Built a commercially actionable institutional supplier strategy for the company's India Government Affairs function, mapped to Rs.30,000+ crore in annual public science funding across DBT, DST, CSIR, ICMR, and BIRAC, with procurement triggers identified at 14 BRIC institutes, 37 CSIR laboratories, 23 IITs, the AIIMS network, IISc, IISERs, and central universities.
Structured the GA engagement into a commercial pipeline. The company had been targeting scheme administrators for funding access; the repositioning shifted engagement to the institutions that receive those funds and procure exactly the instruments the company manufactures. Specification-stage engagement with Deans of Research, Central Instrumentation Facility heads, and Principal Investigators replaced scheme-application as the operating model.