Case Studies

​

Real business development results for small CROs, CDMOs and biotechs. Each engagement below is led by Imen Jelassi, PharmD, with 17 years in life sciences. Figures are taken from live client programs.

​

​

Case Study 1: Building a multi-year sponsor pipeline for a specialist imaging core lab

​

Across a multi-year outsourced business development program, Corstrate built 68 qualified opportunities across 50 new biotech, pharma and CRO accounts for a specialist medical imaging core lab, representing 27.6 million USD in sourced pipeline value across USA, Europe and Asia.

​

Client: a specialist medical imaging core lab (imaging CRO)

Duration: multi-year engagement.

Service: outsourced business development and lead generation.

Challenge: The core lab needed a consistent flow of sponsors requiring imaging core lab and independent reader services for oncology but had no dedicated outbound capacity to reach decision-makers across

USA, Europe and Asia.

Approach:

• Defined the ideal sponsor profile 

• Mapped and prioritised oncology and imaging accounts across USA, Europe and Asia

• Ran multichannel outreach, qualification and proposal facilitation

• Maintained structured follow-up with clinical and executive stakeholders

Results:

• 68 qualified opportunities built

• 50 new accounts opened across different targets

• 27.6 million USD in sourced pipeline value

• 3.15 million USD largest single opportunity

• Therapeutic focus led by oncology, spanning imaging core lab and independent reader studies

Impact: The core lab gained a repeatable sponsor pipeline across its targets that it could not previously reach at scale, with qualified opportunities advancing toward contracting.

​

​​

​

Case Study 2: Building a global sponsor pipeline for a boutique Asia-Pacific CRO

​

In a multi-year outsourced business development program, Corstrate engaged 200 sponsor and partner leads across more than 30 countries for a boutique Asia-Pacific CRO, securing 25 signed confidentiality agreements and supporting 79 million USD in quantified proposal value.

​

Client: a boutique clinical CRO delivering trials across Asia-Pacific, including the Philippines, India, Malaysia and Japan, with no international outbound function.

Duration: multi-year engagement.

Service: outsourced business development and lead generation.

Challenge: The CRO needed a steady flow of biotech, pharma and CRO-partner sponsors requiring trials delivered in Asia-Pacific, but had no way to reach decision-makers across the US, UK and Europe at scale.

Approach:

• Defined target profiles across biotech, pharma, medical device and CRO partners

• Mapped and prioritized accounts across the US, UK, Europe and Asia

• Ran outreach, confidentiality agreement and proposal facilitation across more than 30 countries

• Maintained a disciplined follow-up cadence in a single shared pipeline tracker

Results:

• 200 qualified leads engaged across more than 30 countries

• Sponsors across biotech, pharma, medical device and CRO partners

• 25 confidentiality agreements signed

• 79 million USD in quantified proposal value across 56 proposals

• Trials scoped for delivery across Asia-Pacific, including the Philippines, India, Malaysia and Japan

Impact: The CRO gained a structured, global sponsor pipeline feeding trials it could not previously source directly, reaching decision-makers across three continents.

​

​

​Case Study 3: Building a Phase I sponsor pipeline for a global CRO in 7 months

​

In a seven-month outsourced business development program, Corstrate generated 4 signed confidentiality agreements and 5 proposals for a global CRO's Phase I unit across the US, UK and Europe.

​

Client: a global CRO's early-phase (Phase I) clinical pharmacology unit

Duration: 7 months.

Service: outsourced business development and lead generation.

Challenge: The Phase I unit needed a steady flow of biotech and pharma sponsors for its early-phase studies, but had no dedicated outbound capacity to reach decision-makers across the US, UK and Europe.

Approach:

• Defined the ideal sponsor profile: early-phase biotechs and pharma with CNS, rare disease, cardiovascular and metabolic assets

• Mapped and prioritized target accounts across the US, UK, Germany and Canada

• Ran multichannel outreach by email and LinkedIn, supported by Lemlist sequences

• Facilitated confidentiality agreements and proposal delivery

• Maintained structured follow-up with senior clinical and executive stakeholders

Results:​

• Therapeutic focus across CNS, rare diseases, cardiovascular, metabolic, vaccines and oncology

• 30 positive responses logged

• 7 qualified calls with CMOs, CEOs and Heads of Clinical Development

• 4 confidentiality agreements signed

• 5 formal proposals issued, several in the six and seven figure range, representing a multi-million dollar qualified pipeline

Impact: The unit gained a structured, repeatable sponsor pipeline reaching specialised decision-makers it could not previously access, with qualified opportunities advancing toward contracting.

​

​

Case Study 4: Building a global sponsor pipeline for an EU legal representation and regulatory consultancy in 11 months

​

In an eleven-month outsourced business development program, Corstrate engaged 33 active leads, secured 7 signed confidentiality agreements, issued 5 proposals and won 3 projects for a legal representation and regulatory consultancy serving non-European companies entering Europe.

​

Client: a legal representation and regulatory consultancy serving non-European bio-pharmaceutical and medical device companies running clinical trials or placing products on the European market.

Duration: 11 months.

Service: outsourced business development and lead generation.

Challenge: The client sells a technical, trust-led service to sophisticated buyers, with long sales cycles. The founders ran business development themselves, between delivery work, so outreach happened in bursts, the pipeline was irregular, and conference contacts were never systematically worked into proposals.

Approach:

• Defined the target: non-EU bio-pharma, biotech and medical device companies needing an EU legal representative or regulatory support

• Sourced through targeted outbound combined with structured follow-up from international industry events

• Qualified through discovery calls and signed confidentiality agreements

• Scoped proposals across legal representation, regulatory support and EU market-entry gap analyses

• Maintained a disciplined follow-up cadence in a single shared pipeline tracker

Results:

• 33 active leads across 16 countries on four continents

• 7 confidentiality agreements signed

• 5 formal proposals issued

• 3 projects won, including recurring legal representation mandates

Impact: The client moved from sporadic outreach to a managed, global pipeline reaching regulatory and commercial decision-makers it could not previously cover, with won mandates and warm opportunities carried forward for reactivation.

​