Situation:

An innovative oncology diagnostics company retained Kineticos to assist in developing their pitch deck, as well as developing and executing an outreach strategy designed to secure partnering meetings with key decision makers at biopharmaceutical companies and ultimately, boost revenue for the organization. The sponsor’s technology was validated through existing partnerships and there were internal efforts being allocated towards pharma partnering but Kineticos was asked to supplement these efforts.

Process:

Kineticos first spent the time to fully understand the ‘wants’ and ‘needs’ of a partner along with any potential internal constraints. Once a partnering strategy was established, Kineticos created a compelling pitch deck that demonstrated the sponsor’s technical expertise, history of excellence, and market value. Through the refinement of the partnering strategy, it was determined to initially focus on a specific sub-segment of target companies that had a particular and relevant research focus.  This resulted in the identification and prioritization of over 200 pharmaceutical target companies. Kineticos launched multiple targeted email campaigns intended to secure meetings and also took an active role in all activities related to the sales process.

Outcome:

The strategy and 2 phases of execution (12 months) resulted in securing meetings with 19 unique and qualified targets.  Kineticos helped facilitate the execution of 5 Master Services Agreements and 6 proposals and was successful in closing a strategic research partnership with a biopharmaceutical company with a multi-billion dollar market cap.