The Interwoven Web of Clinical Research: Why Every Stakeholder is Connected

The work we do isn’t just about people in white coats concocting experiments or data nerds crunching numbers. AI can actually already do this. It’s an ecosystem where every player—site owners, study coordinators, sponsors, patients, and even job seekers—is connected.

Success in this industry at a human level boils down to adaptability, communication, networking, and collaboration—skills that are often overlooked but critical to keeping this industry running. But with increasing employment headwinds, such as CRO outsourcing, AI replacing certain functions, and economic shifts, professionals must be more strategic than ever.

A CMA and a Site Owner Walk Into a Conference…

Sometimes, the most unrelated questions are actually part of the same answer.

A site owner in South Florida struggling to land studies in an ultra-competitive market. A medical assistant (CMA) named Hannah, eager to break into clinical research but unsure where to start.

At first glance, these problems seem disconnected. But in reality, they’re part of the same puzzle. The site owner needs a scrappy individual to assist with business development and patient recruitment amongst other things. The aspiring researcher needs an entry point into the industry. The missing link? Strategic networking, industry awareness, and a shift in mindset away from waiting for opportunities to creating them. If only Hannah or the site owner could find the other… well, that’s partially what SOS Save Our Sites is here for, but I digress.

5 Unexpected Skills That Drive Success in Research

Many assume clinical research is all about being meticulous, detail-oriented, or having a science background. While those things help, the most valuable (and consequently, most difficult to replace) skills are often the least talked about.

1. Communication: The Lifeblood of Clinical Research

Whether you’re explaining protocols to participants, reporting to CRAs, or pitching your site to a sponsor, communication is everything. AI can analyze data and do paperwork, but it can’t build trust—that’s on you.

When I moved to a new city for college, I didn’t know anyone. One of the first books I read was How to Win Friends and Influence People by Dale Carnegie. It quickly became clear that relationships drive everything—this is also true in clinical research. Whether you’re applying for a job, pitching for a study, or networking on LinkedIn, the way you connect with people matters more than any degree or certification.

2. Adaptability: Thriving in an Unpredictable Industry

No study runs perfectly. Patients cancel, systems crash, sponsors change protocols at the last minute. How you handle disruptions determines your success.

Take my coordinator, Grecia, for example. She recently had a patient ready to screen when the sponsor’s e-consent system failed and paper consents were for some arbitrary reason not allowed (patient centricity probably). Instead of sending the patient home, she pre-screened her, explained the situation, and built rapport, ensuring she’d return. That’s adaptability.

Like Mike Tyson said, “Everyone has a plan until they get punched in the mouth.” Clinical research is full of surprises. The best professionals roll with the punches.

3. Collaboration: No One Wins Alone

Clinical research is not a solo sport. Sites need sponsors, sponsors need sites, and everyone needs patients. Everyone also still needs CROs even though they are the butt of most LinkedIn jokes. Even job seekers are part of this equation.

Let’s go back to Hannah. She could approach her current clinic and say, “Hey, I’ve been following this crazy guy on YouTube who wears different fitted hats and talks about how private practices can do research. Have you ever considered it?”

She could be the clinical research ambassador of her own workplace. If the clinic says yes, she just created a job for herself. In a world increasingly run by ubiquitous AI systems, creators are worth their weight in gold. If they say no, she can approach actual research sites with this pitch:

“I’m a CMA working at a private practice, getting my bachelor’s in a year, and I’d love to break into clinical research before I graduate. Can I intern here? Work part-time? Help with business development?”

Site owners, this is where you come in. Your competition in Florida isn’t an excuse—it’s a wake-up call. The best sites build their business development pipeline. Some of the most profitable research centers are in South Florida. If someone else can do it in your market, you can too. Regardless of your site's situation, you cannot build a great company by yourself. You must develop a farm system just like the major league baseball teams do, and develop talent internally. Essentially, you need to find Hannah in your own community and create a system where she (and your site) can thrive.

4. Project Management: Keeping the Industry on Track

Most research professionals don’t realize they’re already project managers. If you’re a CRC, you’re juggling timelines, compliance, and patient schedules—that’s project management. If you’re a CRA, you’re overseeing multiple sites—also project management.

A common mistake? Not translating these skills on a resume. Hiring managers glance at resumes for two to five seconds—if it doesn’t scream “xyz whatever skillsets they are looking for,” they’ll move on.

For site owners, project management means recognizing weak points in operations—often business development—and finding solutions. Laid off from a CRO role? You probably can excel at a site near you, they just don't know you exist. I once hired a commission-only business development person just to scout for studies on clinicaltrials.gov. Now, we offer this as a consulting service for other sites, and companies like my podcast sponsor Inato offer this service to experienced sites for free!

5. Employment Headwinds & The Role of AI and Offshoring

With CROs increasingly offshoring jobs, entire departments like pharmacovigilance, trial master file, data management and medical writing are shifting to lower-cost countries. AI is replacing support roles, automating tasks once done by junior CRAs. The trend isn’t new, but tariffs, a strong dollar, and cost-saving measures are accelerating the process.

If you’re in the U.S. and worried about job security, here’s what you can do:

• Become a consultant or contractor: Work directly with sites or small biotech companies. Having multiple small contracts is safer than relying on one employer. Develop your value proposition.
• Pivot to the site world: Sites will always need in-person staff. The best way to secure your future is to control your own destiny. First, they need to know that you exist.
• Emphasize human-to-human roles: CRAs and CRCs remain crucial because patient interaction (or research staff motivation) can’t be outsourced or fully automated.

Clinical Research is Built on Connections

From site owners looking for more studies, to laid off CRO staff or job seekers breaking into the industry, every stakeholder’s path is intertwined. The cosmic "we are all one" non-dualistic concept stemming from Buddhism and other spiritual schools of thought applies here as well.

If you want more opportunities, you don’t need more degrees or certifications. You need more relationships.

Come to SOS Save Our Sites conference in March. If you’re reading this after March 2025, check our next meetup on our website.

Success in clinical research isn’t about memorizing regulations or even following SOPs. It’s about relationships, adaptability, and doing what others won’t.

So if you’re looking to grow in this industry, don’t chase more certifications. Chase more connections. That’s how you compete against global macroeconomic forces and technological trends seemingly coming at us from other dimensions.