Vice President of Market Research at Industry Standard Research Rebecca McAvoy discusses how the decision-making dynamics at small and emerging biopharma differ from their larger counterparts, and how service providers can leverage those to their advantage.
“The lack of PPAs changes the ballgame for decision-making in these smaller organizations. There are no predefined lists of providers to be used in predefined cases. Decision makers don’t have to make special cases for going off-list. However, this does not mean the selection process is simple and it does not mean that selling into these organizations is easy.”