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Preclinical CRO Builds Pipeline From a Meetings-Only Package

Seven pre-arranged meetings and no stand: a lean first year in oncology with an estimated £300k of pipeline.

CompanyPreclinical models CRO RoleVP Business Development PackageExclusive 1:1 meetings (7), London
7pre-booked 1:1 meetings
16qualified conversations
4qualified opportunities
£300kpipeline at 90 days

The company

A preclinical CRO offering humanised and syngeneic mouse models and in vivo pharmacology for immuno-oncology programmes. Its buyers are discovery, pharmacology and preclinical heads at biotechs choosing models for their next IO candidates.

The goal

  • Test ImmunoMark as a first oncology event without the cost and staffing of a stand.
  • Meet IO discovery and pharmacology heads with candidates heading into in vivo studies.
  • Fill the first half of the year with model selection conversations.

What they did

  1. Before: pick from the full listChose 7 delegates from the full delegate list and profiles shared 10 days before the event, focusing on biotechs with IO candidates at the preclinical stage.
  2. At the event: meetings plus sessionsRan the 7 pre-arranged 20-minute meetings, then used Stream 1 sessions and the Day 1 drinks reception for 9 further conversations with discovery teams.
  3. After: model recommendationsSent each contact a short model recommendation for their target, which turned conversations into study design calls.

The results

MeasureFigureBasis
Pre-scheduled 1:1 meetings7Included in the Exclusive 1:1 meetings package
Stand and session conversations9Typical range for this package
Total qualified conversations16Within the 15–25 meetings per sponsor at London 2026
Qualified opportunities425% of conversations (ROI calculator default)
Assumed first-year deal value£80kTypical for this category
Pipeline at 90 daysabout £300kOpportunities × deal value
Expected wins over 6–12 months120% of opportunities (ROI calculator default)

What made the difference

  • A meetings-only package kept the cost and team small while still guaranteeing time with the right people.
  • The delegate list and profiles let the team choose programme owners, not just job titles.
  • Sessions and the drinks reception added conversations at no extra cost.

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