Territory Watch:
Look Beyond the Usual to Capture New Business


The majority of bio/pharma funding events in the U.S. during 2014 and 2015 occurred outside the high-profile hubs of the San Francisco Bay Area and Boston. However, contract research organizations (CROs) and Contract Development and Manufacturing Organizations (CDMOs) looking to capture new business will find substantial opportunities in geographically concentrated areas far beyond those more prominent regions. This white paper provides insights into identifying and winning new business in those well-defined, highly active, lower-profile territories.

Business opportunities based on new bio/pharma company financings in geographically compact areas outside the most high-profile venues are truly significant. CROs and CDMOs can strategically focus sales resources in locations that present the rare combination of high opportunity and lower proximate competition. The challenges of learning the territory, identifying active opportunities and making quality contacts are easily overcome. And the possibility of establishing dominance in these lower profile, potentially lucrative locales is far more achievable than in other, more prominent regions.

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