The Briefing Room – Series 5, Episode 1
Featuring Mark Cawley, Associate Director, Research Procurement (Reg Affairs, PV & Med Affairs), Jazz Pharmaceuticals in conversation with Jo Spadaccino, co-founder at Stirred
In this first episode of a new Briefing Room series, brought to you by the HCA Foresight Committee, we explore the role of Procurement and their relationships with Business Partners and Agencies, across the Partnership Triangle,
Key Themes from the Conversation
1. Artificial Intelligence as the Dominant Industry Trend
AI was identified as one of the most influential forces shaping the pharmaceutical industry today. Mark believes organisations should be more proactive in defining the problems they want AI to solve, rather than simply adopting tools because they are available. He also emphasised that human expertise will remain essential for training, guiding, and validating AI outputs.
2. Evolving Pharmaceutical Innovation
The industry has shifted from blockbuster medicines toward more complex therapies, including oncology and weight-loss treatments. These newer medicines are often more technically challenging and expensive, creating greater complexity in development, procurement, and delivery.
3. Procurement Is About Value, Not Just Price
A major theme was challenging the perception that procurement is purely cost-focused. Mark explained that supplier selection depends on multiple factors, including quality, reliability, expertise, cultural fit, and the ability to deliver results, with price being only one component of the decision-making process.
4. Sustainability and Responsible Decision-Making
Sustainability is becoming an increasingly important consideration in procurement. Mark noted that organisations must assess environmental impacts alongside commercial objectives, including emerging concerns about the energy and carbon footprint associated with AI technologies.
5. The Importance of Clear Communication
One of the biggest challenges in procurement is helping stakeholders clearly articulate what they are trying to achieve. Successful projects start with a strong understanding of objectives, requirements, and success criteria so the right suppliers and solutions can be identified.
6. Strong Partnerships Over Transactional Relationships
Mark advocated for moving beyond purely transactional supplier relationships. The best agency and vendor partners bring ideas, challenge assumptions, contribute expertise, and help shape solutions rather than simply executing instructions.
7. What Great Health Communications Looks Like
For Mark, excellent health communications makes complex subjects understandable to a non-specialist audience. If a communicator can clearly explain a sophisticated approach or scientific concept to someone outside the field, they are more likely to communicate effectively to wider stakeholder groups.
8. The Future Role of Agencies
Agencies should differentiate themselves through their unique expertise and by asking insightful questions that help clients clarify their goals. The strongest agency-client relationships begin with a deep understanding of what success looks like and maintain alignment throughout project delivery.
9. Human Connection Remains Critical
Despite increasing digitalisation and remote working, Mark stressed that personal engagement and relationship-building remain central to effective communication. Technology will advance, but the ability to connect with people and build trust will continue to differentiate successful professionals.
10. Alignment Between Clients, Procurement, and Agencies
Mark's vision for the future is closer alignment between business teams, procurement professionals, and agency partners. When all parties share the same objectives and communicate transparently, procurement becomes an enabler of success rather than a perceived barrier, leading to more effective partnerships and outcomes.
Why HCA Members Should Watch
This episode offers an insight into the world of professional services procurement, the challenges and how procurement professionals view their work and their role.
👉 Watch or listen now below to gain fresh perspectives.
