Marketing the Medical Patent Before the FDA “Green Light”: Really?

Medical Patents Broker Inc.
By Kenneth Pearce, President

Doctors and scientists are trained to know medicine and clinical efficacy. They create inventions. But unless it’s an extraordinary creation that goes viral, it often remains just another medical patent sitting in a drawer.

Over the last fifty years, thousands of MBA degrees have been granted. I’ve encountered those rare MD/MBA or PhD/MBA types, but they are outliers. Not many scientists are comfortable with business “speak,” and not many business people are familiar with scientific “jargon.”

Still, business is business. It is almost always about the money (or grant) and profit/loss. Using an experienced MBA can bridge the gap, “orchestrating” the speak to tickle the ears of investors, manufacturers, and payers.

An MBA is value-added because they focus on four critical activities:

1. Building the “Exit Value” Model

MBA speak can change a patent monopoly into a Discounted Cash Flow (DCF) model. This is the Net Present Value (NPV). They calculate the addressable market, adjust for regulatory risk, and show the next-level acquirer exactly what kind of ROI estimates are available. They aren't selling a "gadget;" they are selling a financial exit.

2. Navigating the CMS Hurdle Early

Some MBAs focus on a Payer Strategy years before the FDA evaluates a single piece of data. This is a classic MBA maneuver: influencing the world that a product is needed before the market even exists. By the time the device is cleared, they ensure a CPT code is ready. It is my understanding that in 2026, more than 280 new codes were added by CMS. Sooner is better than later.

3. The Competitive Landscaping Roadmap

MBAs identify the “loose seams” in a competitor’s portfolio. They find the niches that an invention can supplant and identify the specific sources of capital willing to invest in high-risk/reward plays. Based on my experience, the amount of capital currently flowing toward medical startups in 2026 is staggering—but it only flows toward a solid exit plan.

4. Orchestrating the “Venture” Narrative

Venture Capitalists are demanding the best due diligence. An MBA prepares the high-level pitch decks, manufacturing scalability reports, and the SWOT Report. High rollers like to see the Strengths, Weaknesses, Opportunities, and Threats laid out in a language they recognize.

The President’s Viewpoint

In the capitalistic world of medical patents, MBAs earn their keep and more.

As a broker, high-risk/reward investments are not for me personally. However, Medical Patents Broker Inc. is positioned to assist in the transfer of the patent for a VC, an inventor, or any party ready for the next stage. If you wait for the “Green Light” to start your marketing, you might find yourself standing on a track where the race has already ended.

Last but not least, I have never watched a business overview fall into place as originally planned.