Working for a life science company can be extremely rewarding, given that your company produces technology that’s literally changing the world and making it a better place – whether in healthcare, research or agricultural sectors. That said, it can be tricky to translate this into an effective marketing strategy with sound messaging about the backbone of your company’s offerings, scientific approach and technology.
When developing your life science marketing and communications plan, one of the first steps is often to undertake a marketing or brand audit. It’s easy to feel a bit overwhelmed at the outset with the vast array of resources available to help you get a clearer vision of your organisation’s position in the market place and the direction your marketing and communications should take.
Obviously it is vital to gain as much insight as you can, so you can build a strong foundation of knowledge. But before you get yourself buried in SWOT and competitor analyses, your best bet is to start by looking a little closer to home. An internal marketing analysis or brand audit allows you to take a close examination of your current business situation by discussing it with your colleagues and tapping into their perceptions of your products, customers, company and marketplace.
I was recently asked by one of our clients, “Why should we bother adding a blog to our website? There’s already so much noise on the internet, what we say will be lost.” Before we launched into a lengthy debate, I was able to show our website stats and demonstrate to the client the sheer amount of traffic to our site because of our blog. And it's not just our company that has benefited from having a blog: Hubspot research has shown that companies that blog have 55% more website visitors than those that don’t.
Blogging is without doubt, one of the most important assets to any inbound marketing strategy and it’s a perfect complement to your website. So, here are our 5 reasons why you need a blog.
Back in 1996 Bill Gates coined the phrase ‘Content is King’ in a feature published on the Microsoft website. The article opened by stating, “Content is where I expect much of the real money will be made on the internet”. Almost 20 years later this sentiment has proven to be a reality. Content is one of the most important aspects of any website and with the rise of inbound marketing, it is at the front of all marketers minds. Great content is the fuel that will drive visitors to your website and turn prospects into leads.
For many of us, October to December represents one of the busiest times of the year. In parallel with attending both regional and international events, we are embarking on planning and budgeting for the year ahead. This can be a stressful time, with pressure to have plans finalised and ready to kick-off at the start of the New Year, to ensure sales momentum is not lost. It can be tempting to short-cut the process by taking the previous year’s marketing plans and tweaking them for the year ahead without sufficient time being invested into analysing the previous year’s activities.
lllness and poor health is experienced by each population, every day, across the globe. Disease onset is, in many cases, unpredictable. However, through innovative technological and medical advances we are making inroads into the area of disease diagnosis, prognosis and management; aiming to lessen the emotional and financial impact through our ability to more accurately diagnose the individual patient and develop new targeted drugs and therapies.
Topics: Industry Insight
It wasn’t that long ago (relatively!) that ‘social media’ consisted primarily of posting a flyer on a notice board with the hopes that someone would read it and respond. Thankfully, today we have a slew of applications through which savvy individuals can target specific audiences with content people actually want to engage with. A part of this comes with knowing your audience, but another part comes from an awareness of what media platforms are available.
Universally used: facebook
Let’s start with the obvious one: facebook. What started as a conduit for Harvard grad students to gossip through, exploded into a global success, connecting millions of people in ways we once deemed impractical but now take for granted. Facebook is more than just a platform to let everyone know about that “dog in a dress!” you just saw, it’s an opportunity to invite other like-minded individuals to participate in a conversation. With the creation of a company/group page you immediately target those with an interest in that field. From here you have the chance to really engage this self-selected, interested group of people without pushing an agenda. This of course promotes trust – in both your brand and your knowledge – in what are potential clients; assuming you aptly demonstrate your know-how in your chosen field and can go toe-to-toe with a scientific line of questioning! Which of course you can… right?
Going professional: LinkedIn
LinkedIn, aka the ‘Professional facebook’. LinkedIn has now quickly become akin to your digital business card and contact directory, so you probably want to keep that up to date. No business development professional should be without it, and anyone hiring sales personnel will always check your LinkedIn activity and contact base, so it's good to give it some attention.
In addition to being your open online resume, LinkedIn offers an exceptionally strong social networking tool for our industry. With the added benefit of creating engaging discussion threads and content-specific groups, it’s possible to quickly amass valid contacts in an array of areas. Sharing insights, tips, events and approaches via specific LinkedIn groups can easily supplement the face-to-face interactions many of us have at events. Interdisciplinary talk is commonplace and can lead to new avenues of custom, collaboration or simply an interesting dialogue. The goal is to initiate conversation without pushing a commercial agenda – your success will depend on your ability to do this, but the rewards and blossoming relationships make it all worth it.
Being succinct: Twitter
Twitter is, in my opinion, the most influential yet most difficult to break into of the social media platforms. Where facebook allows scientists and other people to interact under your ‘banner’, twitter is their direct link to you but without any sort of ‘Our Page’ safety net. Twitter forces you to be concise with a mere 140 characters per tweet and so excessive padding of facts is out. Twitter also forces you to engage: in order to attract followers you will have to chime in on the conversations that you think are relevant. Gaining real followers boosts your credibility. Also, unlike facebook, twitter has been embraced by a phenomenal amount of scientists in their work lives: from real-time conference updates to sharing new lab results as and when they happen. It presents you with an opportunity to quickly respond to a plethora of questions, promote new ideas and get discussions rolling – it adds a real persona to your business.
Many people will go straight to twitter – bypassing customer support altogether – when they have a problem and want an answer, an answer that the rest of twitter will be watching, and so being both helpful and honest is paramount. The more frequently you help out others, provide quick responses or share interesting content, the more your positive reputation grows.
Open forums: Reddit
Putting faces to companies and sparking interesting conversation is the name of the game and nowhere does that better than forums. Forums are public sounding boards for queries, complaints and curiosities. A frequently overlooked forum in the professional world is Reddit, and with over 114 million unique visits just last month, you may want to have a look!
Reddit has a thriving scientific community in which scientists take the time to answer a plethora of questions posted by other scientists and the general public, or even to discuss more specialised topics; something facilitated by anyone being able to create their own forum, or subreddit as it’s known. It’s moderated, but only loosely. It’s a chance to openly answer questions and root out concerns.
A feature commonly employed is the AMA, or Ask Me Anything section in which a company employee opens up the forum for an hour or so to answer any and all questions that people have. These have been hugely successful in many areas and is something more people ought to investigate in the name of science communication.
Balance is key
Be careful though, spreading yourself too thin and having facebook pages, a twitter account, LinkedIn profile and several forum accounts that you never pay attention to will quickly result in people losing interest with you, and you losing engagement with those valuable contacts. It would be best to focus your efforts on a few key avenues and ensure that you always have a response to queries and an obvious online presence.
The bottom line is to be a part of the discussion. By having channels of communication open between yourself and the public you are dramatically boosting your influence and thus potentially generating more leads while simultaneously reinforcing your credibility. Being a company that people feel they can expect sound answers from can only be great thing.
Image by Carol Rivello
Strong relationships and collaboration drive our industry, both from a scientific discovery and business development perspective. Many of our clients invest heavily in attending events, holding seminars and actively engaging within the community. We are no different! The close, friendly nature of our industry means that connections that are made early on evolve into long standing working relationships across many years. It is a special community which we value being part of enormously.
We love what we do and actively seek partners that share our passion to drive development, facilitate open discussion and enable collaboration. As part of this ongoing commitment, we hold dear our friendships and colleagues across the industry and as such invest significant time in building these communities via organisations such as the Life Science Network and by actively encouraging and supporting our clients to do the same within their specific communities.
As we talk about the importance of family and community spirit, today on the launch of BioStrata, we wanted to highlight our ongoing relationship with our US partner Chempetitive Group, from which our team was born. Led by myself and co-founder, Dr Paul Avery, previously known to many of our contacts as the Managing Partners of Chempetitive Group Europe, BioStrata will operate as a dedicated partner to our US colleagues. With overlapping skill sets, complementary geographical foci, and a shared passion and commitment for delivering results, the two companies will continue to provide smart and strategic marketing communications across our portfolio of clients and work together to build and develop the Life Science Network.
We look forward to continuing our work in collaboration with our friends and colleagues and invite you to visit our partner page to find out more about our other networks and activities.