Whose Job Is It Anyway?
Who helps new clients understand who we are and what we do — often before the first meeting?
What is Marketing?
They shape first impressions and attract the right opportunities.
At what stage does the client first begin forming a perception of us?
What is the awareness stage?
First impressions are formed before we ever speak — through branding, content, and presence.
What does “BD” stand for?
What is Business Development?
They turn interest into opportunity and build client relationships.
What’s the goal of sending a one-pager to a client after a first meeting?
What is to reinforce our value and keep the conversation moving?
It shows we listened and helps position next steps.
The client doesn’t experience us in pieces — they experience us as ___.
What is one?
Clients expect unity, not silos.
Who turns interest into signed project work and builds long-term client relationships?
What is BD?
They guide clients through scoping and keep relationships alive.
What does a client need most during the proposal stage?
What is a clear, tailored plan with measurable value?
Clients choose partners who understand their goals and can deliver outcomes.
What’s the difference between a lead and an opportunity?
What is a lead is an early contact; an opportunity is qualified and scoped?
Opportunities show real intent to work with us.
What’s the goal of a LinkedIn campaign focused on a specific service?
What is to build awareness and generate qualified leads?
Marketing drives visibility before BD steps in.
"No matter where you sit, you ___ the client experience."
What is shape?
Every team influences how the client feels — whether or not they’re in the room.
Who makes sure timelines, tasks, and teams are aligned — and keeps the project on track?
What is Project Management?
They’re the glue between science, client, and delivery.
What keeps a client engaged after project delivery?
What is ongoing communication and visible results?
Continuous updates, data visibility, and proactive insight fuel retention.
What is “positioning” in marketing and BD?
What is how we describe our value compared to competitors?
It shapes how clients see us — and why they choose us.
What’s the goal of a project kickoff call?
What is to align on scope, expectations, and working style?
It sets the tone for successful delivery.
“Delivery is where ___ become proof.”
What is promises?
Execution backs up our positioning.
Who works with the client to map the entire medicine journey - potentially uncovering new client needs?
What is CMC?
They connect scientific planning with strategic insight, revealing opportunities across the full product lifecycle.
What action increases the chance of repeat business and referrals?
What is capturing feedback and celebrating success?
Clients remember how we close a project — not just how we start it.
What does 'win rate' mean?
What is the % of proposals that become signed projects?
It shows how well we convert opportunities into revenue.
What’s the goal of collaboration between BD and delivery teams?
What is to deliver what was promised and grow the relationship?
Cross-functional trust keeps clients coming back.
“The experience ___ the product.”
What is is?
What clients feel is just as important as what they receive.