Before your 30-minute call

CDMO Commercial Health Check

Ten quick questions on your commercial engine. Takes about 5 minutes. We’ll review your answers together on the call.

About you

Name Company Role Email Sites / modalities (optional)

1. Forecast confidence. How confident are you in your 12-month new-business revenue forecast?

Not confident; it's mostly a hope Somewhat; it shifts a lot quarter to quarter Fairly; usually within 20% Very; we hit it most quarters

2. Pipeline coverage. How does your qualified pipeline compare with your next 12 months' new-business target?

Less than 1x the target, or we don't know 1–2x 2–3x More than 3x

3. Target list. Do you have a named, prioritized list of target accounts that fit what your sites make?

No A loose list, not prioritized Yes, but it's out of date Yes, reviewed in the last quarter

4. Territory and ownership. Is every target account assigned to a named person?

No clear ownership Partly; some overlap or gaps Mostly, with a few gaps Yes, clearly assigned and tracked

5. Proposal speed. How long does it typically take from receiving an RFP to sending your proposal?

More than 4 weeks 3–4 weeks 1–2 weeks Under a week

6. Proposal accuracy. How often does a proposal need a requote or major revision because of errors or scope gaps?

Often (more than 1 in 4) Sometimes (1 in 5 to 1 in 4) Rarely (1 in 10 or fewer) Almost never, and we track it

7. Win/loss. Do you know your win rate and why you lose?

We don't track it We know the rate, not the reasons We know both, informally We track both and act on them

8. Pricing. How do you check your pricing against the market?

We don't Anecdotes from lost deals Periodic informal benchmarking Structured benchmarks we update regularly

9. Events and marketing. Do your trade shows and campaigns produce tracked, qualified leads?

We don't measure it We count meetings, not outcomes We track leads, not revenue We track leads through to signed revenue

10. Leadership cadence. How often does leadership review the pipeline?

Rarely or ad hoc Quarterly Monthly Weekly, plus a quarterly review with the CEO or board

We use your answers only to prepare for your call. See our privacy policy.

See my score