# How a CDMO or CRO website wins RFPs from biotech sponsors A CDMO or CRO website should let a biotech or pharma sponsor put you on their shortlist without picking up the phone. To do that it has to state plainly which modalities you handle, at what scale and phase, the GMP status of each site and how tech transfer works. If the sponsor cannot find that, they move on to the next provider. [Web version](https://www.crida.studio/en/insights/guides/cdmo-cro-website-win-rfps/) By David Monje, crida studio · Published 2026-09-02 · Updated 2026-09-02 ## What a sponsor checks before sending you an RFP Before sending a request for proposal, the development or procurement team at a biotech draws up a first list of providers. That list often comes from what they find on websites, on LinkedIn and at trade shows. If your site only says you offer integrated development and manufacturing services, they have no reason to include you. Simon-Kucher's CDMO Growth Report 2026, based on a survey of more than 120 CDMO and pharma leaders, finds that a differentiated value proposition is the top commercial initiative in every CDMO segment. It also reports that 54% of pharma respondents expect at least some increase in insourcing, which raises the bar for CDMOs to prove what they bring. ## One page per modality, with scale and phase The most useful part of the site is a page for each modality you run. Monoclonal antibodies, viral vectors, cell therapy and microbial proteins have different buyers and different questions. Each page should answer the same set of points, so a sponsor can compare you with other providers in a few minutes. For cell and gene therapy, also say which GMP framework you work under. The European Commission publishes dedicated GMP guidelines for advanced therapy medicinal products in Part IV of EudraLex Volume 4, in operation since 22 May 2018. - Phases you cover, from preclinical and clinical supply to commercial manufacturing. - Bioreactor volumes and whether they are single-use or stainless steel. - Expression systems and cell lines you work with. - Downstream steps you run in house and those you outsource. - Whether you do sterile fill and finish or ship bulk drug substance. ### Should a CDMO publish prices on its website? Usually not, because every project depends on modality, scale and phase. What helps is explaining how you build a quote, what information you need and when the team replies, provided it is a timeline you can keep. Sponsors then know what to expect and come to the first call with the right data ready. ## How to state GMP status and inspection history without empty claims Writing GMP facility on a page does little for the person who has to sign the contract. The sponsor wants to know which authority inspected each site, for which activities and when. The European Medicines Agency explains that after inspecting a site, EU authorities issue either a GMP certificate or a non-compliance statement, and both are entered in EudraGMDP, a publicly accessible database. Since the sponsor can check, it is better to say it yourself, precisely. Give the site, the authority, the scope and the year of the last inspection, plus any inspections by other agencies such as the FDA. If a site is not certified yet, say what stage it is at. An inflated claim costs more trust than a modest fact. ![Three people in cleanroom coveralls work around a long table inside a cleanroom.](https://www.crida.studio/recursos/assets/personal-amb-vestit-en-sala-blanca.dc63fe523825.webp) Three people at work in a cleanroom, in a photo published by TECNIC Bioprocess Solutions. Showing your real facilities helps a sponsor form a picture before the audit. TECNIC Bioprocess Solutions / Unsplash — https://unsplash.com/photos/xcL02-MsKnQ ### Can we show our clients' logos? Only with written permission. In this sector many confidentiality agreements forbid it, and a logo published without consent can do more harm than good. If you do not have permission, describe anonymised cases with modality, scale and technical outcome, and show the people who actually run the projects. ## Tech transfer steps and capacity windows The sponsor's next question is how much time and effort it will take to move the process to your site. Describe the tech transfer stages as you actually run them, who leads the project and which documents you need from the client. A simple diagram or a short animation explains this better than a long block of text. Capacity sells too. If you can publish when suites or bioreactors have open slots, do it and keep it current. If you cannot make it public, add a form that asks for phase, scale and target date, so business development can reply with a concrete slot rather than a vague promise. ### Does a CRO need the same kind of website as a CDMO? The structure is the same but the content changes. A CRO should show the types of studies it runs, therapeutic areas, the team and the quality standards it works to, such as good laboratory or clinical practice. The goal does not change, which is letting the sponsor shortlist you before getting in touch. ## How to show proof when everything is under NDA Most CDMO projects sit under confidentiality agreements, but that does not mean you have nothing to show. You can describe anonymised cases with the modality, scale, problem and what was done, always with the client's permission. Conference posters and talks also work, as do real profiles of your scientific leads. Think about who is reading, too. The CSO wants data and named people. QA wants to see the quality system and the inspection record. Procurement wants to understand how quotes and planning work. A site that only speaks to one of them leaves the others without answers, and the project stalls. ### Are Google Ads worth it for a CDMO? They can be for very specific searches, such as a modality in a region, but only if the landing page answers what the sponsor is looking for. Before paying for clicks, make sure the modality pages exist and the form captures the right details. Otherwise the ads bring visits that never turn into requests. ## A contact form built for an RFP The journey should end in a form that asks for what business development needs to reply well. Ask for too much and sponsors abandon it. Ask for too little and the first call is wasted collecting basic details you could already have had. Add a downloadable capabilities deck and, if you sell outside Spain, make sure the site works fully in English. It also helps when every modality page has its own title and description, so it shows up when someone searches for, say, a viral vector CDMO in Europe. - Modality and clinical phase of the project. - Scale or quantity of material required. - Target start date. - Whether the process is already developed or still needs development. ## References - [Simon-Kucher, CDMO Growth Report 2026](https://www.simon-kucher.com/en/insights/cdmo-growth-outlook-2026) - [European Medicines Agency, good manufacturing practice and EudraGMDP](https://www.ema.europa.eu/en/human-regulatory-overview/research-development/compliance-research-development/good-manufacturing-practice) - [European Commission, EudraLex Volume 4](https://health.ec.europa.eu/medicinal-products/eudralex/eudralex-volume-4_en) ## The crida perspective We are a marketing, brand and technology studio based in Girona. We bring identity, content and development together so a digital experience makes sense from beginning to end. crida studio, Caldes de Malavella (Girona, Spain). David Monje, founder and director. ## Want a sponsor's-eye review of your CDMO website? Tell us which modalities and scales you run and which sponsors you want to attract. We will read your site the way a biotech looking for a partner would and tell you what is missing. [Tell us more](https://www.crida.studio/en/#contact) ## More on web design - [Marketing for biotech, bioprocess and pharma companies](https://www.crida.studio/en/insights/services/biotech-bioprocess-pharma-marketing/) - [How to speak to engineering, QA and procurement in one message](https://www.crida.studio/en/insights/guides/pharma-buying-committee-messaging/) - [What investors check on a biotech startup website before a call](https://www.crida.studio/en/insights/guides/biotech-startup-website-investors/) - [Web design and development from Girona.](https://www.crida.studio/en/insights/services/web-design-development/) - [B2B marketing that reaches the people making the decision.](https://www.crida.studio/en/insights/services/b2b-marketing/) - [Your website gets visits, but enquiries are not coming](https://www.crida.studio/en/insights/guides/website-visits-without-enquiries/) - [Landing pages that continue the conversation after the click](https://www.crida.studio/en/insights/services/landing-page-design/) - [Cell and gene therapy clinical trials in Spain in 2026](https://www.crida.studio/en/insights/guides/cell-gene-therapy-trials-spain-2026/) - [Continuous bioprocessing and ICH Q13. How to market it honestly](https://www.crida.studio/en/insights/guides/continuous-manufacturing-ich-q13-marketing/)