How to Effectively Market Your Site to Sponsors

How to Effectively Market Your Site to Sponsors

Take the Opportunity to Promote Your Site

Communicating with sponsors before site selection, during trial execution, and after trial close is a critical element to maximizing sponsor relations and opportunities.  Unfortunately, clinical trial administrators don’t often take advantage of the myriad of opportunities to tell their story to sponsors

Buck this trend by taking advantage of every sponsor interaction your team has by asking them about their concerns, future plans, and industry POV. Capitalizing on connections with current and potential sponsors can yield powerful, useful insights. Ask what data they are most interested in, what information they didn’t see in their initial search, and other gaps in the data your company is presenting. Taking that proactive step serves a number of purposes. It will ensure your team is better equipped to deliver the data necessary for sponsors to make decisions on awards in the future. Also, doing so demonstrates your team is interested in their feedback, proactive in data gathering, and delivering thorough performance.

What do Sponsors Need from Trial Sites?

Understanding what sponsors want is critical for clinical leaders. Increasingly, sponsors want to be ensured that performance is being monitored and reported upon accurately. Providing sponsors with predictability and reliability can set an organization apart and make it a loyal partner of choice. Sponsors should be able to easily understand how sites can provide predictable, reliable clinical trial results. 

A site can differentiate themselves by demonstrating how a clinical research team approaches enrollment and how data is tracked, recorded, and organized. Leveraging a powerful and comprehensive CTMS suite can help you provide complete data sets of accurate, actionable information so sponsors can clearly see the added value working with you provides to their bottom line.

Harness Data to Tell Your Story

Your historical clinical trial data tells the story of your organization. When sharing, point out impressive achievements, highlight processes, notable feasibility metrics and other numbers that help shine a spotlight on your successes. Getting out in front of the story helps ensure sponsors are aware of your accomplishments, capabilities and improvements. Harnessing data to tell the tale in the best way possible increases your chances of landing the award.

There are a number of relatively simple ways to amplify a clinical research “pitch” to sponsors including: 

  • After initial contact with a sponsor, follow up with emails containing notable performance data
  • Include figures in your newsletters and other marketing collateral; share the story of your site statistics on your website
  • Highlight relevant data to sponsor representatives in follow-up conversations, PSVs, SIVs, investigator meetings and other interactions 
  • Share your data in conversations with booth visitors and other attendees at industry or virtual trade shows and webinars 
  • Post case studies, whitepapers, and other news on your website, using verbiage on which you know sponsors are searching so they can easily find your work

Position Your Site as a Regulatory Partner

Successfully managing Clinical Research Associate (CRA) site visits is a critical part of any clinical research organization. CRA monitoring, while a mandatory and non-negotiable part of managing and monitoring a clinical trial, has a very real impact on the daily work of your site. CRAs have the responsibility to ensure all elements of patient safety, clinical data accuracy, and investigational protocol adherence. With that in mind, what can your site team do to evolve your approach to CRA visits to one of partnership? 

Perhaps the best tool to minimize CRA site visit impact is a transition to digitized regulatory management through deployment of an eReg system. Make CRA visit preparation a consideration when evaluating the deliverables and reporting needs of the transition to digital regulatory management. How might the very specific CRA requirements affect the process? Engaging your eReg partner in these discussions will be critical so they can help ensure you’re building a system that addresses the needs of both internal and external stakeholders

CRAs and site monitors are increasingly comfortable with digital regulatory practices so having the best system to track data will help make their job easier, often meaning an easier site visit for your organization and team. Early communication with monitoring organizations to alert them to your CTMS and eReg system configurations will allow their CRA staff to better prepare for visits to your site. Likewise, understanding specifically what they expect on-site allows your team to proactively prepare versus spending more time on last minute requests for data. And even when those ad hoc requests do arise, a digital system in place will enable finding and distributing the data in less time. 

Making connections with current and potential sponsors maximizes opportunities for engagement and builds deeper partnerships for future trial work.

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