A Leg Up

05 December 2005 00:01  [Source: ICB Americas]

A key factor in Excelsyn’s success has been the support of development agencies in the UK such as WalesTrade International, says managing director David Rowles. To help Welsh SMEs such as Excelsyn Molecular Development establish themselves in overseas markets, WTI enlists the help of global consultancy IBDG.

The payoff has been great in the lab services area, says Rowles. Excelsyn asked IBDG to identify a range of potential customers in the biotech arena located in California, and set up the meetings. “The key is to get the right person across the table,” he says. “If you cold call even if you’ve got a meeting, it would probably be a more junior person, but these were decision-makers in the room—combine that with our customer-focused business model and excellent team and you can see how we got the high degree of success.”

IBDG has also helped Excelsyn explore the Scandinavian and Romanian markets.

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