Cheat sheet: Kathleen Fernandez-Colatrella, LINEA System, Fri 13 Nov

The list she has: https://linea-system-d3ae05-map.enquirerconsulting.com (40 trial sponsors and CROs).

• Kathleen Fernandez-Colatrella, RPh, MS. Founder and CEO of LINEA System. Phone 973 349 6304.
• Lilian Esteves, Operations Manager. She set up the time. She may join.
• LINEA System helps trial sponsors pick clinical trial sites: finding, checking and choosing them. Her buyers are trial sponsors and CROs.

• Early Oct: she asked for a one-pager, then asked to move the call to after her travel in late Oct.
• 23 Oct: you sent her the list of 40 trial sponsors and CROs (Sound Pharmaceuticals in Seattle and Tr1X in Santa Monica among them).
• 2 Nov: you offered that our team contacts ten people on the list for her, by phone and LinkedIn, free, she picks the ten. She did not answer.
• 11 Nov: you asked "worth picking back up, yes or no?" She said yes: "compare notes on how you handle the outbound to sponsors and CROs."
• 11 Nov: Lilian picked Fri 13 Nov, 9:30 am ET. No price has been said to her in writing.

1. Open the list on screen. Ask which ten names she wants first.
2. Find the gap. Who does her outbound today: her, Lilian, or nobody? How many sponsor or CRO meetings does she get a month now?
3. Ask for the yes. We contact her ten this week, phone and LinkedIn, any meeting it books is hers. Settle the ten before you hang up.

Say this, word for word:

"We work with startups at $1k a month up to mid-market firms with sales teams of 20 at $20k a month. It really depends on scope and how much money it makes you."

Then: "How many new clients a quarter would make this worth it for you?"

No other figure on this call.

• Where do your new sponsor and CRO clients come from today?
• Who on your side follows up when someone says yes?
• Which of the 40 on the list do you already know?
• What would a good first quarter look like for you?

• The ten names she picked.
• Her pain points, in her words.
• Any budget or price signal, in her words.
• The next step and its date.