Courses › Sales skills, selling across cultures, and the objections per market
Selling a CDMO service: capacity, technology transfer, timelines and the questions a sponsor asks
Your team will close more CDMO deals and avoid costly client misunderstandings.
The moment it goes wrong
A sponsor asks about capacity and your sales rep guesses. Later, a missed batch costs millions and damages your reputation. You lose future business because your team could not answer critical questions accurately.
What changes after this course
After this course, your sales and business development team will confidently discuss CDMO project specifics. They will accurately explain technology transfer requirements and timeline implications to sponsors. You will have a documented training record for your key personnel.
How long it takes, by who is listening
Nobody spends a day in a classroom. Every module exists in three lengths; a person takes the length their role needs, and every length ends with the same recorded questionnaire, so the training record is complete either way.
| Who takes this course | Length | Total time |
|---|---|---|
| Owner, CEO and board | Briefing | 1 h 10 min |
| Business development and export sales | Briefing | 1 h 10 min |
What is in the course, module by module
7 modules. Under each title are the three things the listener can do afterwards; the audio itself runs 10 to 50 minutes depending on the length chosen. Each module ends with a multiple-choice questionnaire whose result is recorded per person for your auditor. Your human-resources or quality manager decides what counts as passed and when a level is retaken.
1Understand Sponsor Needs and CDMO Selection Drivers
- Identify the key business drivers influencing a sponsor's CDMO selection.
- Recognize the critical questions a sponsor asks regarding intellectual property protection.
- Understand why a sponsor prioritizes speed to clinic or market for their drug candidate.
2Explain CDMO Capacity Types and Their Impact on Project Availability
- Differentiate between dedicated, multi-product, and flexible manufacturing facilities.
- Describe how production slot availability impacts project start dates and costs.
- Explain the implications of facility utilization rates on project timelines.
3Manage Technology Transfer Documentation and Key Steps
- List the essential documents required for a successful technology transfer package.
- Explain the role of a gap analysis in identifying missing information or capabilities.
- Outline the critical path steps involved in transferring an analytical method.
4Set Realistic Project Timelines and Anticipate Delays
- Detail the typical phases and duration of a CDMO project from contract to batch release.
- Explain how regulatory submission deadlines influence project scheduling.
- Identify common delays in technology transfer that impact project timelines.
5Address Quality and Regulatory Expectations in CDMO Projects
- Describe how Good Manufacturing Practice (GMP) principles apply to CDMO services.
- Explain the importance of a Quality Agreement between sponsor and CDMO.
- Identify the key regulatory bodies overseeing pharmaceutical manufacturing, such as the FDA and EMA.
6Structure CDMO Service Costs and Contractual Agreements
- Explain the components of a CDMO service proposal, including fixed and variable costs.
- Identify the financial implications of scope changes during a project.
- Understand the key clauses in a Master Service Agreement and how they protect both parties.
7Confidently Handle Difficult Sponsor Questions and Objections
- Formulate clear answers to common sponsor questions about project risks.
- Address concerns regarding unexpected delays and their potential financial impact.
- Explain the process for escalating and resolving critical issues with a sponsor.
Price for this title
One licence, 7 modules in all three lengths, included in every purchase, every employee of the legal entity, 12 months. Pick your company size.
Cheaper as part of a track pack or company library. Delivered within 72 hours of payment or the course is free.
Custom course or custom pricing? A course built on your own procedures and products, a mixed bundle, several legal entities, or a budget that does not fit a table: tell us on WhatsApp and you have a written quote the same day.
Ask about custom courses and custom pricingWho this is for
Roles: Owner, CEO and board, Business development and export sales,
Businesses: every kind of pharma company
Countries: India China Türkiye Korea Japan Taiwan Egypt, Gulf and MENA Brazil and Latin America Pakistan, Bangladesh and Vietnam United States Europe
What you receive
- Audio modules in all three lengths, included in every purchase. The briefing for the board and the sales floor, the standard run for regulatory and quality, the expanded walk-through for the bench. One price buys all three; each person takes the length their role needs. Listen on the commute, at the bench, in the car.
- Made to be listened to. A narrator with character, a story in every module and real examples from the buyer's side of the table. Not a read-out of the guideline that puts the room to sleep.
- Companion workbook. Exercises and checklists per module, ready to file.
- Full transcript. Searchable, printable, quotable in your procedures.
- Source for every fact. Each statement links to its guideline, regulation or paper, so an auditor can check it.
- Certificate per learner. Name, course, hours, guideline version, date.
- Auditable training record. Per-person export for your quality file, the document inspectors ask for under EU GMP Chapter 2.
English first. Other languages are available in test mode on request.
Request a free sample module