Blog Classic

Life Sciences companies used to wait until commercialization to build out Sales and Marketing leadership. Not anymore. Today, CEOs and Investors are hiring commercial leaders earlier — often pre-revenue — to shape the strategy and drive valuation. Here’s why that shift is accelerating.

Hiring a leader from a well-known competitor can feel like a smart move — but it can easily backfire. The mistake isn’t hiring someone from a competitor. The mistake is stopping at the surface. This blog breaks down how to assess both the candidate’s “Phenotype” and “Genotype” to avoid the Big-Name-Competitor Trap.

Sometimes your commercial leader isn’t failing — they’re just no longer the right fit for where the business is headed. This blog explores the quiet gap between “good” and “what we need now,” and how CEOs and Investors can make the right call without hesitation or drama.

The Life Sciences market has shifted — and so has the commercial leadership playbook. In this environment of economic uncertainty and longer sales cycles, great CCOs and VPs of Sales are adapting fast. Here's what they’re doing differently — and why it matters to CEOs and Investors.

Gut instinct will always play a role in executive hiring. But when it comes to recruiting a Chief Commercial Officer or VP of Sales, companies improve their odds by using a more objective, structured process. This blog explains how benchmarking candidates leads to stronger outcomes — and fewer costly mistakes.

Sometimes your commercial leader isn’t failing — but they’re no longer fueling growth. This post explains how to spot when your VP or CCO is holding the business back, even if they’ve been strong in the past.