specialty CDMO
CASE STUDIES > CDMO - Contract Development Manufacturing Organization
How Targeted Outreach Helped a North American CDMO Win More Clients in only 3 months
Driving growth and visibility with 160+ engagements and 7 high-value meetings for a specialized Canadian CDMO
The Challenge
This Canadian CDMO, focused exclusively on non-sterile liquid, topical, and nasal spray dosage forms, was seeking to grow its customer base—specifically targeting higher-margin development and clinical-stage companies, as well as commercial customers looking for trusted manufacturing partner in North America. Their existing lead generation relied on inbound marketing, trade shows, and referrals, but they needed a more proactive, targeted outreach strategy.
The Solution
Outbound Pharma launched a 12-week outreach program tailored to their unique capabilities. We crafted and executed 92 personalized campaigns targeting over 350 companies, including attendees of six global conferences, dermatology and OTC companies, and those developing topical or nasal spray products.
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Before executing the campaign, ​we performed in-depth research of potential targets based on specific criteria, leveraging both our internal databases as well as proprietary network. Using these insights, we redefined the ideal targets and developed a more segmented lead generation strategy, which led to the identification of top-tier segments.
The Results
Over the 12-week campaign, Outbound Pharma generated:
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160 total engagements
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7 qualified meetings with decision-makers
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21 prospects expressing clear interest
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18 prospects earmarked for strategic follow-up
This targeted outreach enabled our CDMO partner to engage with exactly the types of companies they were seeking—development-stage biotechs lacking internal formulation expertise, commercial-stage customers preparing launches, and pharma companies looking to mitigate supply risks through additional CMO partnerships.
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Several qualified meetings have progressed to technical and commercial discussions, while many interested companies remain active prospects for future collaboration. Importantly, the campaign significantly expanded the CDMO’s visibility and pipeline, positioning them as a trusted, niche expert in non-sterile liquid, topical, and nasal spray manufacturing.
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Outbound Pharma successfully translated a broad value proposition into focused, high-fit conversations—accelerating growth with the right customers and maximizing the CDMO’s unique market strengths.