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Before You RFP: Align Internally or Pay for It Later

  • Writer: Sarah Sink
    Sarah Sink
  • Sep 4
  • 2 min read

Every biotech team feels the pressure. The clock is ticking. The funding window is narrow. The board is asking for updates. And that tempting thought creeps in:


“Let’s just get the RFP out. We’ll figure out the rest as we go.”


Here’s the problem.


CDMOs don’t just quote what's written on the page; they quote what’s missing, too. When your internal team isn’t aligned, CDMOs fill in the blanks with buffers, caveats, and risk premiums.


The result?


Inaccurate proposals, mismatched partners, and delays that cost far more than waiting an extra two weeks to get aligned.



What Misalignment Looks Like in Practice


Most teams don’t realize they’re misaligned until after the damage is done. Here are the red flags:


  • Regulatory and CMC aren’t aligned on the expected development phase or stability strategy


  • Quality hasn’t been consulted on release testing, reference standards, or GMP documentation needs


  • Finance and supply chain aren’t looped in on budgeting guardrails, comparator sourcing, or material lead times


  • The program lead says “go fast,” but the tech team isn’t ready to support a transfer


Sound familiar?


You’re not alone, and you’re not behind. But if you want to avoid rework, you’ve got to pause before you hit “send.”


The True Cost of a Rushed RFP


Let’s talk numbers.


  • A $200K tech transfer that misses its window by 3 months can delay your next clinical milestone and funding event


  • A proposal that needs 3 revisions wastes your team’s time and burns goodwill with potential partners


  • A misquoted batch size or testing scope can turn into a $500K change order


Misalignment doesn’t just cause confusion. It leads to rushed vendor selection, re-scoping delays, and cross-functional frustration that can linger across the life of the program.


Clarity = Acceleration


The best RFPs come from biotech teams who pause long enough to:


  • Define success for the next 12–18 months

  • Agree on critical vs. flexible scope items

  • Understand how their clinical plans shape the CDMO’s workstreams

  • Prep their teams and their data for technical transfer

  • Establish clear roles for how the CDMO relationship will be managed


When you do this, you’re not just getting faster proposals; you’re getting better ones.


Need Help Getting Aligned?


If your team is preparing to engage a CDMO and you're not 100% confident everyone’s on the same page, I’ve got a resource designed specifically for you.


My course, “How to Get Internal Alignment Before Engaging a CDMO,” walks you through the 10 key conversations biotech teams should have before they reach out.


It’s practical, fast, and built to help your team move forward with clarity, not confusion.



For more insights and personalized support in navigating the biotech-CDMO landscape, visit my website: www.yourpharmagirl.com and follow Your Pharma Girl on LinkedIn. Whether you need strategic guidance, tailored BD solutions, or expert advice on building lasting partnerships, I'm here to help you and your team succeed at every stage of development.

 
 
 

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