Kaiser: From the onset of the relationship, clearly defined
expectations by both parties are essential. For the longer term,
steady communication and a willingness by both parties to share
the risk in the relationship are keys to building trust. Ultimately,
it becomes a commitment from both parties to create a win-win
scenario in the best long-term interest of both organizations.
An outsourcing partner should be financially stable, focused on
medical, have a solid track record of success, and adhere to a rigorous quality management system.
Lisk: The best partnerships are based on a solid understanding of each other’s needs, shared respect and trust. The faster two
companies can work together to create real, commercialized, mutual success on these foundational elements,
the more successful both will be.
Walter: We look for customers who are willing to act as partners so that we all win. Those
that are open to sharing ideas early in the process and evaluating manufacturing strategies
make the best partnerships.
Burdorf: Again, I feel very strongly about
the ability to have strong quality control and
performance systems in process, equipment
and within your supply chain.
Myers: I think it’s a two-way street. If we have trust in capability, people will want to give us more of their business. We’ve been
able to validate that assumption. The trust comes from repeatable
execution based on a long track record of great service. You need
to demonstrate that. We work hard to build capability around design and acquire capability in consumables and in finished devices. We pressure test that concept every day.
9. MPO: What role do emerging markets play in a
full-service outsourcing model?
Hinchey: Emerging markets will continue to support customers from a regional perspective. As customers look for internal
cost reduction opportunities and are consolidating
manufacturing offshore, they are seeking partners
in the same regions to provide contract manufacturing services to reduce shipping and logistical challenges. This was one of the main drivers
with Helix Medical’s expansion into Costa Rica. As
the medical device cluster grew in Costa Rica and
the general Latin America and Caribbean region,
it was critical for us to provide regional contract
manufacturing services to our customers. Emerging markets also play a role in the lifecycle man-