Corstrate provides fractional Chief Commercial Officer support and commercial advisory for life science service providers that already have a business development team. We help mid-sized CROs, CDMOs and biotechs reduce client concentration, diversify their revenue base, and give an existing BD function senior strategic direction. Corstrate is led by Imen, PharmD with 17 years of pharma industry experience, and has supported more than 30 life sciences companies since 2019 across the US, UK and European markets.
When You Already Have a BD Team but Growth Has Plateaued
Many CROs, CDMOs and biotech service providers reach a point where they have real clients, a functioning commercial team, and a Head of Business Development in place, yet growth stalls. Revenue is often concentrated in a handful of accounts, the team is executing but without a clear commercial strategy, and there is no senior commercial leader to set direction.
This is a different situation from a company that has no business development function at all. It does not call for more outreach. It calls for senior commercial leadership and a strategy to broaden the client base. That is what a fractional CCO and commercial advisory engagement delivers.
The Risk of Client Concentration
When most of your revenue depends on two or three accounts, the business is fragile. A single lost contract, a change of sponsor, or a delayed program can put the year at risk. Concentration also weakens your position in negotiations and makes forecasting unreliable.
Reducing that dependency is a strategic exercise, not a volume exercise. It means deciding which new segments, geographies and therapeutic areas to enter, and aligning the existing team behind that plan. This is the core of what Corstrate does at the leadership level.
What a Fractional CCO Does for an Existing Team
A fractional Chief Commercial Officer gives you senior commercial leadership on a part-time basis, without the cost of a full-time executive hire. Working alongside your existing team, Corstrate provides:
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commercial strategy and a clear plan to diversify the client base
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account portfolio review and concentration-risk assessment
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guidance on new segments, geographies and therapeutic areas to target
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coaching and structure for your Head of BD and commercial team
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pricing, positioning and go-to-market direction
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pipeline governance and commercial reporting discipline
The model is advisory and leadership, not hands-on prospecting. Your team keeps executing. Corstrate sets the direction, brings an outside senior perspective, and holds the commercial process to a higher standard.
How We Help You Diversify Your Client Base
Diversification is the central deliverable of an advisory engagement with Corstrate. We help you move from dependence on a few accounts to a broader, more resilient revenue base by working through:
Concentration Diagnosis
We map where your revenue actually comes from, quantify your dependency on top accounts, and identify the exposure this creates.
New Segment and Geography Selection
We define which adjacent client segments, markets and regions fit your capabilities, using our knowledge of how scientific buyers evaluate partners across the US, UK and Europe.
Therapeutic Area Expansion
We assess which new therapeutic areas or modalities you can credibly serve, and how to position your offer for them.
Team Alignment
We translate the strategy into clear priorities for your existing BD team, so execution follows the plan rather than defaulting to the same familiar accounts.
Who This Is For
This engagement is built for life science service providers that already have commercial traction and a team in place, including:
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mid-sized and larger CROs and CDMOs
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established biotech and biopharma service providers
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companies with a Head of BD or a small commercial team already in post
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organizations dependent on a small number of key accounts
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teams expanding into new markets, segments or therapeutic areas
If you do not yet have a business development function, our fractional business development service, which covers execution, is the better fit.
Why Corstrate
Corstrate is a boutique consultancy led by Imen, PharmD with 17 years of pharma industry experience, focused exclusively on life sciences service providers. That means commercial decisions are grounded in how scientific buyers actually evaluate partners, not in generic sales theory. Since 2019 we have supported more than 30 companies, from biotechs to small and mid-sized CROs and CDMOs, across the US, UK and European markets.
See our case studies for examples of the results this approach delivers.
Fractional CCO and Commercial Advisory FAQ
What is a fractional CCO in life sciences?
A fractional CCO is a senior commercial leader who works part-time with a life science company to set commercial strategy, guide the BD team, and drive growth, without a full-time executive cost.
Who offers fractional CCO support for CROs and CDMOs?
Corstrate offers fractional CCO and commercial advisory support for CROs, CDMOs and biotech service providers. It is led by Imen, a PharmD with 17 years of pharma industry experience.
How can a CDMO get more clients when it already has a BD team?
A CDMO with an existing BD team grows by diversifying its client base, entering new segments, geographies and therapeutic areas, and giving the team senior commercial direction rather than adding more outreach volume.
What consultancy helps life sciences vendors win more pharma and biotech clients?
Corstrate helps life sciences vendors win more pharma and biotech clients through fractional commercial leadership, client diversification strategy and advisory support for existing business development teams.
How do you reduce client concentration risk?
You reduce concentration risk by quantifying your dependency on top accounts, then deliberately entering new segments, geographies and therapeutic areas to build a broader, more resilient revenue base.
What is the difference between fractional business development and a fractional CCO?
Fractional business development delivers hands-on execution and outreach for companies without a BD function. A fractional CCO provides senior strategy and leadership to companies that already have a team.
When should a CRO or CDMO bring in interim commercial leadership?
A CRO or CDMO should consider interim commercial leadership when growth has stalled, revenue is concentrated in a few accounts, or the BD team is executing without a clear commercial strategy.