Why Battlefield Promotions and Internal Promotions ("Peter Principle") Often Fail in CDMOs—and How Sci Frac Can Help Fix It

Let’s face it: running a Contract Development and Manufacturing Organization (CDMO) is tough. The industry is highly technical, heavily regulated, and fiercely competitive.

To succeed, you need a team that’s not only skilled but also deeply knowledgeable about the intricacies of the business. Unfortunately, many CDMOs struggle with two big problems that hold them back: battlefield promotions and the Peter Principle.

These issues can cripple sales efforts, stall growth, and create frustration across the organization. But here’s the good news— SCI FRAC , a specialized fractional sales agency, can help fix these problems and get your CDMO back on track.

What’s Going Wrong? Battlefield Promotions and the Peter Principle

1. Battlefield Promotions: Promoting Too Fast, Without the Right Skills

In the heat of the moment—when a key role needs to be filled quickly—companies often resort to battlefield promotions. They take someone who’s been around for a while, like Joe Schoem, and promote them into a leadership or sales role, hoping they’ll figure it out. But here’s the catch: just because someone has been with the company for 20 years doesn’t mean they’ve developed the skills needed for the new role, CBO, CCO, SVP, BD.

For example, Joe might have been great at managing day-to-day operations, but now he’s in charge of driving sales strategy. Without the right training or experience, he’s out of his depth.

The result? Missed targets, frustrated teams, and lost opportunities.        

2. The Peter Principle: Rising to the Level of Incompetence

The Peter Principle is a classic problem in many organizations, including CDMOs. It’s the idea that people get promoted based on their performance in their current role—not their ability to succeed in the next one. Over time, employees like Joe rise through the ranks until they land in a position where they’re no longer effective.

In CDMOs, this often looks like:

• A brilliant classical BD manager promoted to a CBO role, but with no leadership skills.
• A long-tenured employee like Joe, who’s great at following processes but struggles to innovate or think strategically.
• Managers who resist change because they’re stuck in their ways, creating bottlenecks and stifling growth.

The result? A team that’s stuck in neutral, unable to adapt to market changes or capitalize on new opportunities.        

Why These Problems Hurt CDMOs

CDMOs operate in a complex, niche industry. Clients expect you to understand their needs, navigate regulatory hurdles, and deliver tailored solutions. But when your sales team lacks domain expertise—or your leaders lack the skills to drive growth—it’s hard to meet those expectations. Here’s what happens:

Sales Fall Flat: Sales teams without CDMO-specific knowledge can’t connect with clients or close deals effectively.        

Innovation Stalls: Managers who’ve risen to their level of incompetence resist new ideas, leaving your company stuck in the past.        

Morale Drops: Employees get frustrated when they see leaders who aren’t equipped to guide them, leading to disengagement and turnover.        

How Sci Frac Can Help Fix It

This is where Sci Frac comes in. Sci Frac isn’t just another fractional sales agency—it’s a partner that understands the unique challenges of CDMOs. Here’s how they can help:

1. Fractional Sales Teams with Real CDMO Expertise

Sci Frac provides fractional sales professionals who actually understand the CDMO industry. These aren’t generic salespeople—they’re experts who know how to talk to clients, navigate regulatory challenges, and position your services effectively. No more missed opportunities or awkward conversations with clients.

2. Tailored Sales Strategies That Work

Sci Frac doesn’t believe in one-size-fits-all solutions. They work with you to develop a sales strategy that aligns with your goals, target market, and unique value proposition. Whether you’re trying to break into a new market or scale your existing operations, they’ve got you covered.

3. Leadership Development to Break the Peter Principle Cycle

Sci Frac doesn’t just focus on sales—they also help address the root causes of leadership inefficiencies. They can work with your team to:

• Identify managers who’ve risen to their level of incompetence (like Joe Schoem).
• Provide training and coaching to help them develop the skills they need to succeed.
• Implement performance management systems to ensure accountability and continuous improvement.

4. A Fresh Perspective to Drive Innovation

Sometimes, all it takes is an outside perspective to shake things up. Sci Frac brings new ideas and best practices to the table, helping your team break free from old habits and embrace innovation.

Real Results: How Sci Frac Transformed a Struggling CDMO

Take the example of a mid-sized CDMO that was struggling with stagnant sales and internal inefficiencies. They had promoted several long-tenured employees into leadership roles, only to find that they lacked the skills to drive growth. Their fractional sales efforts were also failing because the sales team didn’t understand the industry.

After partnering with Sci Frac, the CDMO saw:

• A 45% increase in sales revenue within a year, along with reaching break-even point for their business.
• Improved morale as employees felt supported by competent leaders.
• A more agile, innovative organization that could adapt to market changes.

The Bottom Line

Battlefield promotions and the Peter Principle don’t have to hold your CDMO back. With the right partner, you can overcome these challenges and unlock your full potential. Sci Frac offers the expertise, support, and fresh perspective you need to fix what’s broken and drive real growth.        

If you’re tired of missed sales targets, frustrated teams, and leaders who aren’t cutting it, it’s time to make a change. Let Sci Frac help you build a stronger, more effective organization—one that’s ready to thrive in the competitive world of CDMOs.

Don’t let old habits and outdated strategies hold you back. Reach out to SCI FRAC today and take the first step toward a brighter future.