CRO’s are still signing business. Are you?

Months into the COVID-19 pandemic, and CRO’s are still looking for answers and direction into when and how they can be fully operational again – and most importantly, insight into when sponsors will ramp up contracting with CRO’s for new trials.

While the initial impact on trials, and uncertainty around patient access, was daunting, now is the time to increase efforts to connect with sponsors and highlight your ability to manage increasingly complex trial logistics.

Of sponsors polled, “44% expect greater use of CRO and vendor assistance to help recruitment”

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While many CRO’s initially pulled back upon seeing issues with patient access, they are now looking for ways to increase their pipelines and revenue, while navigating the challenges that changing “hot spots” and the “new normal” of precautions present.

With years of experience working with CRO’s, we are able to quickly identify and customize strategies and tactics for our CRO clients – choosing a long play over short-term panic. As a result, we are still seeing clients building deep pipelines, receiving RFP’s and winning projects.

Differentiators: can capture COVID-19 therapies and challenges. Imaging CRO’s who can focus on lung damage, for instance.

Long-term pipeline building: ensuring that your organization is top of mind, by building relationships with sponsors who may have pressed pause on trials. Having a consistent sales nurturing strategy can put you at the top of consideration when that trial goes active.

Consulting: Offer your expertise as part of the planning (or re-planning!) process and make yourself essential to the trial while it’s delayed or re-planned. This will make the transition into being the selected vendor natural.

These strategies and tactics take time and a great deal of effort, which is where outsourcing can be a powerful tool with measurable ROI. 

At Channel Methods we set up customized campaigns based off your goals, creating a strategic mix of inside sales and marketing to achieve the qualified opportunities needed to win business.