CPHI Milan Speaker Spotlight: CDMO relations with Pharma and Start-Ups

In the run-up to CPHI Milan, we sit down with some of the experts and thought-leaders speaking at this year’s conferences.  

1. For start-ups, what are some important aspects to consider when looking for a CDMO partnership? 

Very important for startups is to define short-, medium-, and long-term objectives. I say this because often startups are focused on long-term objectives and want to partner with a CDMO with commercial experience. While this is nice it is not a realistic objective. Short- and medium-term objectives should be the focus, and looking for CDMOs with expertise in development and troubleshooting is critical. It is important to get the proof-of-concept (POC) along with developability and manufacturability studies firmed up so that the program can make it into the clinic. One-stop shops are OK, but the boutique niche service providers may deliver greater value for the cost. 

2. For CDMOs, what makes for a worthwhile partnership with a start-up? 

This really depends on the CDMO. We track CDMOs that go from ‘Boutique’ to ‘one-stop shops’ and the reality is that all CDMOs want to partner with a start-up, particularly if they are well funded. This, however, may not be a worthwhile partnership. A worthwhile partnership hinges on fair give and take. Helping the start-up reach the clinic through a combination of goodwill and revenue has been something I have always tried to achieve when I was working on the CDMO side, and it is something that I look for now that I work on the start-up side. This makes it a worthwhile partnership because a start-up helps the CDMO grow its expertise and long-term, as more projects are added to the start-up pipeline, these projects ultimately feed the CDMO’s own sales funnel. In return, the CDMO helps the start-up achieve its milestones, clinical objectives, and financial goals. This is a true win-win partnership. 

3. How do events like CPHI help foster partnerships between CDMOs and start-ups? 

Events like CPHI provide a forum where CDMOs can meet with start-ups and vice versa. Meeting is how you start a partnership, and this allows you to very quickly determine if a partnership is even possible. It is always important to mix business with social interactions, and events like CPHI provide both the business forum and the social and networking forum. 

4. What are you most looking forward to at this year’s CPHI? 

I am really looking forward to the business and networking forum during CPHI. For one, I am incredibly thankful and appreciative for Informa to have asked me to chair a session, host a panel, and to participate in a fire-chat. I came wearing many hats representing not only my own company, CDMO Advisor, but also the startups I am with, including CellViva and Project Insulin, and the service providers I consult for, such as Vectron Biosolutions, Olon, and Pyramid Labs. CPHI is the place to do all this business and networking, so a lot to really look forward to! 

CPHI Milan takes place October 8-10 at the historic Fiera Milano and there's still time to register! Click here to find out more.