Here’s the scenario. A bio-tech company will fly to Paris to convince influential French physicians to use their compound-in-development in clinical trials. The company has invited the French doctors to a nice meeting room in a nice hotel and plans to tell the doctors all about the compound.<\/p>\n

When asked, “What is the purpose of the presentation?” they say, “To tell them about the drug.” I say I see it differently. I say it’s to help the French doctors come to the conclusion that the bio-tech company would be a great company to partner with, and that the drug is a versatile powerhouse that will almost certainly make it to market and get their names in the best peer-reviewed journals in the world.<\/p>\n

When I lay out this plan, they say it is not scientific enough. I am sensitive to that. I like and respect the traditions of science. But I say, “This is not a scientific presentation<\/a><\/strong>. This is a business presentation<\/a><\/strong>. Science plays a part, but the goal is a business goal. You need these people to believe in your company and your compound. Our job is to induce belief in them, and raise that belief to the level of action.”<\/p>\n

We take the scientific and corporate information they already have and restructure it to make a strong argument for partnership. There is some resistance holding out in the recesses of their scientific hearts.<\/p>\n

I persist. This is a “decisional” presentation, I say. The French doctors will say, “Yes, No or Maybe.” There are risks for them. They could miss out on a good thing if they say no. They could miss out on better opportunities if they say yes. There are rational calculations to make, including the fact that they have practices to run, assistants to pay, and time to manage.<\/p>\n

There are also non-rational issues. They would love to get their names on an important study. They would hate to work for years on a trial of a compound that never gets to market. Should they say no? Should they say yes?<\/p>\n

In reality, I would guess their decision will hinge on what the most influential physician in the group decides.<\/p>\n

This was a lesson in knowing the audience–in targeting their rational and non-rational needs. The bio-tech firm was relying on the science to do the job. It seemed to me the calculation was broader than that. For the doctors, the decision would be psychological as well as scientific.<\/p>\n

Stay tuned.<\/p>\n