ideas I’m discussing in this issue apply very broadly; they certainly have application to other life science products and services beyond instruments, but they show up most clearly in the sale of scientific instruments, so that’s where I’ll start.

By David Chapin|

Why your organization needs a single narrative

Your life science organization needs a single narrative, one that’s understood by every employee. Without this “center of gravity” your employees will wander, making up and spreading whatever story they choose. The results of this are disastrous, as we’ll see in this issue. But you don’t have to let this happen to you; there is a clear alternative, and the data show just how effective this can be.

By David Chapin|

The Case for Effective Life Science Onboarding Videos

Onboarding a new team member is an exciting moment for every life science organization, but it is also a milestone that requires the careful transfer of lots of information. Doing this correctly will kick-off a terrific relationship with your newest team member, but doing this incorrectly will inevitably lead to unnecessary confusion, misaligned priorities, and [...]

By David Chapin|Archetypes, Employee Alignment|

Life Science Case Study Structure: The Optimum Solution

The perfect life science case study structure is clear. In spite of this, many case studies don't include one or more of the seven components necessary for maximum effectiveness. In this issue I'll discuss these seven components and their proper order. I'll also reveal how the focus of your case study (the overlap of your Unique Value and your Approach) can be tuned throughout your case study to increase audience engagement.

By David Chapin|

Getting the most out of your sales and marketing technologies—so you can sell more in the life sciences – Part 2

Your CRM is the lifeblood of your life science business’ future. CRMs can be complex beasts to install and manage, but that’s not the most critical challenge. All the technology in the world won’t help if your sales team isn’t using your CRM correctly. In this, the second of a two-part series, we look at improving the adoption of your CRM. We’ll dive into ways to lead your business development team through a transition—from their current state, where data is missing or just isn’t being captured correctly, to a more perfect union of protocols and personnel.

By David Chapin|

Getting the most out of your sales and marketing technologies—so you can sell more in the life sciences – Part 1

Is your life science CRM system working optimally? Are you tracking your new business opportunities effectively? Do you have the necessary visibility into your sales pipeline? Is everyone on your life science sales team using your system in a consistent manner? If the answer to any of these questions is “no,” then you’ve got a protocol problem—or is it a personnel problem? Or maybe it’s a technology problem? Let’s face it: CRM systems are complex beasts, with lots of moving parts, including software, protocols and personnel. Many life science organizations fail to use them effectively. In this first part of a series, I examine how to assess where the challenges arise in the adoption of proper CRM processes inside life science organizations, and what you can do about them. In future issues we’ll dive deep and develop a plan for getting the most out of your CRM system. The goal of all this: to tune your tools, so you can be more effective in your marketing and new-business development efforts.

By David Chapin|

Webinar The Secrets to Effective Lead Nurturing in the Life Sciences: Part 1 of 2

This whitepaper is a transcript of a webinar our CEO, David Chapin, recently conducted for Salesforce and Pardot. Our next webinar will be April 2017. Please visit our website www.formalifesciencemarketing.com/webinars for more details. Good morning everyone. Welcome to today's webinar: The secrets to effective nurturing in the life sciences. Thank you all for joining. My [...]

By David Chapin|

Part 6: Seven foundations for successful lead nurturing in the life sciences

In this final article on lead nurturing, I look at the seven fundamental principles that will lay the foundation for lead nurturing in the life sciences. I'll examine the fierce competition that your content will be facing, and talk about the attitudes you must foster among your content team if your lead nurturing is going to be successful

By David Chapin|

Tips for a Sucessful Trade Show

For companies large or small, trade shows are effective marketing and sales tools. According to CEIR, meeting a prospect at a trade show versus in the field saves an organization an average of $943. So how can you make sure that your trade show attendance is producing impressive results for your company? Here are some tips to [...]

By David Chapin|Sales Support, Trade Show & Events|

Part 5: How to assess the performance of your Lead Nurturing efforts in the life sciences.

In this issue, I explore the evolution of lead nurturing activities in the life sciences. I’ll begin by examining an all-too-common scenario that highlights the need for lead nurturing. And then I’ll be discussing the big change that occurred in lead nurturing’s recent past; then I’ll look at what the future could (and should) hold for lead nurturing within your own life science organization. To make this discussion more tangible, I’ll provide access to a tool that will help you assess the performance of your lead nurturing activities. Given the results of this assessment, you’ll be better able to guide the evolution of your lead nurturing activities in the life sciences.

By David Chapin|

Part 4: Developing Your Lead Nurturing Efforts in the Life Sciences

In recent issues I’ve explored lead nurturing in B2B life science marketing, including why we should nurture our life science prospects and the eight different activities involved in lead nurturing. In this issue I’ll highlight the skills and abilities a marketing team must possess to maximize their lead nurturing efforts, and describe the evolution in lead nurturing activities that a typical life science organization undergoes. There are five stages of this lead nurturing evolution—from basic and piecemeal to comprehensive and strategic. I’ll discuss the tools and technology that are involved in each stage. In a future issue, I’ll share an assessment you can use to determine where you are on this evolutionary path. With this knowledge in hand, you’ll be able to determine where you should focus to improve your lead nurturing efforts.

By David Chapin|

Nurturing in the life sciences—Part 2: 15 important reasons to nurture our prospects

There is a great deal of misunderstanding about nurturing prospects in the life sciences. In the last issue I outlined the framework within which our life science prospects need nurturing: the buying cycle with its four main stages. In this issue, I answer the question: Why should we nurture?, and lay out the many good reasons to nurture our life science sales prospects. I’ll also explain how the tactics (touchpoints) we choose will make a huge difference. Some touchpoints are eminently forgettable, so I’ll explore the “half-lives” of different touchpoints and offer guidance about which ones to use for buyers at different stages of the buying cycle.

By David Chapin|

Nurturing your prospects in life science marketing and sales—Part 1

There is a great deal of misunderstanding about lead nurturing in the life sciences. Apparently, some see nurturing as a chance to continue their strong-arm sales tactics. And some see nurturing as a waste of time. What is nurturing, and what’s the best way to go about it? In this issue, I begin to explore this fascinating topic by asking a very simple question—what exactly is nurturing?—and exploring opportunities for nurturing through each of the stages of the sales process.

By David Chapin|

Using Marketing And Sales To Double Your Profit In The Life Sciences.

If your boss directed you to double your profit, what specific steps would you take? In this issue, I look at some interesting case studies that indicate how you could achieve this desirable goal.

By David Chapin|

Training your employees to maximize employee alignment and engagement. Part 3 of 3.

In this issue, the third and last of the series, I outline a specific training methodology that uses your chosen, customized archetype to align your employees’ thoughts, beliefs and actions. The effort to create alignment should never end; this training is a great place to start. You’ll need to adapt the methodology outlined here to your own situation, of course, but this framework provides a solid foundation for aligning your life science employees, whether they work in marketing, sales or any other function.

By David Chapin|

Maximizing employee alignment and engagement (through archetypes). Preparing for training your employees. Part 2 of 3.

In this issue, the second of a three-part series, I discuss aligning your employees’ work-related thoughts, beliefs and actions with several core aspects of your organization, such as your mission and your brand-voice. I discuss the failure of “brand police” to accomplish this crucial alignment. Given this failure, I propose a better way: deputizing all your employees to monitor and create proper brand expressions. Archetypes are an ideal way to deputize your employees, but you have to train your employees properly if you want to align their thoughts, beliefs and actions. This issue sets the stage for the training regimen that I’ll detail specifically in the next issue.

By David Chapin|

Maximizing Employee Alignment and Engagement (Through Archetypes) in Life Sciences. Part 1 of 3.

In this first of three issues I examine how to help your employees align their behaviors with your life science organization’s mission by using archetypes. Alignment is a topic that will be receiving lots of attention in the next several years, and archetypes provide an excellent vehicle for creating this alignment. I begin with a bold declaration about the worth of your mission statement.

By David Chapin|

10 situations in which archetypes give you a distinct sales advantage in the life sciences, biotech and drug development.

Summary: In this issue I examine ten specific situations where archetypes can help the sales process. If your organization has chosen an archetype wisely and trained employees on the proper use of archetypes, the results can drive increased engagement with audiences and lead to increased sales. I’ll begin with a brief review.

By David Chapin|

Bringing archetypes to life to drive sales in life science marketing.

Archetypes have four main roles within the context of an organization’s life science sales and marketing activities. Several of these roles (alignment and communication) apply inside an organization and several (communication, resonance and differentiation) apply externally. In this issue, I’ll examine each role in turn and show how these roles support sales and marketing success in life science and biotech organizations.

By David Chapin|

Aligning archetypes with products, services, culture or communications to drive sales in life science or biotech marketing.

In this issue, I consider the use of archetypes in driving engagement and sales. Archetypes can align with your organization’s services and products, they can align with your culture, they can align with your communications, or they can align with any combination of the three. Is any one alignment more powerful than the others in creating engagement and sales? We’ll begin our exploration by drawing an analogy between the behaviors of characters in stories and the behaviors of organizations in the life sciences.

By David Chapin|

The relationship between your position and your archetype in driving engagement and sales in life science marketing.

In this issue, I reopen the topic of archetypes as an aid to drive engagement, differentiation and sales in life science marketing. If you already have a position, can archetypes help? What if your position is ineffective, can archetypes help? Let’s explore this interesting topic.

By David Chapin|

Is it time to rebrand your life science organization, product, or service? Part six: The rebranding process (steps 6-10).

In this issue, I complete my examination of the process of rebranding. I’ll outline the last 5 steps in the rebranding process, and discuss the importance of introducing your new position and brand-story to your internal and external life science marketing audiences.

By David Chapin|

Two trends that are reducing the power of the sales function in the life sciences, and what to do about them

There are two trends that are changing the importance of the sales role in the life sciences. I’ll outline these trends, which you’ll easily recognize, and then I’ll talk about what this means for life science organizations. TREND 1: Ubiquitous information is reducing the power of the sales department. It used to be that sellers [...]

By David Chapin|Content Marketing, Sales Support|

Is it time to rebrand your life science organization, product, or service? Part five: The rebranding process (steps 1-5 out of 10)

In this issue, I examine the process of rebranding. I’ll outline the first 5 steps in the rebranding process for a life science organization, product or service. Once you’ve decided to rebrand, you should begin by developing a clear-eyed understanding of your environment, your audiences and your competitors. Then you must select a position and an archetype.

By David Chapin|

Is it time to rebrand your life science organization?

Explore this infographic to find out if it's time to rebrand your life science organization.

By David Chapin|

When life science marketing misses the mark

Photo: seaskylab at FreeDigitalPhotos.com Words 2 Wow Founder Chris Conner (@words2wow) recently asked life science sales professionals if their marketing communications teams were giving them what they need to be successful – namely getting the right leads into the funnel and creating tools to help them bag the business. Only 40% of the [...]

By David Chapin|Differentiation, Positioning & Messaging, Sales Support|

Rebranding your life science organization, product, or service. Part three: Building a task force to rebrand your life science organization.

In this issue, I provide some guidance on the makeup of your life science rebranding task force. Having worked with many such teams over the past two-and-a-half decades, I’ve learned that some attributes are essential, and some should be strenuously avoided. I’ll begin this issue by outlining how to guide the rebranding discussion and I’ll close it by discussing the issue of timing: how do you know when to rebrand? In the next issue, I’ll provide a decision tree to help you make the decision: Is it time to rebrand my life science organization, product or service?

By David Chapin|

Rebranding your life science organization, product, or service. Part two: Factors that trigger a rebranding.

In this issue, I examine the diverse set of factors that typically trigger the discussion about whether a life science organization should rebrand. I’ll also discuss the positive and negative consequences of rebranding. In the next issue, I’ll cover the attributes, roles and responsibilities that should be part of any rebranding task force.

By David Chapin|

Rebranding your life science organization, product, or service. Part one

Isn’t it ironic that marketing, the one business function that is (supposedly) responsible for clear communication, is also the one with widespread confusion about the meaning of one of its central terms: brand? There are actually at least four meanings, all very different. So I’m going to begin the discussion about rebranding by clarifying some terminology. And then I’ll point out the eight foundational assets you must have for an effective “brand” in life science marketing. In future issues, I’ll cover the reasons to think about rebranding, discuss the team you need to undertake this effort, provide a decision tree that will allow you to determine whether it’s time to rebrand, and give you a roadmap to follow as you rebrand your life science organization, product or service.

By David Chapin|

Entering the Life Science Market – Part 2 of 2: Targeting Your Audiences

As I discussed last month, entering the life science market is not a trivial exercise. There are many factors that make this market unique and I’ll start by reviewing some of those. Then I’ll take a closer look at the audiences in the life sciences and some of the specific attributes they share. Understanding these audiences, and how to draw them closer to you, is a critical success factor for entering the life science market.

By David Chapin|

Choosing a Name for Your Life Science Company, Product, or Service

Choosing a name for a life science company, product or service can be difficult. Any choice will generate a strong, almost instantaneous response, carry great emotional weight and (ideally) last a long time. How do you choose a name while avoiding the emotional rollercoaster that such choices often bring? I outline an eight-step process. But first, let’s talk about the importance of choosing the proper name.

By David Chapin|

Putting Your Archetype Into Action in Life Science Marketing

Archetypes are a powerful way to manage the meaning of your brand-story. Using archetypes effectively allows you to create high-performance life science marketing—leading to greater differentiation and pricing power. In past issues, I’ve outlined how to determine the archetypes of your competitors and how to choose an archetype for your own organization. Now, in this final issue covering archetypes, it’s time to put your archetype to use. Let's get practical.

By David Chapin|

Choosing an archetype that will differentiate your life science organization — a ten-step process.

The effective use of archetypes can provide differentiation in life science marketing. But choosing an archetype can seem like a daunting task. How do you choose an archetype for your own organization? I outline a proven ten-step process.

By David Chapin|

Archetypes in action in life science marketing

Archetypes are one effective way for life science companies to create greater differentiation and pricing power through effective marketing. In this issue, I’ll explore an example of bringing archetypes to life throughout your marketing communications, and I’ll discuss how you can determine the archetypes of your competition.

By David Chapin|

Families of archetypes and their use in life science marketing

Summary: Archetypes are a powerful tool to guide the development of your marketing communications. In this issue, we’ll start by examining one of the sources of the strength of archetypes: pattern matching. We’ll look at the twelve families of archetypes and at the many different archetypes within these families. And we’ll discuss why you shouldn’t select the Scientist or the Innovator as your archetype.

By David Chapin|

Gaining Differentiation (and Pricing Power) Through the Use of Archetypes in Life Science Marketing.

Archetypes are one effective way to manage the meaning of your brand-story in the minds of your audiences. Doing so effectively leads to greater differentiation and pricing power. Studies have shown that careful selection and maintenance of archetypes is related to higher profit. What are archetypes? In this and subsequent issues, we’ll introduce the basics of this fascinating topic.

By David Chapin|

Take the Life Science Marketing presentation challenge

Here's the challenge: for your next presentation, think of the projector or screen as a campfire. Then tell a good story. Something magic happens when you gather around a campfire. Time slows down. Connections and memories are made. Stories resonate. I still remember a spine-tingling ghost story told around a campfire from almost 40 years [...]

By David Chapin|Sales Support|

The life science marketing manifesto

Most life science marketing is ineffective. Surprisingly, horribly, disastrously ineffective. But it doesn't have to be this way. There are 10 commitments we can make that will transform our marketing efforts into high-performance life science marketing. Make these 10 commitments and join the movement to wipe low-performance marketing off the face of the earth.

By David Chapin|

3 things Life Science Marketers can learn about effective presentations by watching Joe Smith wash his hands

Four and a half minutes. That’s all it took Joe Smith to effectively change how I wash and dry my hands. Many in the health and life science marketing space could learn a lot about making effective presentations from Joe. Here are three key points: No Powerpoint necessary Get the audience involved Leave them wanting [...]

By David Chapin|Sales Support|

When life science sales are poor, turn to marketing

We’ve had a surge of new clients in recent months, and therefore a significant uptick in the number of diagnostic presentations to evaluate their current life science marketing strategy, positioning, and messaging. The driver for those presentations is a comprehensive intake survey, in which key decision makers share their impressions on a number of things, [...]

By David Chapin|Sales Support|

Life Science Marketing Alignment – Part III: Diagnosing and Treating Misalignment

We continue our discussion of life science marketing alignment and misalignment by discussing the most common, and potentially most damaging, types of life science marketing misalignment. We provide a guide to diagnosis these conditions and some thoughts about treating these common misalignments.

By David Chapin|

Life Science Marketing Alignment – Part II: Diagnosing and Treating the Four Types of Misalignment

Life science marketing misalignment will impede your effectiveness and lower your ROI. So diagnosis of marketing alignment is a crucial first step in determining whether misalignment is present, and if so, which type. In this issue, we continue our look at alignment in life science marketing by examining the first two types of misalignment. We provide some diagnostic questions to help you determine which type of misalignment (if any) is present, and we point the way towards effective treatment.

By David Chapin|

The Four Common Types of Misalignment in Life Science Marketing

A common problem in life science marketing is misalignment. Misalignment can severely impede your life science marketing efforts, resulting in a variety of symptoms. This issue examines this all too common problem. We begin with a simple assessment to help you determine if your marketing is correctly aligned. We’ll review the Marketing Mechanism of Action as a framework for understanding the four different types of misalignment.

By David Chapin|

Creating Your Brand/Story to Drive Your Sales Success

We continue to explore the all-important role your brand/story plays in your sales success by examining its many components (the verbal, the visual, the tactile, etc.) and its two layers (the rational and the emotional). We’ll discuss the creation of your brand/story and we’ll close with a discussion of the newest component of your brand/story: your content.

By David Chapin|

The Connection Between Your Brand/Story and Your Sales Success

The concept of brands and branding can be confusing. But getting this right is crucial to your sales success. In this issue, we’ll outline how your brand/story affects your audiences and their purchasing behavior. We’ll give you some simple tests to judge whether your own brand/story is helping or hurting your chances of making the sale.

By David Chapin|

The Challenge of Brand and Focus through M&A

In the September 12 issue of Advertising Age, industry exec Al Ries examined an important topic: the confusion between product brands and company brands. To illustrate his point, Ries hailed the brand strength of two companies: Apple and Disney. Both capitalized on being first in their respective industries – Apple as the first to deliver [...]

By David Chapin|Mergers & Acquistions|

Poor Sales Performance? It Might Be Your Life Science Marketing Strategy

The root problem of poor sales performance is often poor differentiation and poor positioning. We examine a typical growth pattern of service organizations in the life sciences and see how better sales traction begins with a clearly defined marketing strategy.

By David Chapin|

Measuring Return on Investment (ROI) in Life Science Marketing (Part 3)

Focusing your expectations of marketing and tracking the proper marketing metrics lays the groundwork for improving your ROI performance over time. Part three of a three-part series.

By David Chapin|

Measuring Return on Investment (ROI) in Life Science Marketing (Part 2)

In this second of a series, we continue our look at return on investment (ROI) for marketing in the life sciences. We’ll outline the five systemic challenges to determining marketing ROI in the life sciences. In our next issue, we’ll outline the conditions and the steps required to determine marketing ROI.

By David Chapin|

Measuring Return on Investment (ROI) in Life Science Marketing

In this first of a series, we look at the return on investment (ROI) for marketing in the life sciences. Can ROI be measured in a meaningful way? If so, what preconditions are required for such a measurement to be valid? We’ll begin our exploration of these complex issues by looking at why marketing is unique among all the major business functions. We’ll explain and examine the ROI Pathway and explore why an overall ROI ratio is not as useful as a series of individual ROI measurements for different components of the marketing mix. We’ll conclude this issue with an examination of two of the five systemic challenges to determining marketing ROI in the life sciences.

By David Chapin|

Marketing Challenges During M&A – Relationships Among Families of Brands – Part 3

In the last of a series on this topic, we expand the applications of the model depicting different relationships among families of brands. We look at several sectors in the life sciences and notice the similarities among the approaches used. We also discuss the use of the model as a tool for planning the changes in relationships among families of brands in the midst of life science marketing challenges, such as mergers, acquisitions, divestitures and product and service launches.

By David Chapin|

Life Science Marketing Challenges During M&A – Relationships Among Families of Brands – Part 2

We continue our discussion of the marketing challenges faced during mergers and acquisitions in the life sciences. In this issue, we return to the model we recently introduced, one that provides a way to ask and answer the key question that must be addressed during mergers, acquisitions and even product or service launches: How should the relationships among different brands in a common family be portrayed to the audience? We discuss the advantages and disadvantages of the four possible answers and provide guidance for choosing one answer over the other.

By David Chapin|

Life Science Marketing Challenges During Mergers and Acquisitions — Part 1

Mergers and acquisitions are a fact of life in the life sciences. As the drug development ecosystem – which was previously vertically integrated – fragments and as the industry consolidates, mergers will become even more common. Mergers and acquisitions raise some of the most interesting challenges in life science marketing. In this issue, we open our series on this fascinating topic by identifying the key question that the life science marketers involved in any merger or acquisition must answer. We also provide a framework to understand the four possible answers to the key question.

By David Chapin|

Marketing-based Lead Generation in the Biological Sciences (Part 5)

In this issue we give you access to a tool you can use to assess your own marketing-based lead-generation efforts. Take 10 minutes to answer some short and simple yes-no questions about your brand and you’ll receive valuable feedback on your lead-generating efforts. We’ll also look at common patterns in the responses.

By David Chapin|

Marketing-based Lead Generation in the Biological Sciences (Part 4)

In this issue we continue our examination of the ladder of marketing-based lead generation for life science, med-device and biotech companies. We pose questions that will help you get the most out of your ladder by optimizing your portfolio of lead-generating activities. We discuss how you can improve your lead generation by “climbing” the ladder over time.

By David Chapin|

Marketing-based Lead Generation in the Biological Sciences (Part 2)

The ladder of lead generation is a useful tactical tool for understanding, assessing and managing lead-generation activities in life science, med-device and biotech companies. In this issue, we’ll take a closer look at the ladder of lead generation. We’ll review the foundation that is necessary for effective lead-generation initiatives and provide some specific suggestions for improving your lead-generating activities. Next month we’ll look at ways to use the ladder as a planning tool for creating your own lead generation initiatives.

By David Chapin|

Methods to inspire change among life science buyers (Part 2)

The Transtheoretical Model of Change describes the buying process via six stages through which buyers progress. There are nine methods for facilitating the transition from one stage of buying behavior to the next. In the previous issue we described four of these methods. This issue, we’ll describe the remaining five methods and provide examples from the life science sector. We’ll complete our examination by providing a diagram relating the stages of buying behavior to each of the nine methods for instigating change from one stage to the other.

By David Chapin|

The Importance of Hierarchy in Marketing Life Science Products and Services

I have often heard scientists say that they are “immune” to marketing. We disagree. Scientists are people just like everyone else. They absorb information through the same senses, and the neurons they use to understand new concepts work the same way, no matter what discipline they studied or where they got their doctorate. Some scientists [...]

By David Chapin|Products & Services, Sales Support|

Why You Shop vs Why You Buy

Think for a moment about your best supplier – the one your bioscience company wouldn’t leave, even for a cheaper price, because your loyalty is so strong. If you are like most, the reason you started talking to them is different than the reason you eventually chose them, and that is different than the reason [...]

By David Chapin|Sales Support|

Methods to inspire change among life science buyers (Part 1)

Last month we examined a “blueprint for buying behavior” and detailed the six stages of change through which buyers progress. This issue describes some of the methods that assist individuals in making the transition from one stage to the next. The methods are explained, and illuminated through life science examples. Part 1 of 2.

By David Chapin|

How to understand buying behavior in the life sciences sector

The goal of science is often a complete description of particular phenomena. This trend to “completeness” is one explanation why scientists so often want to “say it all” when developing life sciences sector marketing. But “saying it all” can actually impede prospects’ willingness to buy. To shed some light on this issue we explore a validated model of how people change their behavior as they progress through the buying cycle. The model provides pointers on successful marketing tactics that can be used at each stage of the life science buying cycle and provides specific advice on when “saying it all” is appropriate.

By David Chapin|