Diverse history of successful B2B, B2C, payer/regulator comm strategy, tactics
Founder/Principal 1/2006-present
​ProClinica provides marketing comms strategy and promotion to pharma/device companies - e.g.
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Helped highly silo’d pharma with multiple BP meds avoid brand-brand internal competition.
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Supported hemophilia-drug company launching precision rFVIII therapy and software, 2nd-to-market extended-release rFVIII agent
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Helped develop global professional/payer messaging strategy for first vaccine against meningitis B
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Formulated messaging to KOLs on investigational therapy for rare-disease Fragile X Syndrome
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Proposed regulatory, investigator and KOL-target messaging strategy to persuade FDA/EMA and KOLs to accept digital biomarkers
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Helped startup search for markets for new painless blood draw device.
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Extensive comms writing, videos, web pages and sales brochures for rehab systems companies Biodex, Tibion & Hocoma
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Customer case histories for web, B2B/B2C social and medical media, mass media
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White papers on new technology for clinical practitioners
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Sales brochures, journal ads, iPad presentations, convention exhibits
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Performed and presented marketing due diligence reports for Denver VC company considering significant investments.
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VP Market Devel. 1/2000-11/2005
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Began as contract consultant 4/1999-12/1999 Hired by CEO to analyze failed investment bank "auction" of company's topical ED drug. Hired by BOD to execute targeted international BD effort.
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Formulated well-documented licensing support programs — brochures, PowerPoints, medical & industry convention exhibits and PR programs — for company’s skin absorption enhancer, SEPA®, portfolio of SEPA- supplemented products: EcoNail™ (topical nail fungus lacquer), Topiglan® erectile dysfunction drug, Opterone® topicaltestosterone.
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Created CD video clips of investigators explaining rationale for early-stage products. Wrote annual reports, 36-page 36 page monograph from France symposium highlighting SEPA.
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Developed/wrote/presented BD materials and presentations that
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Persuaded international pharma to invest >$1 million into Phase 1 trial in exchange for a licensing option potentially worth >$10 million in up-front through premarketing milestone payments, and $80 million in 5-year royalty payments
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Directed/produced KOL support video that elicited ~$30 million term sheet offer
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Researched and produced PowerPoint to FDA’s Carcinogenicity Assessment Committee that yielded lift of clinical hold,
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Presented to IIR,CBI, SMi NY Society of Security Analysts, European Society of Sexual Impotence, trade congresses on drug delivery. Authored paper in Pharmaceutical Formulation & Quality,
VP Marketing, Sales, Bus Del 6/1997-3/1999
On behalf of IMMU solid-tumor metastasis-screening agent CEA-Scan:
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Set up contract rep force, wrote marketing plan, training materials, manuscripts for ad copy, laptop presentations for reps, picked/hired ad agency, ran training courses.
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Within 90 days, helped 11-person contract rep force outproduce former marketing partner’s 56-rep team, took over CSO force.
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When sales stalled, undertook intensive field and customer analysis, developed new marketing strategy — repositioned product from detecting recurrent to wider primary tumor market. Developed new training/promo materials with top customers.
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Developed hospital-income-generating “Centers of Excellence” program based on imaging agent; 21 hospitals signed to gain Immunomedics packaged program to attract highly profitable referrals, self-referrals for CEA-Scan guided surgery.
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Developed and presented PowerPoint presentations repositioning firm from cancer diagnostics to therapy in presentations surgical and pharma companies, NY Society of Security Analysts, and investment banking houses. At peak, 2+ presentations/week. Developed prospect-customized color brochures printed in-house.