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European Pharmaceutical Contractor

The Elephant in the Room




Attracting a healthy flow of studies is a pain point for many clinical research sites. Without a reliable pipeline of suitable leads, a research business will flounder. However, the fact is, while other industries frequently employ dedicated business development (BD) specialists to ensure ongoing revenue, the average investigative site does not. Rather, BD is often conducted by research staff with neither the training nor the time to be effective in building the solid foundation required for a successful research site.

Planning Is Key

To be successful, an investigative site must be managed as strategically as any other business, so it is useful to start with a few basic questions: how much growth do I want to see in this business over the next one, three, or five years? How much business is required to make the effort worthwhile and ensure a profitable return on investment? What do I need to do to achieve my goals?

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About the author


Kurt Mussina brings more than 30 years of international business success to his role at Frenova Renal Research, including a record of leadership and achievement in structuring and orchestrating global BD teams in the contract research services industry. As President, he is responsible for driving Frenova’s global growth and success.
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