By Kate Hammeke, VP of Market Research, Industry Standard Research (ISR)
Outsourcing is complicated. It’s never one thing that makes or breaks the relationship, and there isn’t a magic trait you can identify in a partner that will ensure success. But — perhaps because of this complexity — buyers of outsourced services strongly desire personalization from CDMOs in their sales approaches: knowledge of the sponsor’s company and its pipeline and how the CDMO’s offering can optimize its drug development or commercial manufacturing. This personalization sets the foundation for a relationship to develop. Once the relationship is in place, there is a host of metrics that can be used to assess sponsor-CDMO dynamics.