Fractional business development for CROs
More signed SOWs, without a full-time BD hire.
For preclinical and bioanalytical CROs where the founder and the scientists are still doing most of the selling. I work the whole path from first contact to signed SOW, including the quoting work where most deals stall.
Why fractional
Most BD help stops at the booked meeting
A lead-generation agency can fill your calendar. A senior hire takes months to find and ramp. Neither one usually fixes how fast and how well your quotes go out, and that's where small CROs lose the most revenue.
| Typical scope | Lead-gen agency | Full-time BD hire | Fractional BD with me |
|---|---|---|---|
| Finds and contacts new accounts | Yes | Yes | Yes |
| Runs scientific scoping calls | Rarely | Depends on the hire | Yes |
| Writes quotes and SOWs | No | Sometimes | Yes, hundreds in the past year |
| Fixes your quoting process | No | Rarely | Yes, first |
| Leaves documented process behind | Rarely | If they write it down | Yes |
| Commitment | Monthly contract | Salary, benefits, recruiting | Monthly retainer |
Typical patterns, not rules. Some agencies and hires do more.
What I take on
Four workstreams, scoped to what you need
New-logo pipeline
An ideal customer profile, a target account list built from funding and pipeline data, outbound sequences, conference follow-up and a CRM cleanup.
You getA pipeline you can forecast from.
Quote to SOW
A scoping call guide, a turnaround target, one SOW template, and a cost calculator whose figures carry straight into the SOW.
You getFaster quotes and fewer revision cycles.
Scientific content
Service pages, application notes, LinkedIn posts, and follow-up emails for open quotes, written for the scientists who approve outsourcing.
You getMaterial your prospects read and forward.
Partnerships
Teaming and referral arrangements with complementary CROs, such as histopathology, bioanalysis or CMC partners.
You getThe ability to bid on full IND-enabling packages.
The first 90 days
Audit, build, then run
A fixed plan for the first three months, so you can judge the work on results.
-
Days 1–30
Audit
- Review the last 12 months of quotes, wins and losses
- Measure quote turnaround and quote-to-signature rate
- Clean up the CRM
- Agree on target accounts
-
Days 31–60
Build
- Ideal customer profile and target list
- Outbound sequences and talk tracks
- Scoping call guide
- SOW template and matching cost calculator
-
Days 61–90
Run
- Outbound live, with weekly pipeline reviews
- New quotes out on the new standard
- Follow-up cadence on every open quote and SOW
- First content published
After 90 days you can continue monthly, change the scope, or hand everything to an in-house hire. The templates, sequences and CRM setup stay with you either way.
Fit
Who this works for
A good fit
- A preclinical in vivo or bioanalytical CRO
- The founder or CSO still does most of the selling
- Quotes regularly take more than a week to go out
- You want a process that stays after I leave
Not a fit
- You need a full-time employee on site
- You only want meetings booked, with no change to quoting
- Your core services compete directly with a current client of mine
Questions
Before you book a call
Do you work under our brand?
Yes. I use your email domain, your CRM and your templates, and I represent your company to sponsors.
Which CRM do you work in?
Yours. I've built and run pipelines in HubSpot and can work in most CRMs. If you don't have one, I'll recommend a simple setup.
Do you work with CROs that compete with each other?
No. I currently provide contract business development to Noble Life Sciences and Accelevir Diagnostics, and I won't take on a CRO whose core services compete directly with a current client. If that applies to you, I'll say so on the first call.
How is it priced?
A monthly retainer, scoped in writing before we start. The first 90 days follow the fixed plan above.
Can this lead to a full-time hire later?
Yes. Because the playbook, templates and CRM stay with you, a new hire starts from a working system instead of a blank page.
Next step
Start with a 30-minute call.
Tell me about your pipeline or your program. If I'm not the right fit, I'll say so and point you somewhere better.