Bruce is Inteliquet’s Vice President of Life Sciences Business Development. He is responsible for building the commercial division and delivering Inteliquet’s solutions to pharmaceutical, biotechnology, and contract research organizations (CROs). Bruce has 20+ years of experience in the “art and science” of clinical trial management, operations, and business development. At leading CROs such as Premier Research, Syneos, and Pharm-Olam International, he was responsible for building and expanding business development teams while developing strategies to bring in, and build, lasting relationships with pharma clients.
Bruce spoke with us about why he came to Inteliquet to build the business development team, and how his work at CROs has prepared him.
How did you get into healthcare?
In the 1990s, I move to North Carolina, and my first job was working as a proposals and contracts analyst at PPD. After two years, I wanted to do more in this space than just review contracts and prepare proposals, although I learned a great deal about clinical research during this time. I wanted to get into business development, which was more suited to my nature. For me to get that kind of role, I needed clinical operations experience, so I moved into a CRA role where I was part of oncology and CNS studies.
What I liked at mid-size CROs was the ability to stay close to the scientists, especially during pre-clinical phase because it helped us form stronger partnerships. That was helpful as I moved into management. It also was helpful because it helped me to remember the importance of partnership and avoid the transactional nature of this work, which can happen at larger organizations.
Inteliquet is a company that triangulates quite well when it comes to helping life sciences companies advance the process of developing therapies: We have the right data, the right technology, and the right clinical research expertise to help quickly match patients efficiently and accurately. These areas are all familiar challenges life sciences face in the drug discovery process, and Inteliquet is an organization that approaches these challenges in a new and exciting way.
Part of what we also do is help oncologists see clinical trials as a viable patient care option. That is vital; all of us have been impacted directly or indirectly by cancer. Every person in the U.S. either has had a family member affected by cancer, or knows someone who has. It is a huge issue that we need to address.
And we can help make the process more efficient and quickly match patients to help improve how patients and physicians perceive clinical trials as a viable option. That can lead to patients getting better care. As indirect as that is, Inteliquet is one piece of the puzzle. But it’s a big piece, and if we can solve it, other pieces fall into place much more quickly and easily.
What else about this company appealed to you?
It has a great culture with sound leadership. Peter Malamis, our Life Sciences head, is a great collaborator; Marie is one of those rare individuals who is well-informed, well-recognized in the industry, and who listens with the intent to understand and not just to respond. It only adds to the benefits of working at Inteliquet.
What do you want Life Science companies to know?
The one thing I want them to know is that myself, and all of us at Inteliquet, are eager to learn, contribute, and partner with them for success. Whether it is providing access to data that helps design a protocol or improve site feasibility, Inteliquet sees their success as our success. We strive to do the right thing, and we have the experience and expertise to be a strong collaborator.
We also know where the process can be cumbersome. We want to help companies and their sites eliminate manual burdens and help them to be efficient and effective, so more patients benefit.
What about CROs…what should they know?
Inteliquet can help them ensure the right sites enroll the right patients. While nothing is foolproof, our approach can help lower the risk of sites not enrolling patients because we can provide a level of transparency and specificity in patient matching that provides the right insight, so CROs know which sites are appropriate for trials and which ones aren’t. All of this can help them get sites up and running more quickly, as well as increase patient accrual, while research staffs spend less on the manual processes involved in chart reviews.
It’s an exciting time to work in healthcare, and I am looking forward to doing my part.