Inside the Bid: What Sponsors Need to Know About CRO Pricing, Pressure & Proposals
Update: 2025-07-17
Description
A look inside the proposal engine room - and how sponsors can rethink pricing, pressure, and partnership.
Why do so many biotech sponsors feel blindsided by CRO proposals and change orders?
In this episode of The Life Science Insider, Kieran Canisius speaks with Joel White, Founder of Marketcap Consulting, about the mechanics behind clinical trial budgets, how CRO pricing actually works, and why misalignment happens.
Joel shares what he’s seen across 70+ pricing strategy projects, including blind spots in sponsor-CRO relationships and equipping teams to better manage expectations and minimize downstream issues.
You’ll hear:
- The behind-the-scenes realities of proposal creation
- What sponsors unintentionally get wrong about pricing
- How better sponsor inputs can prevent painful change orders
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