How to Vet a CDMO Without Getting Lost in the Pitch Deck

Sarah Sink
Jul 31
3 min read

It’s demo day. You're evaluating a handful of CDMOs, and everyone’s coming in hot with flashy capabilities, long bullet lists of equipment, and Gantt charts that promise efficiency.

But here’s the thing: capabilities alone won’t save your program if the partner isn’t the right fit.

In today’s biotech environment where speed matters, funding is tight, and timelines are rarely linear, choosing a CDMO is about more than checking off services on a slide. It’s about finding the right strategic fit. And if you're not careful, it's easy to get swept up in the pitch instead of staying anchored in what you actually need.

Let’s talk about how to stay grounded.

Strategic Fit Over Slide Count

A good pitch deck is polished. A good partner is aligned.

Here’s how you tell the difference.

When evaluating a CDMO, your first instinct might be to compare capabilities side-by-side: who has X equipment, who does Y molecule type, who can turn around quotes the fastest. That information matters, but it shouldn’t be the whole picture.

Start by asking:

Do they understand your phase and funding runway?
Have they worked with molecules like yours or programs at a similar scale?
Will their systems and culture complement your internal team’s style?

You’re not just outsourcing work. You’re handing over responsibility for timelines, tech transfer, regulatory readiness, and potentially your next inflection point. That means your CDMO shouldn’t just look good on paper, they should fit where you’re headed.

3 Mistakes Sponsors Make When Evaluating CDMOs

I’ve seen a lot of good programs get stuck, or stall entirely, not because the science wasn’t strong, but because the wrong partner was selected for the wrong reasons. Here are a few common missteps:

1. Mistaking Responsiveness for Readiness

Quick replies don’t always mean a CDMO is resourced for your project. Make sure their proposed timeline isn’t just available but it’s realistic based on their current capacity and priorities.

2. Letting Price Drive the Whole Conversation

Cost matters but chasing the lowest quote without evaluating why it’s low can backfire. Are you missing scope? Are they underestimating tech transfer complexity? A cheap quote that leads to delays isn’t cost-effective.

3. Overlooking Cultural Alignment

Do they communicate like a true partner, or do you feel like you’re navigating a ticket system? Do their SMEs collaborate well in meetings, or is it all commercial polish and little substance? These soft signals matter more than most people realize.

Want to Ask Smarter Questions Before You Commit?

If you're evaluating CDMOs and want to avoid getting swept up in the slide deck, start by asking better, more targeted questions. The CDMO RFI Template is built for biotech teams who need a structured, strategic way to gather the right information early; before quotes are issued or decisions are made.

Inside this downloadable tool, you’ll get:

A comprehensive list of RFI questions across technical, quality, operational, and strategic categories
Prompts that help uncover red flags, vague responses, and overpromises
Space for your team to align on internal priorities before submitting requests

This is more than just a form, it’s a partner-vetting guide that helps you get the answers that actually matter.

👉 Download the CDMO RFI Template

Don’t Just Buy a Service. Build a Partnership.

I always say: You’re not buying a batch. You’re building a bridge.

The CDMO you choose today may be the one guiding your molecule through a critical trial, responding to a regulator’s question at 11 PM, or helping you pivot when a formulation hiccup derails your plan.

Choose like it matters, because it does.

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.