Sponsors overlooking mid-tier CROs in post-marketing

By Nick Taylor

- Last updated on GMT

Related tags Contract research organization

Mid-tier CROs are being squeezed out of the post-marketing sector as sponsors choose providers with more scale or specialisation, market research found.

Predictions that mid-tier contract research organisations (CRO) would struggle​ as sponsors turned to top players for scale and niche providers for specialist work look to have been overstated​. However, the trend has now been identified in analysis of demand for post-marketing services.

Large CROs are clearly ahead in Phase IV as their scale fits very well with this type of work​”, ​Kevin Olson, president of ISR Reports, told Outsourcing-Pharma ​following a survey of sponsors’ post-marketing activities.

Scale helped the top five CROs account for close to 60% of service providers used by respondents over the past 18 months. With specialists taking their fair share, possibly because one-third of respondents prefer them for risk management, large CRO gains came at the expense of the mid-tier.

Respondents were also more satisfied with the performance of large and specialist CROs than mid-tier players. In general satisfaction with biopharm outsourcing has increased over the past decade, Olson said, but in post-marketing mid-tier CROs lag a little behind their smaller and larger rivals.

Winning business

Sponsors are still hesitant to outsource post-marketing work, Olson said, with the exception of Phase IV non-interventional trials. In recent years biopharm has overcome its conservatism to outsource work it previously did in-house, but this attitude shift is still taking place in the post-marketing sector.

Safety is the last domino in the chain to fall​”, Olson said. Sponsors are more willing to outsource post-marketing safety activities when they have a long-term relationship with the CRO. The breadth of services offered by larger CROs gives them more opportunities to win the trust of sponsors.

Having experience and a “body of work​” is even ​more important than a prior relationship though and this gives post-marketing a high barrier to entry. Buying an established player is a way of overcoming the barrier.

In June David Windley, equity analyst at Jefferies and Company, said: “Many players have already built out specialised Phase IV capabilities but additional tuck-in acquisitions wouldn't be a surprise​.”

Related topics Clinical Development Phase III-IV

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