Client: DLRC Group | Sector: Pharmaceutical & Medical Devices
Building a Life Sciences Marketing Function from Scratch
Taking a UK Regulatory Affairs Consultancy Global
The Situation
Building the B2B Marketing Strategy
LinkedIn advertising that converted
DLRC is a well-regarded UK regulatory affairs consultancy with broad regualtory expertise and a strong track record. With clients from Top 5 Pharma companies to SMEs, they develop and execute innovative regulatory strategies from early product development to post-licensing activities for medicines and medical devices.
Having grown organically primarily through referrals, DLRC required the commercial infrastructure to match its ambition. There was no dedicated marketing function, consistent brand presence, or systematic way to turn that expertise into revenue. The business was growing on reputation, which needed supporting with a powerful marketing strategy.
When I joined, the goal was straightforward: build marketing from the ground up and make it drive growth. No existing team. No established playbook. Just a business full of sharp consultants, a genuinely differentiated offer, and a loyal client base.
The core of the work was positioning DLRC as an industry authority, not just a service provider. That meant turning the consultants themselves into the content. I built a thought leadership engine drawing on in-house expertise across the UK, EU, and US offices: whitepapers, a subscriber-only newsletter, LinkedIn strategy, and conference presence including BIO, DIA, and MEDICA. Actionable regulatory insight from people who live it daily.
Alongside the content strategy, I led go-to-market (GTM) strategy development for two new service lines: Health Technology Assessment and Market Access services, timed to the EU HTA Regulation's 2025 implementation. And last but not least, The Regulatory Catalyst, a fixed-price startup package designed to bring early-stage companies into the DLRC ecosystem before they needed the full suite.
To complement the success of these go-to-market launches, I created the DLRC Trusted Partners programme. A structured B2B partnership framework that extended what DLRC could offer clients without requiring internal investment. Four collaboration pathways feeding into a model that created referral revenue, joint business development opportunities, and broader market presence.
As a key part of my paid media strategy, I ran LinkedIn campaigns that delivered results beyond benchmarks we could have even imagined:
66%
Conversion rates
£0.88
Av. cost per conversion
2.10%
Click-through rates
Those campaigns contributed directly to contract wins within weeks of launch.