BWS DIALOGUES

BWS Dialogues™ − Explore the art and science of marketing to drive business success 

Our podcast series explores the business topics and challenges our clients face, the opportunities for growth, and how to deploy the art and science of marketing to drive business success. Each episode features conversations with top leaders and problem solvers who share real-world insights, strategies, and best practices. Whether you’re navigating complexity or bridging the gap between strategy and results, BWS Dialogues delivers practical perspectives to navigate critical topics and tackle the challenges that matter the most.

Episode 9: Pharmaceutical Tariffs and FDA Disruptions—Analysis from Gil Roth

Listen to the Podcast Now

The US pharmaceutical tariffs, announced on April 2, 2026, are about to kick in: on July 31 for larger companies and September 29 for all others. The headline tariff rate is 100%, but given all the exemptions and variables — for certain countries, for specific drug categories, and for companies that have announced US manufacturing investment or entered into Most Favored Nation (MFN) pricing agreements with the US government — the reality is much more nuanced.

In this episode of BWS Dialogues™, we sat down with Gil Roth to sort through the complexity. In his role as the President of the Pharma & Biopharma Outsourcing Association (PBOA), Gil has kept a close eye on the US journey toward these tariffs, paying particular attention to the potential effects on contract development and manufacturing organizations (CDMOs).

Join us as Gil shares his insights into the differentiated impacts of the tariffs, the specific challenges faced by CDMOs, the role of contract manufacturing in onshoring, and the broader context — including war, inflation, and a disrupted, short-handed FDA.

Update! One question we discussed was resolved after we recorded this interview: The US Department of Commerce published a clarification around Section 232 implementation and noted that tech transfer to a US domestic CDMO does count as onshoring.

Listen Now

Episode 8: Digital Integration Between Sponsors and Contract Organizations — Advice from David Wallace

BWS Episode 8 Website Banner David Wallace

Data sharing between pharmaceutical sponsors and their contract organizations, such as contract development and manufacturing organizations (CDMOs), tends to be highly manual, prone to errors, and quiteinefficient. How can partnering organizations address this problem?

David Wallace, a Senior Global Change Facilitator at BioPhorum, leads a working group of biopharmaceutical manufacturers, contract organizations, and IT solution providers who are collaborating to find solutions for digital integration. Through the Digital Integration of Sponsor and Contract Organizations (DISCO) program, they are developing a shared vision, identifying the path forward, and drawing up playbooks.

In this episode of BWS Dialogues™, David explains what’s involved in advancing digital integration between sponsors and CDMOs and shares practical advice for moving forward, even if your organization—like most sponsors and CDMOs— works with 80 to 100 different partners.

Listen Now

Episode 7: Search Engine Optimization for B2B Marketing — An SEO Review with Mike MacMillan

BWS Episode 7 Website Banner Mike MacMillan.jpg 13 35 46 117
People search for answers on the internet every day. Is your website providing them? Search engine optimization helps your content appear when prospects are researching solutions, comparing competitive options, and making their buyer decisions.
 
With constant discussion around AI and the future of search, many teams question how SEO fits in B2B marketing today. In this episode, Mike MacMillan explains what effective search engine optimization looks like now. Mike brings more than 20 years of digital marketing experience, with a focus on creating SEO roadmaps and expanding content programs for B2B companies. His work centers on connecting clear strategy with measurable outcomes, helping organizations attract qualified audiences and convert interest into real business growth.
 
We discussed:
  • What are the necessities for building a “good SEO roadmap”?
  • How can you ensure your video is effective?
  • How do you approach keyword research and low volume searches?
  • What are the top 3 metrics to watch for good SEO health for a B2B company?
  • How is AI changing the SEO game?
  • What content types tend to get pulled into AI answers or search summaries?
  • And more

Join the conversation to hear more about SEO as a content gold mine, based on Mike’s 20 years of digital marketing experience.

Listen Now

Episode 6: Video for B2B Life Sciences Marketing — Advice from Robert Weiss

1.png 13 26 45 906
Video is a powerful marketing tool. Yet B2B marketers often struggle to develop a clear strategy for using video. The tactics can feel daunting too. What types of videos should we make? What types of topics best lend themselves to video? What if our staff is nervous about being in front of the camera? How do we get the best ROI?  
 
To address these questions, we sat down with Robert Weiss, the executive producer and director of MultiVision Digital, a video production and video marketing company. Robert has produced over 1700 marketing videos that have helped clients increase sales, create lead generation, improve SEO rankings, and increase both awareness and client loyalty.  
 
We discussed:  
Listen in, as Robert draws on his decades of experience to offer concrete advice. 
 
Learn more & connect! 
Listen Now

Episode 5: AI in Pharma Manufacturing — Observations from Pat Day

BWS Episode 5 Website Banner Pat Day

How are pharmaceutical leaders applying artificial intelligence (AI) in manufacturing, quality, and supply chain management? What are the best practices — and the risks?

To explore these questions, we sat down with Pat Day, a principal consultant at Lachman Consultants who focuses on areas such as risk management, data integrity and data governance, and supply chain logistics — and now, AI.

We discussed: 

  • The areas of pharmaceutical manufacturing and quality that are most ripe for AI benefits
  • The risks in seeking immediate ROI from AI initiatives, including to institutional knowledge
  • Why AI “sprints” are now a best practice
  • The value of AI experiments that are allowed to fail
  • The regulatory landscape for AI in pharmaceutical production and quality
  • How AI can serve as an opportunity for developing data skills, particularly in quality and regulatory teams

In this episode of BWS Dialogues, Pat shares his observations, recommended best practices, and advice for rethinking ROI for AI in pharma manufacturing and quality.

Listen Now

Episode 4: The Evolution of B2B Life Science Marketing — Perspectives from Debra and Peter Harrsch

BWS Episode 4 Website Banner Debra and Peter Harrsch

Given the changes in B2B marketing, how should life sciences companies plan and implement their campaigns today? In this episode of BWS DialoguesTM, we explore that question with the founder and CEO of Brandwidth Solutions, Debra Harrsch, and the agency’s chief science officer, Peter Harrsch. Reflecting on all they have seen and learned since the agency’s founding 20 years ago, they discuss:

  • The changes—and the constants—in B2B life sciences marketing
  • How AI and GEO change what we do, while also returning the focus to fundamentals
  • The importance of where companies convey their message in today’s crowded markets
  • Why live interviews still matter
  • How to measure results effectively

Join us as they share insights, look into their crystal ball to forecast what’s coming, and offer advice — including tips for startups from someone who knows what it’s like to launch and grow a company from scratch.

Listen Now

Episode 3: Connection, Credibility, and Trust — User Experience Advice from Stephanie Fox

Podcast link with Stephanie Fox

Creating—and maintaining—an engaging website is a challenge for B2B companies serving customers in the life sciences. Potential customers are smart, educated, busy, and impatient. That means you need to provide enough scientific detail to build credibility while also making it easy for visitors to scan and find the information they seek.

To get more insight into website best practices for the life sciences, we sat down with user experience (UX) expert Stephanie Fox. Having served as a UX practitioner and consultant for more than 25 years, Stephanie recently published a book on this topic, called, Would You Date Your Website?

In this conversation, Stephanie provides practical advice, addressing the must-haves of user experience (UX) for technical B2B websites, how content and design impact trust, the most overlooked aspects of UX, and how artificial intelligence (AI) is affecting user experience.

Listen Now

Episode 2: The Bioprocessing Staffing Challenge — Data from Eric Langer

BWS Episode 2 Website Banner 2

Onshoring more pharmaceutical production, while a worthwhile goal, is complex. One factor getting insufficient attention is the challenge of finding, hiring, and retaining qualified staff to run GMP bioprocessing operations.  

In this episode of BWS Dialogues™, Eric Langer, the president and managing partner of BioPlan Associates, shares his insights — backed by 20 years of data from his firm’s Annual Report of Biopharmaceutical Manufacturing Capacity and Production. He assesses the particular challenges faced by CDMOs, the role of geopolitics — including changes to H-1B visa rules — and job seekers’ emotional outlook, while putting it all into historical context.  

Listen Now

Episode 1: API Stockpiling and U.S. Pharma Supply — Insights from PBOA's Gil Roth

BWS Dialogues Episode 1

In this episode of BWS Dialogues™, we talk with Gil Roth, President of the Pharma & Biopharma Outsourcing Association (PBOA) to unpack the implications of the executive order to fill the U.S. Strategic Active Pharmaceutical Ingredients Reserve (SAPIR). What does this mean for pharmaceutical manufacturing, CDMOs, and the broader pharma supply chain? Gil offers a candid look at the opportunities and challenges— including potential unintended consequences. 

Listen Now
BWS Dialogues Podcast Logo FINAL

Don’t miss an episode! Subscribe to BWS Dialogues on your favorite podcast platform.

Want to know when a new episode drops? Complete the form at the bottom of the page to join our email list.