Specialty Biomarker CRO Builds a Translational Pipeline

Ten pre-booked 1:1s, a Day 1 talk and an email to registered attendees turned into an estimated £990k of study pipeline.

CompanySpecialty biomarker CRO RoleHead of Business Development, Europe PackagePlatinum, London (Stream 2)

10pre-booked 1:1 meetings

22qualified conversations

5–6qualified opportunities

£990kpipeline at 90 days

The company

A specialty CRO offering biomarker testing for oncology trials: flow cytometry, immunohistochemistry and multiplex assays, run under GCP for Phase 1 and 2 studies. Its buyers are translational medicine and clinical biomarker leads at mid-size biotechs and pharma, a small group that is hard to reach through cold outreach.

The goal

Meet translational and biomarker leads with Phase 1 or 2 IO programmes starting in the next 12 months.
Position the company as a biomarker partner, not a commodity lab, by speaking on Stream 2.
Leave with qualified opportunities, not a pile of badge scans.

What they did

Before: email and wishlistUsed the Platinum email campaign to registered attendees to announce its talk, then ranked about 25 names on the wishlist from the attendee sheet, so the 10 meetings went to programme owners with live studies.
At the event: talk first, meetings afterGave its 30-minute Day 1 talk on validating IO biomarker assays for early trials, then ran its 10 pre-scheduled 20-minute 1:1s, using the talk as the opener. The stand picked up a further 12 qualified conversations from session attendees.
After: follow-up within 48 hoursSent each meeting a short summary with a relevant validation case study, and booked scoping calls with the strongest fits within two weeks.

The results

Measure	Figure	Basis
Pre-scheduled 1:1 meetings	10	Included in the Platinum package
Stand and session conversations	12	Typical range for this package
Total qualified conversations	22	Within the 15–25 meetings per sponsor at London 2026
Qualified opportunities	5–6	25% of conversations (ROI calculator default)
Assumed first-year deal value	£180k	Typical for this category
Pipeline at 90 days	about £990k	Opportunities × deal value
Expected wins over 6–12 months	1	20% of opportunities (ROI calculator default)

What made the difference

The talk created inbound interest before the 1:1s, so meetings started warm.
Ranking more names than meetings meant every slot went to a qualified programme owner.
Fast, specific follow-up kept opportunities moving while the trial plans were still open.

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