Lauren Stockwell sits down with Jennifer Larkin, VP of Business Development at M3 Wake Research, to break down what a modern site BD function actually looks like day to day. Jennifer walks through how data intelligence and AI platforms have reshaped feasibility and pipeline management, why relationships alone aren't predictive of future business, and the tiering framework she used to re-rank client accounts based on pipeline fit rather than tenure. The conversation also covers what turns a sp...
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