Insights From Facilitating Over A Billion Dollars In Vendor Contracts

By Kalyan Obalampalli (KO), Founder, ClinAI

A strategic vendor selection process is essential for clinical trial success, yet many teams face recurring challenges due to vague requirements, rushed timelines, and superficial evaluations. Key pitfalls include ambiguous RFx documentation, inadequate understanding of vendor capabilities, and overlooking confidentiality, historical performance, and cultural fit. Addressing these issues requires structured RFPs, transparent communication, in-depth assessments, and a balanced approach to cost versus quality. Importantly, effective vendor selection goes beyond transactional metrics—successful partnerships depend on clear expectations, mutual trust, and shared values.

Drawing on insights from The Five Dysfunctions of a Team, the strategy outlined here stresses the importance of clarity, accountability, and open dialogue—foundational elements of high-performing partnerships. By transforming vendor selection from a manual task into a data-driven, strategic process, sponsors can build stronger, more effective clinical trial teams.