You're struggling to unite R&D and sales in a biotech company. How can you foster collaboration effectively?

Effective listening, try to solve the customer problems, not just sales. One should listen to the customers pain points. Do not over promise that you cannot deliver.

Go visit some customers together. Have them talk about what they need by way of improvements and/or new products. Then go back with a prototype for their reactions and design critique.

Clareza nas metas e objetivos da empresa é parte fundamental, se cada um correr pra um lado vira um cabo de guerra onde a empresa nao sai do lugar, todos devem puxar o cabo para o mesmo lado.

Depending on the size of the company and the existing talent, make an executive decision whether the firm will be a sales-centric organisation driven by “outside in” perspective, sales strength, forecasting, market insights, and market positioning, or a bell labs- like research centric org whose salespersons understand the brilliance of the proprietary tech and create blue ocean markets for them. Alignment is good, but in my experience management has to decide the orientation

I think knowledge sharing and management is a key factor which should be considered. Sales team are the first team where customers and experts ask them about services, and translation of the customers' needs to the R&D team needs a high level of knowledge, especially in biotech companies where the customers are experts in their fields. Sales teams in these form of companies are like a bridge between customers and R&D team and I think can be part of the R&D committee.

Open dialogue is important involving team members who are open and listen to each others' perspectives, challenges and road-blocks. Each team needs to realize that, other teams are playing the same important vital role in delivering the results. When people are not worried about who is getting the credit / blame - then open dialogue will be possible.

Dialogo entre as equipes, ouvir e ser ouvido, usar as experiencias das diversas areas, vendas deve ser o motor de traçao do negocio, nao so para vendas mas para apontar oportunidades, o dialogo traz para o P&D norte para os trabalhos visando atender as demandas de vendas. O dialogo nao deve ser apenas formal em uma ou duas reunioes pré estabelecidas, deve ser continuo e expontaneo. O dialogo é parte muito importante para unir num unico objetivo e deve ser incentivado o tempo todo.

La transparencia corporativa es vital en situaciones de colaboración empresarial. Si el CEO tiene la capacidad para trasladar el Propósito y la estrategia con la claridad tal que no deje espacio para las dudas, la sinergia entre los equipos de trabajo será optima y la alineación ayudará a cumplir los objetivos. No debe ser una lucha interna, sino todo lo contrario.

Promote regular communication between R&D and sales teams through meetings, collaborative platforms, or informal catch-ups. Open dialogue helps bridge gaps in understanding and builds stronger working relationships, ensuring everyone is on the same page.

Estabelecido o objetivo, é preciso uniao, colaboraçao, concessão e compreençao, para uma estrategia conjunta bem suscedida nao pode haver discordancias severas. diferentes pontos de vista sao beneficos, divergencia de opiniao leva ao crescimento e assertividade, mas é preciso equilibrar e engajar todos para construçao da estrategia conjunta e para sua execuçao. Cada um deve fazer sua parte e conhecer o todo, para saber onde sua parte se encaixa na roda para ela girar.

La estrategia conjunta es el resultado de establecer los objetivos y responsables con claridad, si todas las áreas involucradas saben la importancia de su rol para el cumplimiento de estrategia y la importancia de trabajar juntos, los resultados serán los esperados, lo contrario genera trabas y retrasos en el proceso.

Develop a collaborative strategy that integrates input from both R&D and sales. Involving both teams in the strategic planning process ensures that products meet market needs and that sales tactics align with technical capabilities.

Sem compartilhamento do conhecimento nao ha como montar estrategia conjunta, é somente com a soma dos conhecimentos de cada area e de cada profissional que conseguimos montar uma estrategia que engaja todos. Ideias inovadoras se misturam a experiencias e conhecimento do negocio e ajudam pensar fora da caixa.

Encourage knowledge sharing between the departments. R&D can educate sales on technical aspects of products, while sales can provide insights into customer needs and market trends. This exchange enriches both teams and enhances product development and sales approaches.

Implement incentive programs that reward collaboration. Create performance metrics that recognize the contributions of both R&D and sales to successful product launches and revenue generation, fostering a culture of teamwork.

Regularly assess the collaboration between R&D and sales. Use feedback from both teams to refine processes, address challenges, and make adjustments as needed to ensure ongoing alignment and cooperation.