"For the past 4 years I tried to gain access to a Global Pharma company that consumes a product we've made for several years. My phone calls and e-mails to our limited contacts within the company went unanswered. Using SmartChem, I obtained the email contact for a key person, I had an answer the same day and a sale about a week later! I am very satisfied with SmartChem as it continues to enhance my business opportunities."

- Mr. Lee DeWitt, Vice President Business Development at Synergetica, Inc

"ROW2's SmartChem has provided us with comprehensive data on applications, worldwide customers and competitors. It has helped us expand our business by identifying new customers and markets. I must say it's an excellent tool and more than just a database."

- Mr. Alessandro Gagnoni, Director Technical Development at PHF Sa.,Switzerland

Welcome to CI2E Quarterly, Business Development Special! Focusing on functions that are integral to the success of organizations, our first two CI2E Quarterly issues were dedicated to the Process Chemistry and Sourcing functions of Life Sciences and Chemical industries. In the third issue for 2007, we take up another integral function, Business Development where efforts have increased exponentially to improve the top line performance.

The CI2E Quarterly is appreciated as a true Compendium of Information, Interaction and Entertainment, so read more on its sections below. CI2E Quarterly continues to be shared with over 5000 "select" industry professionals in the Life Sciences and Chemical Industries!

In this issue:

• ROW2 World: ROW2 to speak at Global Pharma Summit on the topic “Process R&D equation”, ROW2's quarter update.

• Featured Article: Business Development Strategies for Today’s Chemical Industry by Mr. Robert Byron

• Interesting Links: to various articles published on Business Development.

• MyForum: Cambridge Healthtech Institute, introduces the Mastering Process Chemistry Conference.

• Entertainment: One-liners will tickle your funny bone.

ROW2 World - This quarters highlights

ROW2 News

• ROW2 to speak at Global Pharma R&D Summit: Dr. Joseph D’Antuono, Vice President Process Chemistry Solutions will present his views on “The Process R&D equation” at the Global Pharma R&D Summit at Boston, USA on October 22-23, 2007. In this talk Dr. Joseph will assess the critical factors that influence the efficiency of drug development, analyze challenges and current trends in the industry and will present his views on emerging trends in the function of Process Chemistry leading to better Return on Investments.
  
  

• ROW2 Event Alert: ROW2 always keeps its industry colleagues and customers abreast on key events in the industry through “Event Alerts”. We are pleased to inform you that ROW2 has negotiated a flat discount of USD 200 to all the recipients of this News Letter, upon registration for the Mastering Process Chemistry Conference organized by Cambridge Healthtech Institute to be held on October 15-17, 2007 at Philadelphia, USA.
  




SPECIAL DISCOUNT OFFER – Register for the Mastering Process Chemistry Conference by using ROW2 priority code and SAVE $200. Please provide the priority code: 744RW2 while registering! Click here to register.

• Upcoming Events: ROW2 will be attending the Mastering Process Chemistry Conference on 15-17 October in Philadelphia, USA; Global Pharma R&D Summit on October 22-23 in Boston, USA; CPhI India on November 26-28 in Mumbai and Chemspec China on November 28-29 in Shanghai.
  

• Events: ROW2 attended the ACS Prospectives, MA, USA between Sept 30 – October 3 and CPhI Worldwide, Milan, Italy on 2-4 October.

SmartChem News

• SmartChem Jubilee: SmartChem is celebrating its 5 Year Jubilee this year and our customers and new subscribers continue to benefit from the SmartChem Jubilee Offer. As part of the Jubilee celebration we also have various value adding initiatives planned. We are proud to communicate that over 500 users are deriving value from SmartChem across 20 countries. Over 80% of our customers are using SmartChem year after year and we have over 75 reference-able customers till date.



• SmartChem enhancements: We continue to add value in SmartChem, Watch out for the following enhancements expected to be launched very soon. All these enhancements have been made out of suggestions received from our customers:
  
  Supplier section enrichment: Suppliers section will be   soon enriched with the details on the manufacturers who   hold DMFs / VMFs for specific chemicals.
  
  After Sales Assistant: Your Prompt and user friendly   Assistant will be ready to assist you soon! Upon launch of   this enhancement, you will no longer need to send emails   for After Sales. A click of a button will register your After   Sales Requests with ROW2.
  
  Products offered by Companies: Many of our customers   have requested us to provide “search by Company Name”   as an added feature. SmartChem will soon provide you with   company wise offerings thereby assisting Sourcing   professionals evaluate the company’s entire product basket   while short listing suppliers and Business Development   professionals can evaluate opportunities for selling to these   companies all at one go.



• Thanksgiving Day: This Thanksgiving Day we will offer a heartfelt and special thanks to all our SmartChem subscribers, who placed their trust and support in us and helped SmartChem complete 5 Successful Years of service.

RouteDesign News

ROW2 continues to make strides on the RouteDesign front. Along with our laboratories tie-up, ROW2 now also undertakes proof of concept projects, thereby forward integrating its much-acclaimed RouteDesign Service. ROW2 has been working with its customers to prepare case studies highlighting the benefits reaped by its Customers. ROW2 now also enjoys reference able customers for its process chemistry related services.

• Process Research Chemists Day: We will celebrate Process Research Chemists Day on November 10, 2007 as a mark of respect to this Profession that Restfully makes significant contribution to the business objectives of Research & Development focused Companies. We promise to make it a memorable day for our colleagues from the Process Research fraternity.

Important Events from Oct to Dec 2007:

Oct:
15-17: Mastering Process Chemistry, Philadelphia, USA
22-23: Global Pharma R&D Summit 2007, Boston, USA
29-30: Optimising Organic Reactions, Basel, Switzerland

Nov:
13-14: Informex China 2007: Cancelled
25-27: CPhI India, Mumbai
27-28: PAT in Organic Process R&D, Florida, USA
28-29: Chemspec China, Shanghai

Featured Article

The current definition of business development found at Wikipedia starts as follows: “Business development includes a number of techniques to grow an economic enterprise”

Let’s first define the types and characteristics of chemical businesses (economic enterprises) that exist. It is important to remember that although each of these businesses are in the chemical industry they each have unique drivers and success factors. Understanding these drivers is important to designing a business development plan that is on target with the specific business type.

To read the full article click here

ROW2 picks of the quarter

Specialty Pharma: Business Development & Licensing Strategies
Published in: Specialty Pharma - Jul/Aug 2007 issue

This article focuses on the Business Models and Strategies adopted in Specialty Pharmaceutical Companies. It also gives a further input to Licensing Strategies, Life Cycle Management and Outsourcing.

Global Expansion: European Life Sciences plays catch up to U.S. Market
Published in: expansionmanagement.com – April 2007

This interesting read determines what is required of the European Biotech industry for their long-term growth. It also talks about the business expansion hubs in Europe along with the cutting edge competition.

Where should you locate your next biotech facility?
Published in: Area Development Online – April/May 2007

The location decision for biotech facilities is becoming increasingly complex and this article gives an overview of how to select a favorable location.

Featured Article Cont'd.

Lucky for us, not much has changed in the major chemical industry segments (Economic enterprises) over the years and some basic business rules still apply.

Click here to view the various Economic Enterprises in the Industry and the factors determining their success.

After understanding the business, setting internal sales goals and tailoring your company’s message to the appropriate chemical segment, let’s look at strategies and plans (techniques) to best promote success. The fact that potential customers and competitors enjoy unprecedented access to information has transformed chemical business development from the old paradigm of the phone call, customer business visit and occasional technical conference presentation into an ultra competitive global 24/7 environment.

Techniques that work in today’s 24/7 global business climate:

A. Communicate the message:

• Newsletters (both hard and electronic formats like this one)
• Email campaigns
• Web based seminars
• Print Advertising (In Journals read by target audience)
• Technical presentations at conferences attended by target customers
• Search engines and product buyer’s guides
• Trade Show displays and exhibitor showcase presentations
• Company website
• Databases
• Piggyback the message (create buzz in print or web ad for trade show and carry that message in trade show display design and theme)

These venues not only advertise your product or service but also keep your company visible and your message fresh in a potential buyer’s mind.

B. Measure the effectiveness of the message.
Often major expenditures are made to design communication without any regard whatsoever to this aspect. Some measures that work.

• Website visitor counter or identifier
• Advertisement specific email or telephone contact address
• Poster reprint request form

Figure out how to measure and keep measuring and adjusting the media and/or the message. Only through experimentation with a variety of communication techniques will a clear path emerge.

C. Keep it current: There is probably nothing more frustrating to go to a particular source of information only to find it is out of date. Website and databases in particular need to be updated on a regular basis to keep the available information relevant. A once a year only exercise with your local IT groups will result in outdated information, wasted efforts and lost sales.

D. Make it useful: The information on your website might make or break a sale. The more information, the better. This includes product spec sheets, MSDS sheets and specific application data. Being able to easily navigate to this information is critical, as your competitor can be only a click away.

E. Be Responsive: Call centers and customer service functions need to be created in such a way as to support business development. Put relevant information price lists, specifications inventories etc. in the hands of these personnel. Make sure personnel are trained to answer immediately or redirect inquires to the proper department or person, if they cannot. Empower them to make decisions (up to a certain monetary value) without having to go to management, including ability to approve credit for new clients. A good customer service experience will help generate repeat business.

F. Plan but be flexible: No one plans to fail but lack of planning will almost assure it. Plan ahead, when something doesn’t work (and a number of messages or approaches won’t) try a different approach.

In conclusion, an overall understanding of the characteristics of a business segment is key to tailoring a message and approach to chemical business development. Understanding the variety of techniques currently available, harmonizing them across your business enterprise, and being flexible and willing to experiment with these techniques will help foster success in a highly competitive industry.

About Robert J Byron

Robert J. (Bob) Byron is currently Business Development Manager for Tosoh USA and is responsible for developing new markets and applications for Tosoh chemical products and technologies in the Americas.

Mr. Byron has over 30 years of experience in various industries and has participated in the selection, development and commercialization of numerous businesses, products, processes and services on a global basis. Among his various work experiences, Mr. Byron has held senior level positions in business development, chemical manufacturing and R&D and was a founder and managing director of a international chemical equipment and separations service start up company. Mr. Byron holds a BS in Chemical Engineering from Worcester Polytechnic Institute and an MBA from the University of Chicago.

Contact: bob.byron@tosoh.com, Website: www.tosoh.com

To sponsor future newsletters, write to us here.

Cambridge Healthtech Institute presents the Mastering Process Chemistry: Optimizing Pharmaceutical Development conference on October 15-17, 2007 at Philadelphia, USA:

This event will present successful strategies and methods for efficient process development, with an eye toward increasing greenness. Among the many highlights, attendees will hear about methods being used to bypass problematic chemistry, discover how tools and automation are paying off in process efficiencies, and find out how companies are managing their process development workflows for maximum success.

Session topics include: Case Studies of Practical Synthesis, Strategizing for Commercial Success, Process Optimization via Analytics, Green Chemistry Spotlight, and many more. To find out more about this must-attend event, please visit the conference website: www.healthtech.com
/2007/psu

To know more about the Special Discount Offer designed for ROW2 colleagues, click here.

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2. The new drugs are     so exciting I feel     like I'm missing     something by     being in good     health.

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Business Development Specials