Success story of Vela Labs - an interview with Dr. Andreas Nechansky - part 2

What are the current most important challenges in your company development? Since it’s the beginning of the year, maybe you can make a little summary of 2012 and plan to achive in 2013.

2012 was a successful year with revenues totalling around 2.5 million Euros. We have now established a highly motivated, very effective team with excellent skills. Also customer relationship has been strengthened and marketing strategies were implemented.  One of our main challenges is to constantly fill our pipeline with (new) client projects. As Vela Labs has now 30 employees, a constant flow of revenues has to be secured.

In 2013 we are therefore investing a significant amount of money to strengthen our marketing and business development activities. Another challenge we are facing is the implementation of new structures due to the fast growth of the company. This is directly related to moving the right people into the right position and the willingness (and also the skill) to delegate. The main goal for 2013 is to stabilize our business and to acquire 2-3 new clients.

What is your opinion about biotech development in Central and Eastern Europe, is it possible to treat bio-business locally or only a worldwide perspective is possible?

We consider the Central and Eastern Europe market – besides India - as one of the hotspots for our business development activities. In 2012 we had already signed a contact with a Russian company and started the negotiations with another Russian and one Polish biotech company. From our experience, the personal contact is of utmost importance because trust and respect has to be established. What we have found very helpful are conferences that a locally organized where partnering meetings allow a direct interaction with potential clients. Answering you question, I think that bio-business should follow a regional approach as it allows to focus on the special mentality and culture of a potential client.

Why have you decided to take part in BioForum?

Initially, we had decided last year to attend the Bioforum in Brno (2012) to see whether such an event is an appropriate tool for business development/marketing. Besides enjoying an attractive pricing strategy, excellent key note speakers and a nice location, we made two excellent contacts during our partnering meetings that were worth the costs. Furthermore, cities like Brno and Budapest can be reached easily from Vienna by car.

We are looking forward to the Budapest congress and are confident to acquire new clients or meet people face-to-face with which we are already working together.

By Maria Rutkiewicz