Tony Watson, Director of Procurement at Accord Healthcare, believes relationships are everything: “We spend our entire careers working on this network, but it can deliver so much more. If I could do one thing with CDMOs and our business support healthcare, it would be to really lean into those relationships.”
Tony Watson, Director of Procurement at Accord Healthcare, brings 25 years of procurement expertise from FMCG giants like L’Oréal and The Body Shop, alongside eight years specialising in pharmaceutical third-party relationships. His focus remains clear: building collaborative partnerships that deliver results.
In a recent interview at CDMO Live 2025, Tony explains why getting CDMO relationship management right is a key strategy for navigating market consolidation and securing long-term capacity in the large molecules space.
Balancing AI Innovation with Human Connection
As AI transforms pharmaceutical supply chains, Tony advocates for balanced integration that preserves human relationships.
“AI has saved my life in terms of my ability to ensure that I’m sending a concise message,” admits Tony, who is dyslexic. “We use it in understanding our API structures, our API supply chains to give us indication of what’s going to happen.”
However, he warns against over-reliance: “It does not replace the requirement for a really strong relationship. Something I’ve really observed is generationally we’re seeing a reduction in the amount of face-to-face contacts and relationships, picking up the telephone relationships.”
His solution is direct action: “When you see something in your supply chains that needs attention, be clear. Pick up the phone and talk to people. You’ll get a better relationship, find out the answer, and discover so much more about what’s happening in your supply chain.”
Building Resilient Partnerships Through Difficult Times
Tony draws powerful parallels between successful partnerships and crisis management, referencing the pandemic as a masterclass in relationship strength.
“I remember going to give blood during the pandemic. What I saw was a team of NHS health workers who behind the masks were still smiling. They were still working as a team. They were still collaborating and it was so effective,” he recalls.
This experience shaped his partnership philosophy: “Even in the most adverse circumstances that all relationships will go through, we need to embrace that relationship we have. How can we make more from this? How can we work more effectively together?”
Tony emphasises that challenges strengthen rather than weaken partnerships: “Sometimes relationships go through bumpy areas, like a marriage. But those are the things that make relationships stronger, as you can build trust and realise you’ve got each other’s backs.”
The Coffee Conversation Advantage
Tony highlights the untapped potential of informal interactions beyond formal meetings.
“You’ll have a meeting, you’ll spend half an hour and you’ll get your business challenge resolved or discussed or progressing, but then you can take a coffee afterwards and that’s when some of the most magical things happen,” he explains.
These moments deliver unexpected value: “It’s that small piece of information exchange, a look that you get when you say one word and you see just a change in the mind—okay, they’re working on something. Can we collaborate on this? How can we get more from this?”
The Power of Strategic Networking at Industry Events
Tony views CDMO Live as an essential relationship-building opportunity, describing the Rotterdam event as “speed dating” for business partnerships. His approach at CDMO Live 2025 was highly targeted and effective.
“I’m here with a very specific task. I’m looking at large molecules. I’m looking at how can I understand how my capacity is going to look in that market space in the next five to 10 years,” Tony explains.
CDMO Live’s focused format delivered immediate insights: “It’s allowed me to really effectively to build those relationships, to understand what the market looks like and what it’s going to look like. I can see there’s going to be some consolidation over the next few years as that space starts to mature, but who are going to be those players.”
Tony summarises his CDMO Live experience with one word: “effective.” He adds: “We are all time limited. Time, we can’t buy it, you can’t sell it, you can’t swap it. So time is so tight. And to be able to be effective with what we use our time for, that’s absolutely integral for me.”
