Frequently Asked Questions About ACG-Clinical’s Sales Consulting and Leadership Services

For Research Sites

Q: How can sales consulting help my research site?
A: Research sites face unique challenges in attracting sponsors and CROs. My clinical research sales consulting, training, and coaching help sites effectively communicate their value proposition, strengthen sponsor relationships, and develop sustainable growth strategies that highlight each site's strengths and capabilities.

For Clinical Research Technology Companies

Q: What value do you bring to clinical research technology companies?
A: Technology vendors in the clinical research space often struggle with lengthy sales cycles and complex buying committees. Having led sales teams for clinical research technology companies, I provide consulting, sales training, and coaching programs that help tech vendors build targeted sales strategies, create messaging that resonates with research organizations, and implement processes that shorten time-to-close and increase win rates.

For IRBs

Q: How do you support IRBs with their commercial efforts?
A: IRBs operate in a highly regulated environment where traditional sales approaches often fall short. My eight years of experience working directly for an IRB allows me to help these organizations develop consultative selling approaches, create value propositions beyond regulatory compliance, and implement growth strategies that respect the ethical framework within which IRBs operate. This may include sales consulting combined with coaching and training for client-facing teams.

For CROs and Specialty Consultants

Q: What makes your consulting valuable for small CROs and specialty consultants?
A: Small CROs and specialty consultants often compete against much larger organizations with extensive business development resources. I help these organizations develop niche positioning strategies, create targeted prospecting plans, and implement sales approaches that leverage their agility and specialized expertise to win against larger competitors. Engagements may combine consulting with hands-on training and coaching for business development teams.

Training and Coaching

Q: What types of training and coaching do you offer?
A: I provide customized training and one-on-one or group coaching programs for business development and sales leaders across the clinical research ecosystem. These programs focus on communication, relationship-building, sales process design, and strategic account management — often using real scenarios from your organization to drive practical learning and immediate results.

Q: How is coaching different from consulting?
A: Consulting focuses on strategy and structure — what to build. Coaching focuses on behavior and execution — how to build it. I often blend both so teams not only have the right playbook, but also the skills and confidence to use it effectively.

Fractional Leadership and Strategic Advisory

Q: How does a fractional CCO or Sales Leadership arrangement work?
A: As your fractional CCO or Sales Leader, I provide executive-level commercial leadership on a part-time basis. This gives clinical research organizations access to strategic guidance, sales team development, and revenue growth initiatives without the cost of a full-time executive. Arrangements typically include regular strategy sessions, sales training and coaching for your team, and hands-on support with key accounts.

Investor and Board Solutions

Q: Do you work with investors or boards evaluating portfolio companies?
A: Yes. I partner with VC and private equity firms to assess commercial readiness, growth potential, and leadership alignment within their portfolio companies. My advisory work helps boards and investors identify opportunities for sales acceleration, leadership development, and go-to-market optimization — often supported by ongoing consulting or fractional CCO engagements.

The C.L.A.R.E.™ Framework

Q: What is the C.L.A.R.E.™ Framework?
A: C.L.A.R.E.™ stands for Communicate, Listen, Align, Respond, Execute — five simple actions that transform how teams work together, not just what they work on. It’s the foundation for many of my training and coaching programs, helping leaders and teams build clarity, trust, and momentum across fast-moving, cross-functional environments.

Q: How is C.L.A.R.E.™ used with clients?
A: The framework helps leadership and commercial teams shorten response times, close communication gaps, and improve collaboration across departments. It’s applied during workshops, leadership retreats, and ongoing coaching to create measurable improvements in communication flow and accountability.