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At Cadence Communications & Research, we’re proud to serve the Pharmaceutical and Biotechnology industry after 15 years in business. During this time, we’ve gained valuable experience and insights, allowing us to improve and excel in our Market Research and Medical Communications services. We’re thrilled to leverage this knowledge with this blog series: 15 Lessons We’ve Learned at Cadence.


Understanding your clients’ products and services is crucial for success as a vendor company. Over the past 15 years at Cadence, we have found that developing a thorough knowledge of our clients’ offerings is a key factor in building strong and lasting relationships. Here are three important things to remember when deeply understanding your clients’ portfolios.

  1. Research and ask questions: It is essential to research your clients’ products and services to gain a basic understanding, but it is equally important to ask questions to gain a deeper understanding. Take the time to learn about their offerings’ details, features, and benefits. Ask your clients questions about their products and services, and feel free to ask for clarification or additional information. This will help you understand their business and the industry they operate in.
  2. Put yourself in their shoes: Understanding your clients’ products and services is not just about knowing what they are but also understanding how they are used and whom they are used by. Try to put yourself in your clients’ shoes and consider how their offerings fit into the broader landscape of their industry. This will help you understand their needs and challenges and how your products and services can help them succeed.
  3. Stay up-to-date: The business world is constantly evolving, and so are your clients’ products and services. Stay up-to-date on the latest developments in their industry and make an effort to understand how these changes impact their offerings. This will help you stay ahead of the curve and anticipate your clients’ needs.

Recently, Cadence had a client in the biotech industry that was developing a new treatment for a rare disease. Their product was highly innovative and could transform the lives of patients suffering from the disease. However, the product was also highly complex, and the client’s team needed help communicating its benefits to potential customers effectively. Cadence recognized that the key to success was developing a deep understanding of the product and the scientific data supporting it. We worked closely with their team to gain a thorough understanding of the product’s mechanism of action, clinical data, and competitive landscape. This allowed us to create compelling scientific content that effectively communicating the product’s benefits to customers. Through our efforts, the client was able to launch their product and gain market share successfully.

In conclusion, thoroughly understanding your client’s products and services can help you provide better support, make informed recommendations, and deliver high-quality work. With a solid comprehension of their portfolios and pipelines, vendors like Cadence can provide more valuable services, build stronger relationships with clients, and identify new opportunities for growth and collaboration. Thank you for your curiosity and support. Please feel free to reach out with any questions or comments.

Zachary Moore

Author Zachary Moore

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