Your Funnel Isn’t Broken; You’re Just Talking to the Wrong Biotechs

When business development starts to feel like a numbers game, it’s easy to fall into the trap of treating every biotech company as a potential lead.

But not every biotech is your biotech.

• They might not be at the right stage.

• They might need a capability you don’t offer.

• They might be fully locked in with another CDMO.

• Or they might have science that simply doesn’t align with your sweet spot.

So how do you avoid chasing the wrong ones?

Here’s how I think about it, and what helps you build a healthier, more strategic pipeline without spinning your wheels or frustrating your internal team.

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Stage, Strategy & Signal

The first filter isn’t just about whether a biotech needs a CDMO. It’s about where they are, what they’re prioritizing, and whether their trajectory fits your site’s strengths.

Look for:

• Companies with upcoming INDs or clinical expansions

• New funding rounds or recent licensing deals

• Shifts in internal manufacturing (exits, layoffs, etc.)

• Early signs of outsourcing intent (CMC hires, external advisors, etc.)

  
  

The signal isn’t always loud, but it’s there.

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Look Beyond “Need”

“Do they need manufacturing support?” is too simple.

Ask instead:

• Do they have a program that fits our capabilities?

• Would we be a strategic partner or a transactional one?

• Do they show signs of long-term external collaboration?

  
  

Some biotechs are open to partnership, but not ready to move.

Some are ready to move, but not a fit.

Smart BD filters both early.

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Fit Over Forecast

Yes, we’re here to close deals. But chasing the wrong opportunities creates:

• Proposal fatigue

• Ops frustration

• False confidence in the forecast

• And ultimately, burnout

  
  

When you focus on the right-fit biotechs, ones that align technically, operationally, and culturally, you stop chasing and start qualifying.

You build a pipeline that’s not just full, but real.

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Want to Get Better at Targeting & Qualifying?

If you're building a pipeline from scratch, refining your outreach strategy, or just tired of spinning your wheels with low-fit leads, my course “Ask Smarter, Close Sooner” is for you. It covers the full CDMO sales cycle, from first touch to final signature, and includes practical tools to help you find, qualify, and win better opportunities.

The strongest pipelines aren’t built on volume. They’re built on fit.

Start narrowing your focus, and you’ll start closing the right kinds of deals.

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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.