How to Pivot from COVID and Actually Make It
I've seen two trends in the market:
- A pivot to offer "bread and butter" automated chemistry and immunoassay.
- A pivot to expanded molecular infectious disease (ID) testing.
As for Option #1, I'm not sure why people think they can make money this way. It’s a known reality that hospital labs are money losers… if they can't pull it off, what are you doing differently. Beyond that, you will never be able to offer it faster, cheaper, better than the big commercial players. As far as I'm concerned, you're flushing your money buying those analyzers. There is no space to compete there and no money to go around even if you could.
Option #2 is a bit more appealing. It seems a simple pivot as its technically similar to COVID testing and the output is actually in demand. In an era of antibiotic resistance, clinicians are more resistant themselves. They are far less likely to treat with broad-spectrum antibiotics without understanding what they are dealing with. For this reason, they want specific information on what "bugs" they are trying to kill. Along with that, they need guidance on which drugs to use and at what levels for how long. And, if that's not enough, they need the info yesterday… only an ultra-rapid turnaround time (TAT) will do.
COVID labs will be adept at specificity and TAT, but may struggle with interpretive guidance and making reports valuable to the end user. This is where a lot of lab consulting firms are stepping in. They will help you set up and validate your ID panels. They MAY also help you with making your report utilitarian. However, those reports will likely be designed the way lab reports have been for decades… to throw data over the fence. That won't help you survive in this new competitive market.
In order to survive post-COVID, small independent labs will have to figure out what they can do that no one else can. That may be a particular test/method based on the expertise and values of the owners and staff. OR, they will need to do what everyone else is doing, only better. Are you ready to get started? Contact us today!




