What does it really take to build trust in pharmaceutical and biotech partnerships when timelines are tight, expectations are high, and the market never stands still?

This week on Making It In Manufacturing, Tom McMann sat down with Alexander Schäfer, Business Development Manager, to unpack what strong execution, honest communication, and long-term thinking look like inside global contract packaging services.

In this episode, Alexander shares insights from his work across European operations in pharmaceutical and biotech packaging, supporting everyone from early-stage virtual biotechs to established blue-chip pharma organisations. Speaking from the floor of CPHI, one of the industry’s most important global events, he breaks down how expectations shift across company sizes and why trust is earned through delivery, not promises.

Throughout the conversation, Alexander references the realities of operating at scale within global packaging services, the importance of listening to market demand, and how investment decisions are shaped by customer needs and long-term industry trends.

In this episode, Alexander Schäfer covers:

• How servicing small biotechs versus large pharma companies requires different approaches to expectations and support (01:28)

• Why trust in business development is built through execution, consistency, and reputation over time (03:12)

• The importance of open communication and solution-led thinking when projects face challenges (04:24)

• What skills matter most in business development, including listening, asking the right questions, and understanding customer pain points (06:29)

• How major investments into packaging capacity, injectables, and device assembly are shaping the future of the industry (07:21)

This conversation was recorded during CPHI, where industry leaders come together to discuss innovation, investment, and the future of pharmaceutical manufacturing. It offers a grounded look at how business development works behind the scenes in a highly regulated, fast-moving environment.

If you are working in pharma, biotech, manufacturing, or commercial leadership, this episode offers practical insight into how long-term partnerships are built and sustained.

Check out the full episode now.

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Alexander Schäfer

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Tom McMann

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Timestamps:

00:00 Introduction and context from CPHI

00:54 Overview of European operations and contract packaging services

01:28 Servicing biotech versus pharma clients

03:12 Building trust through execution and reputation

04:24 Managing challenges with open communication and solutions

06:29 Essential skills for business development professionals

07:21 Investment in injectables, devices, and future capacity

10:25 Closing reflections

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