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I've spent a significant part of my career working with companies, navigating the complexity of balancing direct and indirect sales channels. The key thing I learned from my years as a distributor and manufacturer, is that establishing and maintaining distributor relationships is frequently under-resourced. Organisations invest heavily in their direct sales forces but only apply a fraction of that investment to channel partners, who in reality may be responsible for a signifi

In life-science organisations, commercial hiring decisions are about capability, structure, and timing. Growth is often constrained by commercial bandwidth, leading to unclear positioning and inconsistent messaging. At Camrex Consultants, we work with organisations at different stages of maturity, providing commercial support where needed. Sometimes this means long-term engagements where we add our experience to that within existing teams, or sometimes it means discreet proje

I spend a large proportion of my time on long-term planning and strategy, but I recognise the importance of short-term tactics when year-end is approaching, and your targets are beyond your current run rate. Commercial teams in life-science businesses often need fast, tactical levers to close the gap. Short-term tactics can deliver immediate sales but come with trade-offs, especially around margin, customer experience, and long-term positioning. In this blog, I discuss some o

Even the most successful teams have limits on their time, bandwidth, and specialist experience. But with so many consultants operating in our sector, how do you choose the one who will have the most impact? Here are some tips to finding the right consultant to support your team.   1. Start with the problem, not the person Many leaders start their search for a consultant with the thought: “We need someone who does marketing.” But the real question is: What problem are you actu

Many business leaders pride themselves on building strong internal teams, but even the most successful teams have limits on their time, bandwidth, and specialist experience. The question for life science companies that need to thrive in a competitive market is not "Should we get external support?"  but rather "When is external expertise the smarter, faster, lower-risk option?" Here are the situations in which hiring a consultant is not just helpful but strategically superior

Being a consultant Is like being a decathlete The reality is, consulting isn’t one event. It’s a multievent sport! A good consultant isn’t defined by one speciality alone, but by the ability to perform consistently across multiple disciplines, switching mindsets, skills, and strategies as the situation demands. 1. The Sprint: Getting Up to Speed Fast When clients hire a consultant, they want results fast. The first 100 metres is all about rapid learning: understanding produc