bridging the gap

Helping New Biotech Reps Connect with Surgeons and Administration

I recently had the opportunity to take part in a new-hire seminar, working with biotech sales reps to help them navigate conversations with surgeons and hospital administration. The focus? Open communication and authenticity—two key elements in building trust and making real progress in healthcare innovation.

This particular session was with ConMed, makers of the AirSeal insufflator. This surgical device allows surgeons to perform minimally invasive abdominal surgeries at lower pressures. This has a number of benefits, including less post-op pain, shorter hospital stays, improved ventilatory parameters during surgery, and even allows the opportunity for innovative surgical techniques that would otherwise be almost impossible to perform.

It was a great session, filled with insightful discussions, real-world scenarios, and mutual learning. We covered what matters most to surgeons, how to present value beyond just the product, and why transparency and understanding clinical challenges are essential for meaningful partnerships.

What stood out most? I learned just as much from them as they did from me. Seeing things from their perspective—how they approach problem-solving and communication—was a valuable reminder that strong industry-clinician relationships are built on mutual respect and shared goals. Looking forward to more opportunities to keep the conversation going and continue improving how we work together to advance surgical care!