Northline Bioprocess (fictional example)

• Your website, 14 press releases, and 8 published case studies
• ClinicalTrials.gov: 212 sponsors running biologics programs in your stated modalities, with phase transitions in the last 90 days
• SEC filings for the 38 of those sponsors that are public, including recent financings
• FDA inspection classifications and approvals touching your site
• Your job postings over the last 12 months

1. 1

   Your site leads with capacity and equipment. The sponsors you win most often (stage: Phase 1 to Phase 2, first outsourced program) search for tech-transfer speed and regulatory track record. Six of your eight case studies are about scale; none mention time to first GMP batch.

   Source: Website, case studies
2. 2

   In the last 90 days, 17 sponsors in your modalities moved a program from Phase 1 to Phase 2. Four of them raised money in the same window. None appear in your press, case studies, or conference co-presentations, and three of them list a "Head of CMC" role on their careers page, which usually precedes a CDMO selection.

   Source: ClinicalTrials.gov, SEC EDGAR, job postings
3. 3

   You hired two business development people in the last year, but your inbound path has no qualification step: the contact form asks for a message, not a program stage, modality, or timeline. Qualified RFPs and tire-kickers land in the same inbox.

   Source: Job postings, website
4. 4

   Your inspection history is clean, and you do not say so anywhere a sponsor would look before a first call.

   Source: FDA

Your qualified RFP flow is limited by targeting and follow-through, not by capability or reputation. The sponsors most likely to need you next quarter are identifiable from public data, and you are not reaching them before they shortlist.

If systematic targeting of stage-transition sponsors adds three to five qualified RFP invitations per quarter, at your stated win rate of 15% to 30% that is roughly one to two additional programs per year. For a first outsourced biologics program that is typically a seven-figure relationship. We would put a real number on it after seeing your last eight proposals and their outcomes.

1. Build the list of the 17 stage-transition sponsors with the trigger event, the likely decision maker, and the angle for each.
2. Draft the outreach for the top six. Your partner reviews it. You approve it. It goes out under your BD lead's name, not ours.
3. Add one qualification question to your contact form (program stage and timeline) so inbound splits itself.
4. Draft a one-paragraph regulatory-track-record statement for your site, with the FDA source cited, for your review.

• A read-only export of your pipeline or CRM (we read it, we do not write to it).
• Your last eight proposals with outcome and reason, if known.
• Twenty minutes with your BD lead.

• Publish anything under your name without your approval.
• Contact a sponsor you have not approved.
• Misstate your regulatory status. Every claim about inspections or certifications cites a source.