Entering the North American Life Sciences markets remains a challenge for most Biotech Start Ups in Europe    

North America presents the largest single market opportunity for all Life Science research and drug development, respectively. 

There are plenty of Europe based biotech & technology start ups that present interesting tools for life science research and / or exciting compounds for drug development

Many of these are quite successful when interacting with Europe's Big Pharma and leading academic institutes: their sales growth continues to run high with 5-10% p.a. (example Germany). The recent economic and Euro crises have not caused much harm; instead sales dynamics continue to be satisfactory. 

Success mostly comes from clients in Europe, overseas clients barely play a role. Why is that?! Let us provide you our hypotheses:  

• recruiting and employing experienced local US Business Development professionals is rather expensive given the fact there is no business at first
• most US / Canada Business Developers are detached from the Europe based laboratory and know how base. This causes a dilemma specifically in the case of custom services. These are mostly rather complex; otherwise they would not be innovative
• as a result, the US / Canada Business Developers easily overpromise; there is not enough interaction with the lab scientists. 
• most US / Canada Business Developers are soon frustrated and search for local employers
• overall: the sheer distance and time difference remains a key hurdle despite the most fantastic language skills and travelling experiences

What happens when the experienced US / Canada Business Developer is successful?! There is no chance to offer him / her a personal career development. Therefore, one tries with junior staff. Issue here: day-to-day leadership and management is difficult across such long distances. 

'Better' Practice:

Life Science Consult over the years has found that dual-citizen biologist professionals are the better choice; they start working in the European home base, practically near the laboratory scientists. Ideally, there is day-to-day interaction when discussing client projects, issuing quotes, following up and managing the alliances. 

Once trained and comfortable with the technology, the professional would start 'commuting' to North America for targeted 'road shows' with potential clients, conferences, conventions and shows. Physical presence once a quarter seems the right frequence; however, depends on the specific technology, the product, the service. 

Only upon 2 years of going forth and back an own office and representation starts making sense. By then, though, many options have developed:

• deploy your own professionals in their home offices and have them report into Europe
• cooperate with an agency specializing on foreign manufacturers
• open your own office with admin, warehouse, etc.
• many other options exist

Sailing to North America works best with well trained dual-citizen biologist professionals having lived on both sides of the Artlantic. Life Science Consult has over the years been building a network of such professionals and is happy to discuss solutions specifically for your situation.

Just contact and let us get in touch.