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Networking That Sticks: Building Real Relationships in the CDMO World

  • Writer: Sarah Sink
    Sarah Sink
  • Jun 2
  • 3 min read

In CDMO business development, networking isn’t just about who you know; it’s about how you show up. The relationships we build don’t just generate leads; they shape reputations, build trust, and lay the groundwork for long-term partnerships. And in an industry where timelines slip, scopes expand, and priorities shift, trust and presence go a long way.


Whether you’re walking the floor at BIO, navigating the back-to-back meetings of DCAT, or building connections through LinkedIn, strong networking habits are one of the most valuable (and underrated) assets in your BD toolkit.


Here’s how CDMO business development professionals can approach networking with intention and why it matters for more than just this quarter’s pipeline.



1. Show Up Early and Often: The Power of Consistency


Big industry events like BIO International, DCAT, and Festival of Biologics aren’t just about scoring one big meeting. They’re part of a long game. Sponsors remember the people who show up consistently and add value over time. When you attend key events year after year, your presence becomes part of the fabric of their experience.


Even brief, informal touchpoints like a coffee during a conference or a quick check-in via LinkedIn help build familiarity. And familiarity builds trust.


Don’t just network when you have a capacity gap or a sales target to hit. Build relationships even when your teams are full. That consistency makes you more credible when you are looking to engage.


2. LinkedIn Is Not Optional


If you're in CDMO BD and not active on LinkedIn, you're leaving opportunities on the table. It’s where deals begin, insight gets shared, and reputations are built. It’s also where sponsors quietly vet your professionalism long before they respond to your email or meet you at a trade show.


That doesn’t mean you have to post every week, but it does mean:


  • Keep your profile up to date.

  • Engage thoughtfully with your network’s posts.

  • Share occasional insights or commentary that reflect how you think, not just what your company sells.

The way a BD person shows up on LinkedIn often reflects how they’ll represent programs internally. Are they thoughtful, consistent, and responsive? Those signals matter.


3. Ask About More Than Just Molecules


One of the fastest ways to build rapport is to ask about what’s driving a sponsor’s strategy beyond timeline, budget, and technical scope. Ask about the team dynamics, investor pressure, or what success would really look like for their program.


These conversations often happen more naturally during informal networking moments like at a cocktail hour, in a cab line, or over coffee. When you listen for the “why” behind the “what,” you show that you’re not just selling a service; you’re trying to be a long-term partner.


These softer insights can be just as important as an IND filing date. They help you tailor your follow-up and bring the right SMEs into the conversation.


4. Be the Connector, Not Just the Closer


Networking isn’t just about who can help you. It’s also about who you can help, even when there’s nothing in it for you right now. Introduce a sponsor to a QA expert, a recruiter, or another service provider they’re looking for. Point someone toward an event or white paper that’s actually useful.


When you become a source of value beyond your own capabilities, people remember.


This mindset builds your reputation. A BD that’s known for being connected, helpful, and honest is one that sponsors trust to navigate complexity and solve problems.


5. Internal Networking Matters Too


It’s easy to think of networking as an external-facing skill, but your ability to build relationships inside your CDMO is just as important. Strong internal networks allow you to:


  • Bring in SMEs quickly for technical calls

  • Navigate pricing, ops, and QA challenges

  • Advocate for your clients effectively


BD professionals who are respected internally can move faster, get better answers, and protect client relationships when things get tough.


Treat your colleagues like clients. Show respect for their time and communicate clearly. This builds internal trust, which sponsors notice more than you think.


Final Thoughts: It's a Long Game


Relationships take time, but the payoff is real. Some of the best partnerships I’ve seen didn’t start with a perfectly timed RFP; they started with a handshake at a mixer, a thoughtful follow-up on LinkedIn, or a quiet favor that turned into mutual trust.


In an industry driven by data and timelines, networking can seem soft. But in reality, it’s one of the hardest, most strategic skills a BD professional can master.


Show up. Stay curious. Add value. That’s how you build a presence and a pipeline that lasts.

 
 
 

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