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hello my name's Mandy Meredith and I've worked at Broadley Speaking for six years at Broadley Speaking we specialize in selling complex products and services to senior decision-makers. I head up the Science and Technology team and we work with clients such as a Stratophase and Flex. If you have any sales challenges you'd like to discuss please get in touch Well it's probably best to give you an example: we work with Stratophase; they're a biotech services company. They have revolutionized the timelines for biologics and they had developed a product called Ranger. So Ranger is an in-situ sensor it goes in a bioreactor culture medium; it measures refractive index which is an indicator of how fast and slow the culture is growing and can be used to monitor the data into a stream that is then used to monitor the culture connected. So they were eager to get their new Ranger system evaluated by top biopharmaceutical companies so we needed to find the senior decision-makers within those within those companies. I've got a background in biochemistry I've got a degree in biochemistry so I have a working knowledge of the techniques involved and speaking to these kind of decision-makers. Well; obviously one of the problems is finding these top people they're very busy they are PhD level scientists and they're working in laboratories and manufacturing scientists are curious and this is a new technology so we needed to be very persistent in order to speak to them but then having knowledge of how the technology work they were interested in hearing about that and the benefits that that will provide for them so some of the benefits of Stratophase's Ranger system are process development times reduced by weeks and months, greater understanding of the nutritional needs of the culture, scale independent technology and enhance the process by feeding specific nutrients during the different stages of the process life cycle and the ability to complete many more development runs within a year and that allows biofarmers to significantly reduce costs and time to market with Stratophase one of the things was that they didn't actually know where their decision-makers would sit so we did quite a bit of research and ringing around to work out that the product would sit before manufacturing kind of within research so there was quite a few discussions with decision makers to work out where we should be focusing Yes and no; they weren't necessarily research but they sat before manufacturing so kind of in a development stage of biopharma so speaking as a scientist and a salesperson, preparation is the absolute key and whenever we meet with a new client we always run a workshop so that we can gain a full understanding of their product or service, the decision makers that they need to speak to get all the intellectual property that's necessary, also we need to look at the kind of nuts and bolts of how the campaign will be run, data emails that sort of thing and then really just to agree KPIs and expectations When we first meet with prospective clients they're thinking well my product my service; it's way too complicated but once we start working on a campaign and begin to understand the product and do our research well we've rarely been beaten. If you'd like to see some case studies please visit our website.