Problem · Life science
Our revenue follows the grant calendar and summer is dead every year.
Orders arrive in waves after funding notices and vanish in between. The lab is overbooked in October and idle in July, and staffing for either is wrong. The grant calendar is not going away. What changes is whether your pipeline is built to ride it or to be surprised by it every year.
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Kinetic at $10,000 a month runs an outbound seat timed to the grant cycle plus a separate sequence to venture backed industry accounts that do not run on it, with a meeting number in writing. Baseline keeps the content and newsletter running through the trough. Pricing is published.
Ride the calendar on purpose
Academic outreach converts in the months after study section notices go out, when the money is real and the timeline is short. Build the academic list and sequence around those windows: heavy outreach in the six weeks after notices, content and nurture in between. Most companies do the opposite, prospecting hardest when they are slow, which is exactly when labs cannot buy.
Add the accounts that do not run on it
Venture backed biotech companies buy on program timelines, not grant cycles. A separate sequence with funding event and publication triggers reaches them year round. For one CRO client, the outbound program runs two lists: featured academic labs and their institutions, and venture backed companies building programs that need custom models. The second list is what fills July.
Keep publishing through the trough
Pausing content in a slow quarter costs more than it saves, because search and AI visibility compound and restart slowly. A researcher planning a fall purchase is reading in June. The Baseline cadence, one technical post, one newsletter to past clients, social that shows the lab, is what keeps you in the comparison set when the notices land. It is also the cheapest thing on the pricing page.
Questions on this problem
It moves the timing and the vendor choice. The grant funds the purchase; the sequence decides whether the lab manager requests your quote or someone else's.
Two quarters. The seat builds the lists and warms the accounts in the trough so the wave after notices lands on a full calendar.
Core directors buy on institutional budgets with their own timing and handle volume. They are a third list, and a good one.
George Stoff, Founder and Lead Engineer
Thirty years building software, brands, and demand. On every account.