Why Integrity Is the Deal-Maker in CDMO Business Development

There’s a saying I come back to often: “I work for and represent my CDMO, but my alliance is 49% to my client and 51% to my employer.” It’s a small split, but it’s deliberate, and it reflects how I view my role. I’m not here to sell. I’m here to serve both sides of the table with honesty, transparency, and advocacy. 

That’s integrity in business development, and without it, you're building partnerships on sand.

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This isn’t sales. This is trust-building.

In our world, no one wants to be “sold.” The people we talk to, VPs of CMC, Heads of Manufacturing, Program Directors, they’re not looking for polished pitches. They’re looking for someone who will actually listen, understand their pain points, and turn that into a realistic proposal. A partner who’s upfront when something’s out of scope or when a timeline is tight, not someone who nods along just to hit a quota.

If you’re in BD and you find yourself thinking, “How can I spin this?” pause. Reframe the question. Ask, “How can I help this client make the best decision, even if it’s not with us?” 

Because when you take that approach consistently, two things happen: your reputation grows, and referrals start to follow.

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You’re the voice of your client inside the CDMO.

Here’s where the 49/51 split comes in. Yes, your paycheck comes from your employer. But your credibility, the thing that makes clients choose to work with you, is built on how well you advocate for them internally.

That might mean challenging timelines that don’t reflect the technical reality. It might mean pushing back on scope gaps or making sure the quote aligns with what was actually discussed. It might mean flagging risks early, even if it complicates the deal. These aren’t easy conversations, but they’re the ones that matter.

When clients feel that you are their person on the inside, someone who will go to bat for them, speak plainly, and follow through, that’s when trust locks in.

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Integrity is keeping your word, even when it costs you.

We’ve all seen it happen: a program gets promised a turnaround that’s never going to happen. Or a capability gets oversold. Or a red flag is quietly ignored to get the PO. Maybe the deal closes, but the relationship doesn’t last. And worse, your name stays attached to it.

Pharma is a small world. Word travels fast. One bait-and-switch can follow you for years, but so can a reputation for being the kind of BD lead who’s honest, even when it’s inconvenient.

So, what does integrity actually look like in BD?

• You don’t promise what you can’t deliver.

• You call out risks, even if they’re uncomfortable.

• You follow up, follow through, and stay present after the proposal is sent.

• You advocate, challenge, and push internally because your client deserves a partner, not a messenger.

• You stay aligned with your team while never compromising your client's trust.

The result? Clients will come to you not just for your CDMO’s capabilities, but because they know you’ll give it to them straight. And more importantly, because they know they can trust you with their molecule, their timelines, and their career.

That’s what integrity gets you in this industry. Not just deals, but long-term partnerships.

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Let’s keep raising the bar. If you’re in BD and you’ve built your reputation on transparency, advocacy, and follow-through, I’d love to hear your perspective. How do you balance being a trusted client ally while staying aligned with your internal team? Drop a comment or connect, this is a conversation worth having!