Supporting CROs, Pharma and Biotech: A Conversation with Paul Banks
Paul Banks, Pharma Biotech Sales Manager for the North of the UK at Promega, works closely with CROs, pharmaceutical companies, and biotechnology organisations across the north of England and Scotland. We spoke with Paul about what successful collaboration with a CRO looks like, how he approaches these partnerships, and what he has learned from more than a decade in commercial life sciences.
Paul Banks
Pharma Biotech Sales Manager, North UK, Promega UK
07920 428712
paul.banks@promega.com
Your background is in molecular biology. How did that shape the way you approach commercial conversations with CROs and pharma companies?
My PhD at Newcastle University focused on NF-κB, the transcription factor often described as the master regulator of inflammation. Specifically, I was looking at how post-translational modification controls NF-κB dimerisation and the downstream effects on transcription. Before that, I had a research placement at AstraZeneca, which gave me early exposure to how science operates in a commercial setting.
That scientific foundation matters in commercial conversations, particularly with CROs and pharma teams who are often highly technical. When someone is asking whether a particular assay will work in their screening workflow, or how a reagent will behave under specific conditions, I can engage with that genuinely rather than deflecting to a technical colleague. It builds a different kind of trust.
What makes a collaboration with a CRO work well in practice?
The best CRO partnerships I have are the ones where I understand what is at stake for the CRO, not just what they are trying to buy. CROs sit in a unique position: they are scientifically rigorous, but they are also under commercial pressure to deliver for their pharma and biotech clients. That changes the conversation significantly.
One thing that comes up repeatedly is the importance of getting the commercial and regulatory framework right before the science even starts. I have worked on agreements that involve Promega, the CRO, and the CRO's pharma client all in the same arrangement, where the licensing of a particular assay format needs to be structured correctly before any work can proceed. Navigating that kind of complexity and helping both sides get to a signed agreement efficiently, is something I have found genuinely valuable to a CRO. It is not the typical part of a supplier relationship, but it matters a lot when the stakes are high.
I have also found that the most productive relationships are built on a willingness to go beyond the product itself. I work with some CRO accounts where the conversation has evolved from a straightforward reagent discussion into something much broader: helping the CRO think about which assay formats best position them in front of their clients, sharing data from other programmes where it is appropriate to do so, or connecting them with specialist expertise from within Promega's R&D teams, the scientists who actually build the assays. That kind of engagement takes more time, but it produces a very different relationship to a purely transactional one.
What do CROs typically need from a reagent supplier that is different from a standard academic or hospital lab?
For a CRO, reputation is everything. Their ability to win and retain pharma and biotech clients depends entirely on the quality and consistency of the data they deliver. A CRO that has to go back to a client to explain a reagent-related data issue, or that loses time mid-project troubleshooting assay performance, puts that reputation at risk. Assays that perform reliably out of the box, with minimal optimisation time and a well-characterised performance profile, give a CRO the confidence to focus on the science rather than troubleshooting their reagents. That is a different conversation to the one you have with an academic lab, and it shapes how I think about which products are the right fit for a CRO workflow.
Supply continuity matters too. CROs often run multiple projects simultaneously and need confidence that reagents will be available when they need them, without long lead times. That is something Promega takes seriously, and it comes up regularly in conversations with CRO customers.
For CROs working in highly regulated environments, the requirements go further still. Lot traceability, certificates of analysis (COAs), and single-lot supply for the duration of a study are all things that come up in those conversations. I work with accounts where managing the reagent supply at that level of rigour is a genuine operational requirement. What I have found is that this is where Promega really stands out beyond the science. Our customer services and logistics teams understand these requirements and take them seriously. It sounds straightforward, but consistent execution is harder to find than you might expect. That operational reliability matters to a CRO just as much as the assay performance itself.
Which Promega assays or products come up most often in your CRO conversations?
Assays built on Promega bioluminescent technologies are the backbone of most of the CRO conversations I have in this territory. Whether it is drug discovery, biologics development, or emerging modalities like protein degraders, the common thread is a need for sensitive, reliable, quantifiable readouts and bioluminescence delivers that consistently.
Our luminescent reporter bioassays are a significant area for CROs working in antibody therapeutic development and lot release. CROs running method development or client-facing testing for biologics programmes need assay formats they can rely on across lots and across time. I have accounts where reporter-based antibody-dependent cellular cytotoxicity (ADCC) and cytotoxicity assays form the backbone of their bioassay service offering, and the consistency and sensitivity of those formats is exactly what makes them suitable for that environment.
NanoLuc® technology comes up constantly. NanoBRET™ for intracellular target engagement and NanoBiT® for protein-protein interaction assays are both well established in CROs supporting target-based drug discovery. The sensitivity and small tag size make NanoLuc®-based formats attractive wherever signal-to-noise is critical, which in a screening context is almost always.
HiBiT-based assays for protein degradation are an increasingly active area across several of my accounts. CROs working on proteolysis-targeting chimera (PROTAC) and molecular glue programmes are using HiBiT to track endogenous protein levels in real time as degrader compounds are screened. The ability to monitor degradation directly in cells, without overexpression artefacts, is a genuine scientific advantage, and it is a conversation that is coming up more and more.
Lumit™ immunoassays are also growing in relevance, particularly as an alternative to traditional ELISA formats. No wash steps, faster time to result, and straightforward integration into high-throughput workflows. I have had conversations about using Lumit for cytokine measurements and FcgR binding assay applications where the time saving in a client-facing workflow is commercially meaningful.
What are the most common challenges CROs face when adopting a new assay platform, and how do you help them work through those?
The biggest challenge is almost always the validation burden. A CRO cannot introduce a new assay format into a client-facing workflow without first establishing that it performs consistently in their hands, under their conditions, with their cell lines and instruments. That takes time and resource, and it has to happen before any commercial return.
One of the collaborations I am most proud of in my territory is a formal development agreement with a CRO in the north of England to build out a full capability in T cell-directed cytotoxicity bioassays using Promega's HiBiT-based TDCC platform. That agreement covers not just the supply of materials, but a structured programme of validation support, with Promega providing technical input at each stage of the development work. The end goal is a fully validated, client-ready assay that the CRO can offer as part of their service portfolio. Agreements like that go well beyond a standard reagent purchase. They take longer to set up and require genuine commitment on both sides, but they create a much deeper and more durable relationship.
Custom assay design is another area where the conversation can become complex. I work with CRO accounts whose clients are asking for assay formats that are not on the standard product list. Connecting those accounts directly with Promega's R&D team, the scientists who designed and built those assays, to understand what is feasible and help scope a workable solution is a big part of what I do. Having the scientific background to understand what the CRO is actually asking for, rather than just passing on a feature request, makes those conversations go more smoothly.
You moved into a commercial-focused role after several years as an academic Key Account Manager. What did that transition teach you?
Working with academic accounts gave me a very strong foundation in understanding how scientists think and what they actually need from a supplier, which is not always the same as what appears on a product list. Academic researchers tend to have deep expertise in their specific area and will ask detailed technical questions. Learning to have those conversations well, and to be honest when something is not the right fit, has stayed with me.
Moving into the pharma and biotech space added a different layer: the commercial context, the timelines, the procurement processes. CROs in particular sit at an interesting intersection because they are scientifically rigorous but also commercially driven. Understanding both sides of that makes the conversations more productive.
What does Promega offer CROs beyond the products themselves?
The UK-based Technical Services team is probably the most underappreciated part of what Promega offers. I work alongside colleagues from our Technical Services and R&D teams on customer visits, and having someone who can engage directly with a CRO's scientists on the detail of an assay problem, in the same conversation where we are discussing supply and pricing, is genuinely useful. CROs do not have the luxury of spending weeks troubleshooting a reagent issue mid-project. Having rapid access to technical support that understands the application, not just the product, makes a real difference.
Beyond that, I try to bring broader Promega expertise into my CRO accounts wherever it is relevant. That might mean connecting a CRO's scientific team directly with Promega's R&D scientists for a conversation about a new product area, or helping to frame a CRO's own expertise in a way that positions them well in front of Promega's wider network. I work with one account in Scotland where we have been running joint discussions between their scientific team and Promega's drug discovery specialists around an emerging assay area. That kind of exchange benefits both sides.
I also think there is value in the longevity of these relationships. I have been covering this territory for long enough to have a genuine understanding of the science each account is working on, where their programmes are heading, and what they are likely to need next. That context shapes how I approach each conversation, and I hope it means that when an account comes to me with a problem, they get an answer that is actually relevant to their situation rather than a generic product recommendation.
What do you enjoy outside of work?
Outside of work, I spend a lot of time in the kitchen. I have an outdoor pizza oven and Pizza Friday has become something of an institution at home. I always make extra dough because my extended family have an uncanny ability to time their visits perfectly. Fortunately, the cooking gives me plenty of motivation to stay active. I hike in the Lake District with the family, cycle, play golf, and do clay pigeon shooting. We also holiday as much as we can. I would like to say I am a seasoned traveller but that implies a backpack and a sense of adventure I do not really have. I prefer a cruise, mostly because it comes with a kid’s club, which means I can enjoy a cocktail or two in peace!
Want to Find Out More?
If you are a CRO, pharmaceutical, or biotechnology company in the north of England or Scotland looking to discuss how Promega can support your assay workflows, get in touch with Paul or explore our product range on the Promega UK website.
Paul Banks
Pharma Biotech Sales Manager, North UK, Promega UK
07920 428712
paul.banks@promega.com
Wherever you are based across the UK and Ireland, our experienced team of Key Account Managers is on hand to support your commercial assay needs. Please contact us to be connected with the right person for your region.
More on the products mentioned by Paul can be found at:
Bioassays for biologics and drug development
Protein degradation and HiBiT-based assays
Contact us at: promega.co.uk/support/ or find your local rep on our website