How to get the most out of a CRO's bid defense

Bid defenses have traditionally been considered the gold standard for culminating the contract research organization (CRO) selection process, writes Laurie Halloran, president and chief executive of Halloran Consulting Group, in an Expert View piece giving her perspective on how both parties can make the most out of this process.

Bid defenses have traditionally been considered the gold standard for culminating the contract research organization (CRO) selection process. Sitting in a room for an hour or two with the CRO gives sponsors peace-of-mind as they make their final decision. Recently there has been increased chatter regarding the disconnect between the CRO business development group and the clinical study operations team that occurs post meeting. Drug development companies, large and small, have been questioning the value of the bid defense – some have been eliminating them altogether, and others are turning to a less conventional method of getting to know the CRO, through a workshop.

Bid defenses can, when executed properly, be extremely valuable. We have some insights to share that we have learned from sitting through years of CRO bid defenses and seeing both the relationships and the conduct of the clinical study play out afterward.

Planning