lead generation
CASE STUDIES > Contract Development and Manufacturing Organization
Targeted lead generation for a
CDMO in top 5 EU countries
A leading CDMO sought Outbound Pharma's help to generate new leads, build a consistent pipeline, and ultimately secure contracts that would establish them as a trusted partner in the European market.
The Challenge
A European-based contract development and manufacturing organization (CDMO) was looking to expand its client base across the EU, particularly within the top five EU countries (EU5).
The CDMO is known for specializing in drug formulation solutions, particularly for poorly soluble drugs, using proprietary nanotechnology platforms and tailored development strategies for both small molecules and 505(b)(2) products.
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Their challenge was to consistently attract mid-to-large pharmaceutical companies that required early-stage formulation services or development support for complex and niche pharmaceutical products.
​Despite their expertise, they faced difficulty in identifying and engaging emerging pharma companies and specialty firms with development challenges, such as those dealing with poor solubility or bioavailability.
They sought Outbound Pharma's help to generate new leads, build a consistent pipeline, and ultimately secure contracts that would establish them as a trusted partner in the European market.
The Solution
Outbound Pharma crafted a targeted lead generation campaign for the CDMO, focusing on the EU5 countries—Germany, France, the UK, Italy, and Spain. Our team leveraged extensive industry knowledge and databases to identify emerging discovery-stage pharma companies and specialty firms needing early-stage formulation and 505(b)(2) development services.
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Key elements of the strategy included:
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Highlighting the CDMO’s cutting-edge nanotechnologies for tackling solubility and bioavailability challenges​, such as amorphous solid dispersions and nano-emulsions.
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Targeting decision-makers in R&D, formulation, and clinical development departments with personalized outreach campaigns.
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Emphasizing the CDMO’s proven track record in formulation development, including their expertise in high-potency molecules and parenteral dosage forms​
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Throughout the six-month campaign, we maintained close collaboration with the client, adjusting strategies based on market feedback and ensuring consistent progress reporting.
The Results
In just six months, Outbound Pharma’s campaign resulted in 15 qualified meetings with new pharmaceutical companies, 10 of which led to confirmed engagements.
Within 8-9 months, the CDMO secured 2 large contracts, providing their expertise in formulation and development services. These results solidified the CDMO's presence in the EU market, enabling them to continue building relationships with pharmaceutical clients that rely on advanced technologies for challenging drug development projects.
The success of this campaign also positioned the company for sustained growth and further penetration into the EU’s mid-to-large pharma sector.
"Outbound Pharma has transformed our top of the funnel client pipeline. In just four months, their campaigns and market insights led to 15 new high-profile customers. Their expertise and support have been invaluable. Highly recommended!"
VP, Sales Europe