From Vendor to Partner: Asking What Actually Matters

Sarah Sink
Jun 2
3 min read

For those of us in CDMO business development, the first meeting with a potential sponsor sets the tone for everything that follows. If you're asking the right questions, you're not just qualifying an opportunity, you’re building a foundation for a real partnership.

When I meet with a new potential client, I used to always start with a simple question: “What are your biggest drivers?”

But I already knew what the answer would be: Cost. Timeline. Expertise.

These are the usual suspects. Every sponsor wants competitive pricing, on-time delivery, and confidence in technical capabilities. That’s a given. But those aren’t the only factors that shape a successful partnership.

So, now I have changed my language. I ask the better question:

“Besides cost, timeline, and expertise, what are your other drivers?”

That’s when the real conversation starts. It opens the door to a richer discussion and reveals the less obvious, but often equally critical, drivers that impact how a sponsor chooses a CDMO. Here are some others that I’ve consistently heard from clients that can make or break a partnership.

1. Quality Track Record

No one wants to be the guinea pig. Sponsors want to know their program will be in good hands from a compliance and execution standpoint. They’re looking for a CDMO with a solid history of audits, clean batch records, and strong regulatory interactions. It’s not just about avoiding 483s, it’s about trust.

2. Right First Time (RFT) Mentality

Sponsors are stretched thin. A program that moves forward without constant rework, clarifications, or do-overs builds confidence fast. RFT isn’t just a KPI, it’s a reflection of communication, internal alignment, and attention to detail. CDMOs who consistently deliver clean, first-pass results reduce risk and help teams stay focused on strategy, not damage control.

3. Responsiveness and Transparency

The early signals matter. If it takes days to respond to a simple question during the proposal phase, what will communication look like mid-campaign? Sponsors appreciate CDMOs who are accessible, honest about risks, and proactive when something goes sideways. Transparency builds trust, especially when the news isn’t perfect.

4. Integration of More Than One Service

Many sponsors are looking to reduce handoffs, avoid managing multiple vendors, and simplify their program oversight. Whether it’s combining drug substance and drug product, or adding formulation, QC, or stability under the same umbrella, integration can save time, reduce risk, and improve technical alignment. It’s not just about convenience—it’s about tighter coordination and smoother execution. The fewer the silos, the faster and cleaner the path forward.

5. Geography and Logistics

This one is often overlooked until it becomes a problem. Whether it’s proximity to a sponsor’s facility, time zone alignment, or ease of import/export, location still matters. Especially in clinical programs where timelines are tight and handoffs are frequent, reducing friction in physical and virtual coordination is a real advantage.

6. Scalability and Long-Term Fit

Some sponsors are focused solely on the next clinical milestone. Others are already thinking about tech transfer and commercial supply. Either way, they want to know: Can you grow with us? Even if commercial isn't part of the immediate scope, having a line of sight to scale, whether it's internal or via a broader network, can add a lot of value.

Final Thought

Asking the right question at the start sets the tone. By going beyond the surface-level drivers, you show that you’re thinking not just about winning the work, but about delivering the right kind of partnership. It creates space for honest dialogue and lets the sponsor define success in their own terms, not just the standard ones.

If you’re in BD, ask the second question.

If you’re a sponsor, be ready for it.