How to send biz dev emails

1. HOW TO SEND A
BIZDEV EMAIL AND
FOLLOW UP PITCH
TO GET MORE STUDIES FOR YOUR CLINICAL RESEARCH SITE

2. WHY BIZ DEV IS IMPORTANT
▰ The research industry can be volatile
▰ It is crucial for sites to always have something in the pipeline
▰ While some sites can rely on consistently getting inbound
leads, this approach is not always sustainable
▰ Biz dev should always be a top priority
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3. TWO WAYS THAT SITES CAN GET STUDIES
OUTBOUND LEADS
Most sites start out with only outbound leads.
These consist of cold pitches and warm
pitches, following up on studies found on
clinicaltrials.gov
Sites should constantly be following up on
outbound leads to ensure there will always be
something on the horizon.
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INBOUND LEADS
Sites can passively get studies from
sponsors or CROs that they have
worked with in the past and have done
a good job for.
These should be the exception but not
the rule. Relying too heavily on inbound
leads can lead to the pipeline drying up.

4. THE CANNED EMAIL
When quantity > quality.
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5. THE CANNED EMAIL
This approach consists of sending generic, prewritten emails to a
high volumes of study leads.
While most recipients can usually tell when you are sending a
canned email, you are bound to find some sponsors who are
looking for sites at any given time.
This is not the most effective method, but still infinitely better than
doing nothing and relying on inbound leads.
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6. KEEP IN
MIND...The more work you invest in anything, the
better the return will be.
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7. THE CUSTOMIZED EMAIL PITCH
Let’s get personal...
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8. THE CUSTOMIZED EMAIL
Customize each email pitch to the particular study you
are applying for instead of relying on a generic pitch.
This requires time and effort, but is far more effective
than a canned email.
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9. LET’S BREAK IT DOWN...
DON’Ts
▰ Include only your site’s name in the
letterhead - this looks canned
▰ Be vague about what study or
indication you are interested in
▰ Write a novel - save your lengthier
reply for the follow up emails after
they have shown interest in you.
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DO’s
▰ Introduce yourself!
▰ Include the specific indication the study
is focusing on
▰ Discuss how your PI is qualified and
experienced in that therapeutic area
▰ Include links to your site/PI’s websites
▰ Mention the capabilities and specialties
of your research site
▰ Be informative but concise

10. BASIC METRICS TO INCLUDE
▰ How many patients are in your database
▰ Percentage breakdown of typical treatments
▰ Demographics of your patient population
▰ Enrollment metrics from past studies
A condensed breakdown of these metrics can be included in a
powerpoint or pdf in your follow up email
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11. SPEEDY STARTUP
Many sponsors look for sites with fast startup and
regulatory turnaround time, especially when they are
looking for add-on sites.
Another thing you could add to your email is:
“Our site typically negotiates budgets within 1-2 weeks
and has a 1-2 week turnaround on regulatory”
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12. A GREAT WAY TO END YOUR EMAIL...
“If you have any questions, please let me know.
Please send me a CDA or feasibility survey and I will
get back to you the same day, or the next business
day at the latest.”
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13. THE FOLLOW UP
Keeping the ball rolling.
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14. YOU ARE GOING TO BE REJECTED...BUT THAT’S OK.
Most of the emails that you send will be
ignored - roughly 90%
This is why it is important to play the
numbers game and send as many pitches
as you can.
Just keep in mind that rejection will
eventually lead to success!
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15. WE’RE GETTING WARMER...
Of the 10% that actually respond to you,
half may ask you more follow up questions
or send you a CDA. This is ideal.
Make sure to respond to them
immediately.
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16. THE OTHER HALF OF YOUR RESPONDERS
Many others that respond to you will likely say that they are not
actively looking for sites right now, but they will keep your
information for future studies.
Keep their information in your CRM.
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17. CRM = CUSTOMER
RELATIONSHIP
MANAGEMENTThis is a database that helps you track and
monitor your leads and your follow ups.
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18. HOW TO UTILIZE A CRM
▰ Every lead you email should be put into the CRM.
▰ Make notes for each lead and categorize them based on
the type of response you receive from them
▰ Set alerts to remind you when to follow up with each
lead
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19. WHEN TO FOLLOW UP
THE ONES THAT IGNORE OR SAY NO
Send them another email
pitch in 3 months,
You could send the same
email you sent the first
time, or experiment with
a new pitch.
THE ONES THAT SAY “NOT NOW”
Send them a follow up
email in 3 months.
If you can, send a follow
up via the initial email
thread to remind them of
your previous
conversation.
THE ONES THAT SEND YOU A CDA
After you have responded
with the completed forms,
follow up with them once
every 2 weeks to touch base
and ask for any updates on
the study you are applying
for.
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20. REMEMBER!
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FOLLOW UP FOLLOW UP FOLLOW UP

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THANKS!
Any questions?
You can find me at
dan@theclinicaltrialsguru.com