Join us on July 23rd, 15:00 CET for a live session for life sciences commercial and marketing leaders.
Most CDMOs sell to the scientist. The technical contact who reviews your capabilities, your data, your track record. You build that relationship, you pass the technical review, and then the deal slows down. No one on your side can say exactly why.
The answer is usually a room you were never in. Procurement.
Inside the pharma sponsor, procurement runs a large part of the selection process. They decide who makes the shortlist, what “value” means, and how risk and cost get scored. Much of it is unwritten. Most CDMOs never see it, so they never sell to it.
If you do not understand how sponsor procurement works, you are competing on half the picture.
What this session covers
Matthew from Collaborative Sourcing has spent nearly 20 years inside pharma procurement, sourcing APIs, contract services, and medical devices. He knows how the CDMO decision actually gets made, and where deals are won and lost before a proposal is even read.
Romano Heinz from Sciential works the other side, helping CDMOs get seen and chosen. He takes Matthew’s inside view and turns it into a practical way to sell.
You will learn:
– How the CDMO selection process really runs inside a pharma sponsor, and who holds influence at each stage
– What procurement rewards, and why price is rarely the real decider
– The unwritten rules that shape a shortlist, with real examples of selection done well and done badly
– The pain points procurement cares about most, from risk visibility to cost control
– How to bring procurement into your decision-making unit outreach instead of hoping your technical champion carries the deal alone
– How to position your CDMO so your commercial story holds up once it leaves the lab and reaches the buyer you never meet
Who should attend
– CDMO and CRO commercial, business development, and sales leaders
– Marketing and positioning teams in life sciences outsourcing
Save your seat👇
