Build a revenue engine as specialized as your science
Revenue operations for life sciences and CROs, led by someone who has built pipelines from the inside.
Spigot Consulting delivers revenue operations for life sciences companies and CROs, led by Jeanne Schow, who brings 20+ years of business development experience inside the industry.
Services span:
The result is a documented, repeatable revenue plan that lets a commercial team scale without adding headcount at the same pace.
Specialized firms win on expertise. Growth stalls on the commercial engine.
BD lives in one head
Pipeline, relationships and pricing logic sit with the founder or small business development team.
Forecasts are guesswork
CRM discipline is thin, so the numbers in the board deck are hard to defend.
Win rates swing
Proposals and bid defenses vary deal to deal, with no repeatable playbook.
Leadership or strategy gap
You’ve outgrown ad hoc BD, or your VP or CCO needs help setting up AI to scale the business.
Is Spigot a fit for your business?
Industry
- Full-service and specialty CROs
- Imaging, PV and regulatory firms
- Clinical data and medical writing
- Life sciences lab supplies, chemicals, equipment
Stage
- $10M to $100M in revenue
- 20 to 250 employees
- Commercial team of 1 to 20
- Founder-owned or PE-backed
- US as a primary addressable market
Moment
- Growth has plateaued
- Big growth goals ahead
- Preparing for a sale
- Reviewing sales productivity
- Integrating an acquisition
Most firms fix the commercial engine too late. There is a fourth path.
Each of the first three paths leaves an immature pipeline, guesswork forecasts and unpredictable win rates in place.
Stall
01Wait it out. Pipeline stays in one head while competitors take share.
Cost: every deal a competitor wins instead.
Shock
02Force an overhaul: new tools and process all at once. High cost, high risk, slow payback.
Cost: tools and fees thrown at problems with no known ROI.
Absorb
03Sell before the engine is built, move forward on the buyer’s terms.
Cost: a lower valuation to cover the unknowns.
Strengthen
04AI built into the sales process your team already runs, with a pipeline they own and a forecast you can defend.
Cost: sized to scope and term. No new headcount.
Four stages, one flow: Assess, Design, Build, Run
Assess
Evaluate pipeline, systems and team against your growth or deal goals.
Design
Create the playbook and AI structure around how you sell.
Build
Implement the systems and train the team to run them.
Run
Operate the growth plan with reporting leadership can trust.
Governed AI tools. Growth without the headcount.
A team that is 3x more productive can grow from 3 people to 4, instead of 3 to 9. That is a growth story a CFO can underwrite.
AI Front Desk
Engages website visitors and qualifies leads around the clock.
Daily Outreach Agent
Researches accounts and drafts outreach for your BD directors.
SEO Agent
Raises your visibility with prospects and your competitors’ audiences.
What makes the AI governed
Admin control
You decide model access, budgets, which agents are available and where they roll out.
Spend limits
Budget policies and one managed LLM gateway keep AI from becoming invisible operating spend.
Full visibility
Request traces, tool calls, token usage and cost signals for every agent.
Clear boundaries
Public, website-safe behavior stays separate from private workspace context. Bank-grade encryption and full audit trails.
Measured value
Tokens and cost are tied to workflow value, so you can see the return.
Spigot’s role
We map your workflow, tune your ICP documents, set up the agents with AgentShelf and train your team.
Sales results built inside CROs and life sciences
Years in life sciences and CRO business development
Pipeline built from zero in three years at APCER Life Sciences
New pipeline generated in year one at UBC
Sustained close rate across multiple teams
Where Jeanne has led
Theradex Oncology · Avance Clinical · APCER Life Sciences (US Head of BD) · United BioSource (UBC) · Avantor
Services sold
Clinical trials, Phase I to III · Early phase, IND to FIH · Oncology · Pharmacovigilance and regulatory affairs · Medical writing
Jeanne Schow · Founder · MBA Strategy, Pepperdine · BS, Cal Poly SLO
Let’s build the revenue engine behind your science
Getting started: a 30-minute conversation followed by a clear plan, budget and timeline. Engagements range from advisory to hands-on leadership, sell-side or post-acquisition.
Jeanne Schow, MBA
Founder, Spigot Consulting
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