Focus on Client Needs

A companys main profit centers cluster around client needs. Your market therefore plays the major role in shaping all business decisions, particularly those concerning new developments in profit centers. For example, some areas require customized responses while others allow for batching work. Distinguishing these areas is dependent on the specific industry; however, the general concept is applicable to many other businesses. In our industry, the customized responses can be due to the way regulatory authorities view unique biological products. Therefore, in some testing, mixing of test articles from different sources is scientifically acceptable, and they can be more efficiently formed into large batches. However, with certain other tests, this is not allowed, so they cannot be batched at all, and improving economies with that approach is not available.

The most important approach to employ to discover new profit centers is to listen to clients through all available means. Leading innovative clients have their own programs to improve some aspect of their product testing or development. We often help clients develop these capabilities.

This almost always involves also working with government regulatory authorities, most frequently the United States Food and Drug Administration (the FDA), to validate and interpret the methods employed.

As a service company, we most often retain the developed know-how, incorporate it in one or more of our services, and then sell it to others. Alternatively, a client may retain the proprietary or patented know-how for themselves , but they will have paid a higher price for that value.