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Business Insights

    Business InsightsStudy Site Management

    Is “Being Intentional” the Force Your Company is Missing?

    by Brandon Bissell March 27, 2023
    written by Brandon Bissell

    For this entry in my leadership blog series, I’d like to talk about intentional leadership and begin by asking:

    1. Do you ever feel like you’re on autopilot? You’re not even having to think about what you’re doing – you’re just doing it! Driving, filling out reports, attending recurring meetings, etc.
    2. Do you have those days when you are so busy that you don’t even have time to take a breath? When you get home, you can’t think of a single thing you feel you accomplished.

    Yes, life is busy. In addition to your job, you may have kids, pets, and a myriad of other responsibilities on your plate. The book The 4 Disciplines of Execution discusses the challenge we face with the whirlwind stealing our time away from important initiatives.

    Examples of the whirlwind are responding to emails, answering phone calls, putting out customer fires, and filling out forms. Whirlwind activities put you on autopilot. At the end of the day, you feel you didn’t accomplish what you set out to do.

    When we run on autopilot with our customers or prospects, we run a serious risk. Do you know what that risk is? It’s being average, being predictable, fitting the stereotype, and meeting but not exceeding expectations.

    We Can Fight Autopilot

    Did you know that you already have a secret weapon to fight autopilot? It’s something that can take your company from forgettable to exceptional and something that, when put into words, sounds simple. But doing it can be hard, and that is why most don’t. Get ready for it: The secret weapon against being on autopilot is…

    What do I mean by being intentional? A good example is something we did in recent years at one of our portfolio companies.

    We had seen perfectly good prospects fall off one after another, so we paused and evaluated our outreach messages and looked for weaknesses. We found our interactions were average on all accounts.

    Some of the things we saw:

    • No research on the prospect.
    • No research on their company
    • Messages spewing the greatness of our company and our assigned salesperson – but nothing about the prospect

    It’s no wonder we weren’t getting responses! That is why the sales team instituted what we called triggers in our prospecting messages.

    You can be one of the millions of sales boilerplate messages sent every day that get deleted, or you can be a trigger expert and get responses that everyone envies.

    Our team looks for what will trigger a response from a prospect or client. These triggers can be:

    • News articles we find about the person or their company
    • Relationships that tie us together personally or professionally
        • Do we use their company’s products?
        • Do we currently serve a company that they know or work with?

    And the list continues. In the end, the recipient will see something in the email that relates to them that will trigger them to respond.

    Intentional Leadership is All About ‘Extra Credit’

    Triggers are just one example of an intentional activity that can help take us off autopilot. Being intentional is about exercising our discipline a step further than where most would stop. Think about your school days when you were offered extra credit.

    • Why was it extra credit?
    • Was it because your teachers knew what you would deliver on autopilot?
    • Did they want to see what you could deliver when your autopilot was turned off and the discipline to be intentional was engaged?

    Lo and behold, when you intentionally delivered extra, you were commensurately rewarded for it. This fundamental of intentional leadership holds true wherever you apply it to your life.

    If we can build up our mental stamina and train our minds to challenge ourselves in our day-to-day activities to get off autopilot, then we are on the road to truly being intentional. We are on the road to differentiating ourselves through intentional communications, project management, services, and solutions. While often small in scale, our intentional actions can have a significant impact, and when compounded across everyone, over time, they can create an intentional culture that makes a company a force to be reckoned with.

    What Intentional Leadership Means for Team Members

    When it comes to communications, meetings, work product, etc., my team members may find me pushing them to be more intentional to:

    • Take it a step further
    • Provide additional value that isn’t expected
    • Provide additional clarity that isn’t expected

    My desire to push my team members comes from a positive place, which is a serve-first mindset. The comments and recommendations I have given are meant to be supportive of their growth from a perspective of how to look at and approach things. My expectations for being intentional are high. These expectations are not communicated through judgment but rather through collaboration with them to figure out what is best for our teams and our company.

    Imperial Advantage

    At Imperial, being intentional keeps us engaged and relevant, and it supports our core values, which include exceeding expectations. Please contact us to discuss your clinical research study. We will help overcome issues you are experiencing and quite possibly assist in areas you didn’t expect.

    March 27, 2023 0 comment
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  • Business InsightsClinical Trial Writing and Design

    Using Digital Print to Create Stellar Clinical Trial Materials: A Behind-the-Scenes Look

    by Dave Woodard March 15, 2023
    by Dave Woodard March 15, 2023

    Imperial’s digital presses support the front lines of clinical research across the globe. All the clinical trial print materials we produce for you—for example, ISF and pharmacy binders, patient recruitment materials, investigator meeting materials, and dosing diaries—are produced in the U.S. and the U.K. under…

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  • Business Insights

    Is Servant Leadership More Effective?

    by Brandon Bissell March 1, 2023
    by Brandon Bissell March 1, 2023

    For this entry in my effective leadership blog series, I’d like to discuss a concept that has been around for some time: servant leadership. While there are several ways to describe this type of leadership, the following short excerpt is very good. It was written…

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  • Business Insights

    Effective Leadership: Work ON vs. Work IN the Business

    by Brandon Bissell January 24, 2023
    by Brandon Bissell January 24, 2023

    There are many forms of effective leadership, and everyone in a leadership position has their own style. Like all leaders, I value the wisdom I have gained from others. The insights shared here represent a culmination of best practices garnered through study, learning, and experience.…

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  • Business InsightsLife-Science EventsPatient EngagementPatient Recruitment and Retention

    Summit Reveals Clinical Trial Challenges and Solutions

    by Imogen Cheese December 1, 2022
    by Imogen Cheese December 1, 2022

    My colleague Frances Bentley and I had the privilege of attending the 8th Annual Clinical Monitoring and Patient Recruitment Retention (CMPRR) Summit in Barcelona. Several clinical trial challenges and solutions were discussed. I was there to present a talk titled “Exploring the Hidden Challenges to…

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  • Business InsightsPatient EngagementPatient Recruitment and Retention

    Decentralized Clinical Studies: What Does the Future Look Like?

    by Kirsten Friend August 8, 2022
    by Kirsten Friend August 8, 2022

    Clinical trials have existed for centuries, shaped by brilliant minds, historical events, and medical crises. When COVID emerged, many research sites closed or patients stayed away as non-COVID trials paused. Decentralized clinical studies experienced a metamorphosis, putting into action what had previously been primarily ideas.…

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  • Business InsightsPatient Recruitment and Retention

    Artificial Intelligence for Clinical Trials: Move Ahead, or Halt?

    by Erica Manning July 26, 2022
    by Erica Manning July 26, 2022

    This blog was featured on Clinical Trial AI Weekly. For centuries, science fiction writers have toyed with the endless possibilities of artificial intelligence (AI). And now we’re living the future those writers celebrated and also feared. How might AI apply in the realities of our…

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  • Business InsightsPatient EngagementPatient Recruitment and RetentionUncategorized

    DIA Takes on Technology in Clinical Trials

    by Dan McDonald June 23, 2022
    by Dan McDonald June 23, 2022

    An interesting element of every DIA annual meeting is the variety of voices that are brought together from across the drug development ecosphere. From industry to regulatory bodies, academia, and even students, diverse backgrounds and experiences are brought to the table. The cumulative effect is…

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  • Business InsightsLife-Science EventsPatient Engagement

    Opening Day at DIA Meeting: Two Clinical Trial Approaches Join Forces

    by Dan McDonald June 21, 2022
    by Dan McDonald June 21, 2022

    Hello from the 2022 DIA Global Annual Meeting. Not surprisingly, decentralized clinical trial approaches has the spotlight here. This includes: Wearables and sensors for remote data collection Mobile screening units Home trial visits Also in the spotlight at the DIA meeting is the rise of…

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  • Business Insights

    The Placebo Effect: 5 Must-Know Facts

    by William McEwen June 15, 2022
    by William McEwen June 15, 2022

    Our brains and bodies are complex — humans are still a fascinating mystery. For a perfect example, how about the placebo effect? Placebos are at the core of clinical trials, and using study placebos helps establish efficacy. Researchers are still trying to understand how and…

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The Imperial blog features content of interest to life-science professionals, with a special focus on clinical trials. We hope you will enjoy our experts’ perspectives, and invite you to join the conversation by leaving your comments. Please let us know of any additional topics you would like to see covered here.

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Imperial Clinical Research Services Blog

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