While biopharma at large faces unprecedented pressure to innovate quickly and stay competitive, small biotech organizations are particularly impacted by compressed timelines, volatile funding, and evolving regulatory demands. CDMOs play a vital role in supporting biotech sponsors through these challenges with access to expert guidance and established development and manufacturing infrastructure.
Leaders from both sides of the industry highlight the need for honest and attentive CDMO relationships to truly deliver on the role of “partner” and meet the needs of smaller biotech organizations. Selecting a CDMO partner can seem like a choice between the attentive and agile style of a boutique CDMO and the capabilities and expertise of a large, experienced CDMO. However, biotechs don’t have to sacrifice expertise for flexibility—the right partner can deliver services tailored to their precise needs. Built on two decades of experience, Cytovance’s unique position as a mid-sized CDMO balances expertise and technical capabilities with agility and attentiveness, fueling progress for small and large organizations alike.
Understanding the Unique Needs of Biotech Clients
To deliver solutions tailored to the needs of biotech clients, CDMOs must recognize what sets them apart from larger pharma. There is a clear disconnect, undoubtedly contributing to customer dissatisfaction: according to a 2024 Outsourced Pharma survey, emerging biotech respondents consistently gave CDMO partners lower ratings than large pharma respondents. Sources of frustration included long wait times for startup, a lack of flexibility, and a sense of being overshadowed by larger clients and thus receiving the CDMO “B team”.
For smaller organizations with limited financial resources, the time and cost inefficiencies of a traditional CDMO model can be detrimental.
Conversely, many CDMOs see limitations in potential biotech customers. “To fuel long-term growth, CDMOs want to retain their clients and have that business from phase one all the way to commercial manufacturing,” says Rose Rhomberg, senior director of sales and business development at Cytovance. “When 80 to 90% of small biotech companies won’t make it to commercialization, that puts them at a disadvantage.” But many biotechs have a compelling value proposition—an innovative therapy has the potential to make a real impact for patients, and CDMOs can offer valuable experience and guidance to make that happen. “By helping to guide early-stage companies, we can help more of them get to that point.”
Small biotech companies can succeed with true partnership from CDMOs that understand their challenges and can help deliver on their potential. Cytovance’s model demonstrates that agility and capability can go hand-in-hand. We offer the flexibility to accommodate large pharma clients seeking a platform process as well as the specialized, stage-appropriate needs of smaller biotech clients without compromising on expertise, efficiency, and breadth of capabilities.
Delivering on the Promise of CDMO Partnership
Many CDMOs emphasize partnership over transactional relationships, helping clients of every size navigate dynamic and complex project needs. While some clear-cut projects are more suited to a transactional approach, what does it mean to be a true partner, and how can biotech customers recognize the signs of a strong CDMO partnership early on?
A strong CDMO partner relationship is grounded in the same key elements of any strong personal relationship: transparency, communication, and dedication. Misalignment stemming from a lack of transparency is a major challenge facing CDMOs and clients today. Many sponsors report feeling blindsided by CDMO rejections after enthusiastic interactions with business development (BD) teams. BD teams are incentivized to build relationships regardless of current capacity, which can then blur the lines of logistical and technical selection criteria. On the other hand, sponsors may fail to provide a comprehensive presentation of their goals, needs, and limitations. Together, these factors result in a lack of clarity around alignment and, in turn, a failed partnership.
Team Cytovance begins relationships with a two-way conversation about priorities, risks, and benefits rather than selling a one-size-fits-all package. “Regardless of size or funding, it’s helpful to sit with clients and talk through several scenarios to see what fits. That should be what dictates your arrangement—the best strategy is different for every client,” explains Rhomberg. Cytovance can then tailor arrangements accordingly, offering a flexible pricing structure to accommodate clients across a spectrum of sizes and budgets.
When CDMOs and sponsors do choose to work together, honesty is essential. CDMOs should acknowledge potential risks and gaps in their own capabilities while encouraging sponsors to do the same. Overpromising on timelines and budgets leads to frustration and mistrust, especially for smaller organizations working to advance quickly with limited resources. Cytovance has a track record of success built on two decades of experience and 200+ clients, meaning that timelines and budgets are backed with established metrics. In-depth, consistent communication is vital throughout a partnership. For example, at Cytovance, preparing a statement of work begins with a collaborative internal review of the plan with relevant subject matter experts. This gives Team Cytovance an opportunity to review technical details, identify any potential gaps, and adjust accordingly. Rhomberg says that communicating ahead of a site visit to create a targeted agenda is another valuable step in tailoring services to clients. Asking sponsors about the facilities and teams that are most important to cover during their visit ensures they maximize their limited time on-site at Cytovance in the Oklahoma City Innovation District.
Internal communication is equally important for fueling dedication to a client. “When a BD team can capture and communicate a small biotech’s value proposition, that can be critical for getting buy-in from the rest of the internal team,” says Rhomberg. This connection can be the necessary push that motivates cross-functional teams to help sponsors meet key deadlines.
Setting a New Standard for CDMOs
Mounting frustration among biotech organizations struggling with the inflexible and impersonal approach of traditional CDMO models has made one conclusion clear: meeting the needs of both large pharma and small biotech sponsors requires a true CDMO partnership. But providing tailored solutions to the dynamic challenges and tight timelines of innovative startups does not have to come at the cost of expertise or capabilities. Mid-sized CDMOs, like Cytovance, demonstrate that the same experience and offerings that support large pharma clients can be applied in a more flexible approach customized to the unique needs of smaller biotechs.
Prioritizing transparency, communication, and dedication is vital to fostering relationships that help sponsors excel. Cytovance’s comprehensive capabilities, agility, and approach to relationships enable us to build partnerships tailored to each client and each project. By investing in the mission to provide innovative therapies that transform patients’ lives, CDMO partners can play a critical role in fueling advancement and commercial success for biopharma pioneers.
—
- Need a product-specific strategy?
Contact us. - Have an idea for an Ingenuity Blog topic?
Let us know.