Creating Value Beyond Product and Price in the Pharma Customer–Supplier Relationship 

Value Creation: Are Pharma Customers & Suppliers on the Same Page?

In a highly competitive environment, providing value beyond core deliverables of quality and price is crucial for CDMOs and materials suppliers to maintain and gain an edge with their bio/pharma customers, but do bio/pharma companies and their suppliers agree on what constitutes value-added enhancements? Although bio/pharma companies look for innovation from CDMOs and materials suppliers, are they providing what bio/pharma companies are seeking? And more importantly, who, how, and when are value-added enhancements factored into the price and cost structure of a given project?  

 Gain valuable insights from an executive panel providing a “buy-and-sell-side view” on: 

•  What Constitutes Value Creation? Are there particular services or situations for which value-added enhancements are more likely to be offered than for other services? Is there a trend to offer value-adding services more frequently? Less frequently? 
•  Who Incurs the Cost of Value Creation? In what situations or for what types of enhancements are bio/pharma customers most likely to be willing to share the costs for value-adding enhancements? When are they least likely to be willing to share the costs? 
•  How is Value Creation Measured? When value-adding enhancements are proposed during the sourcing/procurement process, how formally are they evaluated? Is there a formal cost/benefit analysis done or is the evaluation more subjective? 

Plus, get the highlights of the key findings from a DCAT Research & Benchmarking study, Creating Value Beyond Product and Price in the Pharma Customer–Supplier Relationship, to be released in March 2026. The report is available exclusively and free of charge to DCAT Member Companies. Click here for further information.  

Price & Registration

DCAT Member Company Price: Complimentary 

DCAT Week 2026 programs are exclusively available to registered DCAT Member Company employees. Confirm your company’s membership here or email DCATMembership@dcat.org. 

Who Should Attend?

• Bio/pharmaceutical companies, including individuals with functional responsibility in sourcing, procurement, supply management and external manufacturing. 
• CDMOs/CMOs and suppliers (raw materials and other inputs), including individuals engaged in business development, sales, marketing and operational functions in support of bio/pharmaceutical development and manufacturing. 
• Other companies engaged in the bio/pharmaceutical business ecosystem.  

Distribution of Speaker Presentations

This program consists of a panel discussion only, but DCAT Member Companies can receive free of charge, the written study, Creating Value Beyond Product and Price in the Pharma Customer–Supplier Relationship, to be available in March 2026 and available for download at the DCAT website. This report will be followed by four informational briefings throughout 2026 to provide further insights on this very important topic. Click here for further information. 

Attending DCAT Week Programs

All materials provided to registrants—including slides, reports, and presented content—are for individual reference only. Registrants may not copy, photograph, reproduce, or redistribute these materials and are solely responsible for any claims arising from violations of copyright or other intellectual property rights.