Pavel Trofimov — Why Great Science Doesn't Sell Itself: Clinical Research's Commercial Blind Spot

Key insights

• Great science needs a commercial engine

  Pavel describes a clinical research industry where founders, scientists and operational leaders often handle delivery and business development themselves, rather than having dedicated commercial teams.

• Embedded, not fractional

  He works as an extended team member aligned on scope and outcomes, and avoids competing mandates.

• AI adoption means behaviour change

  For AI-native startups, winning business means persuading people to change how they work, measure and invoice—not simply introducing a new product.