One of the most underrated resources for biotech scientists is the vendors that produce the products that we work with on a daily basis. Whether there’s a question about the best resin to use to solve a purity problem, or a need to measure endotoxin, or help figuring out the best feed for a tricky cell line, vendors are often a source of information and help. In the long run, of course the vendors we work with are hoping to make a sale, but that is also what makes them such a valuable resource when scientists need help.
Everyone Loves Free Samples!
For downstream purification, several vendors offer “sample cabinets” that are stocked with a variety of different chromatography columns, membrane absorbers, or filters that are available for all scientists at that site to use as needed. The contents of the sample cabinets are customized to fit the expected needs of the group, and the vendor will usually check in quarterly to replace what’s been used. This is a great option for research groups who may need to screen various options during early development, or CDMO’s who work on tight timelines that may not allow for multiple rounds of ordering screening kits. The vendor benefits by having their products more likely to be used in development, and also by getting more market data for what works and what doesn’t for the different products being developed by that company.
Upstream and analytical/formulation development may not have the option for sample cabinets, but vendors are often quite happy to provide a few samples of media, feeds, and reagents for different assays. It never hurts to ask, especially when budgets or timelines are tight.
Class is in Session!
Excellent science is not reserved for R&D or CDMO companies, but is also a key aspect of the biotech supply chain. Vendors are constantly researching to develop new resin types, new ligand options, better chemically defined media, upgraded equipment, and simpler ways to run ELISA’s. Without this research and these options, we would still be using the same materials from twenty years ago! This research often is shared by the vendors at conferences, in white papers on their websites, and may be offered as training classes.
Many vendors are happy to do a “lunch & learn” session onsite at your company, bringing in an expert to discuss something as simple as chromatography basics or as complicated as the exact science between a new capillary design for CE-SDS. These sessions are valuable for newer associates, who will be able to learn more about the industry, as well as experienced scientists, who focus more on the novel materials and applications that could improve their daily work. When you host a lunch & learn session, make sure to invite as many people as possible – MSAT and Manufacturing staff are often interested in learning more about upstream and downstream topics, while QC staff might be intrigued with new assay technologies that will come to them in the future.
Dude, Where’s my Stuff?
Since the overall goal of the vendors is to make sales and support satisfied customers, they are your best resource when it’s time to order. Talking to the sales representative ahead of time will give you an idea of the lead time for various quantities of the material you need, which helps avoid supply chain delays for manufacturing. If you’ve placed an order and the items haven’t arrived promptly, reaching out to the sales rep is the fastest way to find out when to expect your stuff to arrive. And of course, if something arrives damaged or the wrong thing was shipped, that same sales rep is the right person to help you fix the issue.
Planning a remote study for viral clearance, or need to do some work at a different site than usual? Work with your sales rep to send the materials you need directly to the location where you will be performing the work to save time and shipping costs!
Collaboration = Success
Many vendors don’t have access to biotech molecules for testing their new products, so they are often looking to partner with R&D or CDMO companies to get this real-world testing performed. Some of this data can come from samples tested via the sample cabinets mentioned earlier, but sometimes more involved testing is required. This is a terrific opportunity to work directly with the vendor, often at very little or no cost to the company, to use molecules in development to thoroughly test a new product. The results are beneficial for both the vendor and the host company, and often end up producing posters or white papers that can be presented jointly at conferences. Several popular products on the market today are a result of collaborations between vendors and R&D / CDMO companies.
There may be more specialized support available for certain products, such as sterile filter capacity testing or viral clearance testing support for viral filters. The vendors are often equipped to show up to the testing site with all of the materials and equipment required to perform the testing, with the host company providing the buffers and product solutions for testing. Once testing is complete the vendor will provide a report with the data and their recommendations based on the results, which is extremely valuable for the host company.
Networking Power-Ups
Since vendors work with multiple companies on a daily basis, building contacts with your sales representatives and application specialists is a great way to expand your network within the biotech community. Vendors are often some of the first to learn of changes in the local area, and can be valuable contacts for looking into new roles at different companies. And of course, working for a vendor can be a great option for scientists who want to move out of working directly with product development and instead leverage their industry experience to improve the product offerings that they want to have available to them.
You’ve Got a Friend in Vendors!
Working with vendors effectively means putting in the work to develop a relationship with them, same as with any other professional relationship, but that work will pay off greatly for both sides.
Key benefits to the scientist-vendor relationship include:
- Sharing development information with a vendor can help guide new product development in the future, which might produce the resin you need for a project five years from now.
- If you’re having difficulties with a product, working closely with the vendor who has specialized in that product can save you time and effort figuring out how to make it work for your process.
- Many vendor staff members have worked in industry, or for more than one vendor in their career, and can be great resources for networking or for helping guide you to a different provider if their current company doesn’t offer the products that you need.
- Vendor scientists have a wealth of information about their products, often from a more technical perspective than the end-users have, and are incredible resources for product selection, technical information, and general learning.
- Finally, vendors have a different perspective on the biotech industry that can lead to valuable insights and guidance for scientists in development or manufacturing.
Make friends with your vendors, and enjoy your collaborations with them!