Choosing a marketing agency for a pharma or life sciences company
What to ask a marketing agency before hiring them for a pharma or life sciences company, and why regulatory literacy matters as much as content quality.
4 min read
A pharma B2B qualification cycle can run many months, moving through document review, sample testing, and sometimes a facility audit, before any order is placed. Without a structured record, follow-up either stops happening or duplicates across team members.
What to track for every enquiry
- Molecule and specific specification or filing question raised.
- Stage: document requested, sample sent, under technical review, audit scheduled, approved, lost.
- Next follow-up date, assigned to a named technical or commercial contact.
Automating the administrative layer
Automatic reminders when a follow-up date passes, and automatic tagging of enquiries by molecule from the website's request form, remove manual admin without needing a large marketing automation platform built for a faster-moving industry.
A qualification cycle this long is exactly where a forgotten follow-up quietly becomes a lost account.
Reporting that connects to the sales and regulatory teams
A monthly view of enquiries by molecule and stage, shared with both commercial and regulatory teams, keeps everyone aligned on where each qualification actually stands.
The takeaway
Log every enquiry's molecule, filing status question and qualification stage in one shared system — this cycle is too long and too detailed to track reliably any other way.
Written by Fibvo — Bengaluru and Erode, India — working with clients in other time zones. Questions, or think we have it wrong? Tell us.
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