Read the summary and watch or listen to the interview here: https://www.crowleylawllc.com/podcasts/building-a-life-sciences-ecosystem-insights-from-bionj-with-debbie-hart/
Voiceover: Welcome to From Lab to Patient, Garage to Market with your host, Phil Crowley. In each episode, we discuss professionals serving the tech startup market and issues important to these companies. You can find this show on all major platforms, including YouTube, LinkedIn, Facebook, Apple Podcasts, Spotify, and our website, CrowleyLawLLC.com.
Now, here’s your host, Phil Crowley.
Phil Crowley: Hello and welcome. Thanks for tuning in. Our goal is to bring you insights from leaders in life sciences and technology who can share their perspectives on industry developments, strategies for success, potential pitfalls to avoid, and how to navigate the journey from innovation to the marketplace.
Today, we welcome Debbie Hart, President and CEO of BioNJ.
Phil Crowley: I’m delighted to have Debbie Hart with us. She leads BioNJ, the premier trade organization for life sciences companies in New Jersey. She has worked with industry leaders since 1994 and has had a significant impact on the growth of innovative life sciences companies in New Jersey and beyond.
Debbie, welcome.
Debbie Hart: Thank you so much, Phil. It’s a pleasure to be here.
Phil Crowley: You’ve had a remarkable career building BioNJ. Could you share a bit about your journey? It’s been a long road, and you’ve had success after success.
Debbie Hart: That’s very kind of you. The best word to describe my time with BioNJ is fun. It has been an incredible journey, and I’m deeply grateful for the opportunity to pursue our mission every day. At BioNJ, we live our passion—helping to support the industry and, ultimately, patients. It has been a rewarding 30-plus years.
The Origin and Mission of BioNJ
Phil Crowley: Starting a trade organization is no small task. What inspired you to bring companies together? It must have been like herding cats.
Debbie Hart: Credit goes to a group of industry leaders in the early 1990s—CEOs and executives from both large and small life sciences companies—who saw the industry’s potential and wanted to ensure New Jersey became a place where it could thrive.
They approached the New Jersey Economic Development Authority (EDA), then led by CEO Karen Franzini, to advocate for state support. Karen encouraged them to establish a trade association first and then return for discussions.
At the time, I ran an association management company. Those industry leaders, along with our head lobbyist, Brad Brewster of the Princeton Public Affairs Group, reached out to me for help in establishing BioNJ. While I could spell biotechnology, I didn’t fully understand its potential back then. Now, after all these years, I’ve had the privilege of working with incredible industry pioneers like Dr. Saul Barer, Dr. Don Drakeman, and John Jackson.
They helped shape the industry’s dialogue with the state, laying the foundation for BioNJ. It truly takes a village to support this industry, ensuring patients receive the therapies and cures they need. That’s our mission, and that’s how we started.
Challenges and Opportunities in Life Sciences
Phil Crowley: Public-private partnerships are often discussed, but you’ve made them work in New Jersey. I know your tagline is Because Patients Can’t Wait, and while nothing in technology moves as fast as we’d like, you’ve gained a unique perspective.
What are the biggest obstacles for startups and research-based life sciences companies? What needs to be removed to help these companies accelerate patient care?
Debbie Hart: The challenges are many. It takes 10 to 15 years and more than $2.5 billion to bring a therapy to market. Fundraising has always been—and will continue to be—a major hurdle. The nature of funding challenges has evolved, but securing capital remains critical.
Government also plays a key role. It can be a supportive partner, but sometimes policies create obstacles. At BioNJ, we advocate for policies that accelerate innovation because, ultimately, patients can’t wait.
Phil Crowley: Funding is a major issue for my startup clients. The investment climate fluctuates—2021 and 2022 saw a flood of biotech funding, while 2023 and 2024 were much more constrained. Now, the pendulum seems to be swinging back.
I noticed BioNJ’s partnership with Tech Council Ventures, a leading venture capital group in New Jersey. Can you tell me about that?
BioNJ’s Unique Partnerships and Collaborations
Debbie Hart: Absolutely. We finalized our partnership with Tech Council Ventures about eight months ago after years of discussions. They’ve been highly successful, now managing their third fund.
We wanted to support them, and they wanted to support us—more importantly, to help our companies, industry, and, ultimately, patients. Our collaboration helps tell their story, connects early-stage companies with funding opportunities, and engages investors. We’re committed to making this partnership beneficial for everyone involved.
Support and Resources for Smaller Companies
Phil Crowley: Joining a trade organization can provide significant benefits, especially for smaller companies that lack the resources of giants like Johnson & Johnson, Pfizer, Lilly, or Merck. How does BioNJ help smaller companies?
Debbie Hart: We have over 400 members spanning the entire life sciences ecosystem—from early-stage startups to mid-sized and large biopharma companies, as well as industry supporters like law firms, accounting firms, CROs, academic institutions, and government agencies.
Everything we do supports innovation in New Jersey and ensures patients have access to that innovation. Our focus areas include:
- Networking: This is the #1 reason people join BioNJ. We hosted 58 programs last year alone, including our C-Suite Summit, which addresses executive concerns, and our annual Innovation Celebration, which honors companies that brought new drugs to market.
- Policy Advocacy: Advocacy is a foundational pillar of BioNJ. We engage at state, federal, and local levels to ensure policies support the industry.
- Funding and Cost Savings: Beyond our Tech Council Ventures partnership, we offer programs that help members save on lab supplies, office supplies, insurance, and more.
- Workforce Development: New Jersey has a deep talent pool due to its legacy in biopharma. We help connect companies with the right people—and vice versa.
The BioNJ BioPartnering Conference
Phil Crowley: Speaking of networking, the BioNJ BioPartnering Conference has been incredibly successful. It provides smaller companies with opportunities to connect with potential strategic partners.
At a recent conference, you had over 500 attendees from 35 states and 17 countries. While BioNJ is New Jersey-focused, its reach extends far beyond because of the talent and innovation in the state.
About Crowley Law
Let me take a moment to introduce my firm, Crowley Law. We’re passionate about helping life sciences and technology entrepreneurs bring their ideas to market—whether from the lab bench to the patient’s bedside or from the garage (or these days, the dining room table) to commercial success.
As a former research physicist, I understand the difficulty of creating new knowledge. And with decades of corporate law experience—including at Johnson & Johnson—I also understand the challenges of transforming ideas into products and services that make an impact.
Our website, CrowleyLawLLC.com, offers free resources on startup and technology issues. I also wrote an eBook, The Top 10 Causes of Failure for Technology Startups and How to Avoid Them, which has been well received.
If you need guidance on a project, feel free to reach out at [email protected]. We’re here to help.
Government Partnerships and Policy Advocacy
Phil Crowley: Debbie, let’s go back to BioNJ and your work collaborating with state organizations like the New Jersey Economic Development Authority (NJEDA). I’ll also mention another conversation I had with Kathleen Coviello, Chief Economic Transformation Officer at NJEDA. If you’re watching this, be sure to check out that episode as well.
What has your experience been like in motivating state agencies to work with you?
Debbie Hart: At the outset, a state agency recommended BioNJ be founded, which allowed us to build on that initial relationship.
First, I want to say that Crowley Law is a pillar of this community. You’re an engaged, informed member, and we truly appreciate your support and the opportunity to be here today.
NJEDA, and Kathleen Coviello in particular, have been fantastic partners. We often speak on panels together, and she is a creative, committed professional who represents NJEDA’s mission with passion.
Since our founding in the early ’90s, every administration has brought its own level of support to this industry. That ongoing government partnership has been critical. Looking at incentives and programs state by state, New Jersey consistently comes out on top in supporting the life sciences and technology sectors.
Another key organization is the Commission on Science, Innovation, and Technology, which I currently chair. Executive Director Judith Sheft has done important work supporting early-stage companies through various grants, providing non-dilutive capital to help startups launch and grow.
Across state agencies, every department that plays a role in this industry is contributing. That collaboration has helped New Jersey remain a leader in life sciences.
Tips for Success in the Life Sciences Industry
Phil Crowley: You’ve seen companies at all stages of development. Do you have any key insights or common mistakes to avoid?
Debbie Hart: One of the most rewarding—and sometimes difficult—parts of the job is watching companies rise, fall, and evolve. Early on, we had to revise our bylaws because the industry was changing. Traditional biopharma executives stayed in one place for decades, but as startups emerged, we saw more turnover.
The industry has matured, and New Jersey’s ecosystem continues to grow. One of the best pieces of advice I’ve heard came from Dr. François Nader, former Chairman and CEO of NPS Pharmaceuticals: Raise money whenever you can, even when you think you have enough. Will Lewis, CEO of Insmed, has echoed that same advice.
The life sciences industry is a roller coaster. It takes years, significant capital, and resilience. Companies must be creative in securing funding—whether through partnerships, platform technologies, or alternative revenue streams. We’ve seen incredible entrepreneurs navigate this journey, some achieving great success and others facing setbacks. But even when companies are acquired or evolve, new opportunities emerge, and ultimately, patients benefit.
Phil Crowley: On the financing side, I’ve seen companies develop consumer-based products outside FDA regulations as a revenue source while working on more complex therapeutics. Eventually, they may partner with a major biotech firm, securing licensing options or acquisition deals.
It’s also critical to have strong legal and compliance structures early on. When large companies evaluate a potential partnership, they want to see not just great science but also sound corporate governance and risk management.
Debbie Hart’s Passion and BioNJ Membership
Phil Crowley: You’ve had an incredible career with BioNJ. What keeps you excited about your work?
Debbie Hart: I truly love what I do. Our board and members—whether from large companies or startups—encourage us to be entrepreneurial. That allows us to create opportunities for the industry, and we have an amazing team making it happen.
At the end of the day, our work supports patients. We’re helping build the life sciences ecosystem and economy in New Jersey, which is deeply rewarding. Every day is different, and that keeps it exciting. This is my passion, and I feel incredibly fortunate to be in this role, working with such inspiring people.
Phil Crowley: It’s clear you love what you do. How can companies get involved with BioNJ?
Debbie Hart: We’re a membership organization, and joining is simple—just fill out an application. But beyond that, we encourage engagement. We ask new members: How can we support you? How would you like to get involved?
There are many ways to participate, from committee work and event programming to policy advocacy. Members help shape our initiatives, testify on key issues, and provide input on how we can best support the industry.
Phil Crowley: For those interested, visit BioNJ.org for membership details. Crowley Law is a proud member, and we appreciate the work BioNJ does.
Conclusion
Phil Crowley: Debbie, thank you for sharing your insights and for all that BioNJ does to advance biotech in New Jersey and beyond. The developments here truly impact the global community.
And to our viewers—thank you for tuning in. If you need legal guidance, Crowley Law is here to help.
Debbie Hart: My pleasure! Thanks again for the opportunity, and a big thank you to our members for the work they do to bring therapies and cures to patients—because patients can’t wait.
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