When Opportunity Calls, Answer the Phone

Two weeks ago I received a phone call from the editor of the New York Times requesting an interview about drug development in India. Of course, I took the call.

The article, "India Expands Its Global Role in Drug Production", provides a great overview of the drug development trend in India. It is written by the Times reporter in India, (an American), and provides a very balanced blend of information. I suggest you read it. (And please excuse my self-promotion).

It is interesting to note how this call came about. It is part of the marketing mix that helps drive reputation, credibility, and sales.

It all started on LinkedIn, the hottest social networking site in America. (If you are not on LinkedIn, I suggest you get there). I posted a discussion looking for a consultant on solid oral dose manufacturing in India. I received many, many responses. One was from a gentlemen in Canada who was very helpful. He referred me to a magazine in California, Pharma Manufacturing. That editor referred me to the newspaper IndUS (India-US business), who wrote an article ("NC Business launches Pharma Tours in India") about us. The New York Times then read the IndUS article and gave us a call.

That article, while not directly generating RFPs, has added more credibility to our brand, and was read by many of our customers and prospects. Of course, it is linked on our website, and I am blogging about it now.

The lesson? Never stop networking.  Take the time to "work" the social networking sites, especially if you are in Business Development.  Write short articles and submit them to magazines. Once the magazine is published, get lots of mileage out of the article.  And of course, follow-up on all leads.

All of this goes a long way, and helps establish your reputation...your brand, in the market place.

Dedicated to your success in North America.

Jim Worrell