• WisBusiness

Monday, June 25, 2012

 3:02 PM 

Small companies benefit from BIO trip

By Mike Flaherty

As a trade convention, BIO International remains an excellent platform for Wisconsin's small companies to expand their customer base, network with clients, and explore partnerships and alliances, several Wisconsin-based executives said last week.

One of those executives was Deven McGlenn, the CEO of NeoClone in Madison, which develops and manufactures monoclonal antibodies (copies of disease-fighting cells naturally produced in the body). McGlenn said he had a number of very substantial meetings, several of which could produce "intriguing" partnerships or cooperative agreements -- and three of which are potentially "huge" opportunities for his small company.

"They reached out to us," said McGlenn whose company has 700 clients in 30 nations. "There is no way this happens unless I'm physically here."

McGlenn said he had 25 meetings, about a third with current customers. There's nothing like meeting them, shaking their hands. That's business 101."

Other meetings provided a forum to grow business and explore opportunities around the world that would be nearly impossible for a small company like Neoclone with 15 employees, McGlenn said.

It can only happen in an efficient way if the industry gathers in one spot. Being at BIO, McGlenn said, "is an excellent investment for us. "

Some of our Wisconsin companies had 40 to 60 meetings lined up at BIO, noted Kathy Collins, head of business development for BioForward, which represents Wisconsin's Biosciences industry.

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