真誠的人，才能讓合作走得更穩更遠 | 逐夢者說 | Bilingual

編者按：“讓天下沒有難做的藥，難治的病”，是初心，更是愿景。自成立以來，藥明康德步履不停：從一間實驗室，到覆蓋亞洲、歐洲和北美的全球網絡。從早期的化學合成服務，到貫穿研究（R）、開發（D）和生產（M）的一體化平臺。從第一位客戶，到全球三十多個國家的數千合作伙伴。不斷發展的，是規模與能力；始終堅守的，是夢想與承諾。

致敬來時路，共譜新篇章！在這一系列訪談中，我們以“逐夢者”視角，回顧藥明康德成長發展的崢嶸歲月，回望賦能客戶創新的并肩往事，更以獨特的“藥明精神”展望未來新篇章。

琳·福斯特（Lynne Faust）束起長發，戴上手套，仔細整理她的套索：活結打好，確認無誤；三圈繩圈，確認無誤。閘門尚未開啟，四周一片寂靜，唯有風聲輕響。她側過頭，貼近她的“戰友”——一匹有著白色鬃毛的淺棕色母馬，感受著馬肋間平穩的起伏。一人一馬，默契早已在呼吸與心跳間悄然流轉。

“每一次出賽，都是騎手與馬匹之間的信任。”琳說。沒有日復一日的磨合，沒有對彼此能力的深刻了解，再出色的騎手也無法贏得比賽。你得清楚馬能跑多快、轉多急，也得明白自己該在什么時候出手、什么時候收力，唯有如此，才能以最穩健的方式，一同取得勝利。

信任發生在簽約前

在琳的世界里，馬術是她的熱愛。而作為藥明康德副總裁、合全藥業和WuXi TIDES北美區業務拓展負責人，她將賽場上錘煉出的信任之道，帶入了與客戶的每一次合作中——清楚自己能做什么，坦然承認自己的局限，并為每一個可能的挑戰提供切實可行的解決方案。

圖片來源：123RF

在她剛加入合全藥業時，曾有一位新客戶找上門來，希望開發一款用于腫瘤治療的口服小分子藥物。需求明確，時間緊迫。可當對方提出具體要求時，琳心里清楚：藥明康德剛剛建成的圣地亞哥基地，還無法完全滿足客戶的需求。

換作別人，可能會先應下來，把難題留到以后。但她沒有。

“我直接告訴客戶：‘我們當地的基地能力尚在建設中，但我們可以這樣解決。’”她坦誠相告，并提出了一個“混合模式”方案：由另一個基地的團隊完成前期的化學工作，然后再由圣地亞哥團隊負責后續的生產，同時在項目周期內快速建成新設施，支持后續的膠囊填充。

客戶沉默了幾秒，心中的天平作出了權衡：“就按你說的試試。”

如今，這個項目已順利進入后期臨床研究。而這樣的成功，在藥明康德并非偶然。依托全球布局和CRDMO模式，藥明康德正日復一日地將客戶面臨的“不可能”挑戰，轉化為可執行、可交付的現實。

琳在藥明康德的每一天，都以“信任”為紐帶，將藥明康德一體化平臺的資源與效率，轉化為攻克新藥開發難題的敏捷步伐。對琳來說，每一個項目的轉折點，并不在項目簽約的那一刻，而是在最初的幾次通話中，信任的種子就已經種下。那是一種雙重的信任：客戶對藥明康德強大平臺能力的信賴，也源于她以坦誠和專業，將這份信任穩穩地傳遞給了對方。當藥物成功邁向臨床，為患者點亮希望，那便是公司與客戶共同贏得的勝利。

關鍵時刻，要不辜負客戶的托付

作為在生物醫藥行業的老將，琳明白，在充滿變數的新藥研發征程中，產業真正稀缺的是確定性，一個能將項目從起點穩穩交付至終點的可靠伙伴。

如今，快速響應、透明溝通、風險應對，已成為新客戶最關心的問題。而藥明康德的一體化、端到端CRDMO服務模式，正是這種“確定性”的最佳答案。

不同于傳統分段式服務，藥明康德打通了從藥物發現（R）、開發（D）到生產（M）的全流程——研發周期更短，管線推進更快，從臨床前到商業化一路都能為客戶保駕護航。對于資源有限、每一步都至關重要的生物科技公司而言，這種一站式解決方案，不是“加分項”，而是“必選項”。

琳始終記得一位長期合作、專注于小分子罕見病領域的科學家。多年來，他與藥明康德在藥物后期開發階段緊密協作，建立了深厚的信任。

后來，這位科學家加入了一家新的腫瘤學初創公司。盡管項目還處于早期階段，但他再次提議將藥明康德作為其CMC供應商。因為在新藥開發領域，許多項目一旦獲得“快速通道”資格，便可能從1期臨床迅速推進至關鍵性研究。這樣的節奏，對團隊和平臺都是極大考驗：工藝開發必須盡早完成，商業化路線更要提前鎖定。然而，新公司的管理層并沒有接受這個提議，而是選擇了另外一家供應商。

消息傳來，團隊難掩失落。但琳依舊鼓勵自己的團隊，盡可能為客戶提供支持。“藥明康德與客戶之間，不只是一單生意，”她說，“只要還有機會，我們就盡力支持。”

轉機在幾個月后出現。由于原供應商在能力和產能上無法滿足激進的新藥上市申請（NDA）時間表，客戶果斷將項目交回藥明康德。

這次回歸，并非偶然。背后是藥明康德以“確定性”贏得客戶信賴的必然——深厚的專業積累、全球一體化平臺的無縫支撐，共同構筑了“關鍵時刻值得托付”的底氣。

“藥明康德的一體化服務能力，讓我們的合作伙伴可以真正松一口氣。”她說，“他們只需專注創新，不必再為每個階段東奔西走地找供應商，更不必擔心銜接出問題。這一切，交由我們負責。”

從一次合作到長期伙伴

在新藥研發這個動輒十年起步的漫長賽道上，琳從不把合作看作一錘子買賣。對她而言，每一次合作的開始，都是幫公司建立起一段長久關系的起點。

“我很榮幸，參與了一些持續了十余年的合作。”琳語氣平和，卻難掩內心的驕傲，“其中有幾家生物科技公司，從2006年就與我們建立了合作。親眼見證他們的分子從實驗室走向臨床，最終獲批上市，惠及患者，這是我職業生涯中最充實、也最具成就感的部分。”

更讓她與有榮焉的是，客戶對藥明康德的信任并未因人事更迭或外部動蕩而中斷。世界在變，挑戰在變，但許多客戶的選擇始終未變。在藥明康德的長期合作伙伴中，有的仍在原公司堅守，有的離開創辦了新公司，可當他們再次踏上新藥研發的征程時，不約而同地又都找到了藥明康德。

“藥明康德從臨床前到商業化的一體化CRDMO服務能力能讓我們的客戶在諸多不確定性中找到確定性。”琳說道，“他們知道，無論下一個分子是什么，下一個挑戰在哪里，我們都會在。”

在2025藥明康德投資者開放日上公布的一組數據，正是這份信任最有力的證明：從2024年初到2025年上半年，在全球生物醫藥產業的諸多合作與授權交易中，共有53個藥物原本就在藥明康德平臺上研發。當藥物權益發生變更后，新客戶沒有轉移項目，而是選擇繼續推進——項目保留率高達100%。

不僅如此，還有9個原本由其他公司承接的項目，在權益易主后，新的擁有者主動將其轉移到藥明康德平臺進行開發。

為患者帶來無限可能

當被問及藥明康德為何能在眾多供應商中脫穎而出時，琳的答案清晰而堅定：創新。

“在藥明康德，我們把創新視作一顆種子。”她說道，“正是這顆種子，讓那些曾經遙不可及的設想，生根發芽，長成了今天我們遍布全球的堅實版圖。”

對她而言，創新從不局限于分子或療法本身。它更深植于基礎設施、協作方式與戰略布局之中。“從發現到商業化，我們的目標是消除環節與環節之間的摩擦。”她說。

二十五年來，能力、產能、全球布局與響應速度——這些支柱始終服務于藥明康德一個更宏大的目標：在將變革性科學成果轉化為真正惠及患者的創新藥物的征途中，成為行業最值得信賴的“賦能者”。而這份信任，根植于不容有失的誠信。“如果我們的誠信有問題，絕不可能取得今天的成就。”琳語氣堅定地說道。

當被問及如何看待公司愿景——“讓天下沒有難治的病，難做的藥”時，琳不假思索地說：“這意味著為合作伙伴與患者帶來無限可能。意味著再復雜的分子，再艱難的適應癥，都有被攻克的希望。而我們正是站在科學與患者之間的關鍵一環。”

Riding the Line Between Trust and Triumph

Editor’s Note: “Every drug can be made and every disease can be treated”. Since 2000, from a single laboratory to a global network spanning Asia, Europe, and North America; from early chemical synthesis services to an integrated platform that connects Research (R), Development (D), and Manufacturing (M); from its very first customer to thousands of partners across more than 30 countries, WuXi AppTec has never stopped moving forward to realize its enduring vision.

In tribute to the journey, we look back through the eyes of our “dream-makers”: revisiting the stories of partnership that empowered global innovation, and the unique spirit that continues to guide us toward the next chapter.

Lynne Faust ties her hair, slides on gloves, and builds her lasso like a ritual: honda knot, checked; three neat coils, checked. In the echoing hush before the gate swings, she leans close to her roan, feeling her ribcage rise and fall, the kind of quiet that means the horse is listening.

Somewhere a latch clicks. When the calf breaks, the pair straightens down the red dirt like a drawn arrow. Two beats to rate, two smooth swings to open the loop; Faust delivers on the third. The loop floats past the calf’s nose and falls like a halo. The roan feels it first: she rocks back, sand blooming from her hocks, cheers exploding from the stands.

For the Head of Business Development North America for WuXi STA and WuXi TIDES, the sport is a metaphor. “Every run,” she says, “is about trust between rider and horse.” As she counts on her horse in the arena, her clients count on her: steadfast, responsive, and true.

Where Trust Begins

Faust’s path to biopharma leadership began in 6th grade, when a chemistry class sparked a lifelong fascination that carried her through internships in forensic labs and fine-chemical plants, then into process development at a research company. “I came out of school with a bachelor’s degree and a tremendous amount of industry experience,” she recalls. “I learned early that integrity is everything: never burn a bridge, no matter the challenges you face.” That credo still anchors her team today.

When she joined WuXi AppTec over a decade ago as its first East Coast business development representative, she brought both technical depth and pragmatic empathy. As the team has grown, she has been able to maintain its “true to science” identity. Every member of her team, she emphasizes, has a scientific background (chemistry or biology) and can relate to being “in our clients' shoes.” That shared foundation, she believes, creates trust faster than any pitch deck could.“It’s really the rapid response, transparency, and risk-mitigation scenarios,” she says. “Those are what new clients remember. They see that we’re honest about what we can do today, and how fast we can expand to meet tomorrow.”

Image source: 123RF

Her honesty has turned prospective clients into believers. Faust recalls a small-molecule oncology company that needed capabilities beyond WuXi AppTec’s newly opened San Diego site. Rather than overpromise, Faust connected them to colleagues in other regions and proposed a hybrid model: early-stage chemistry at other sites, with final API work and capsule fill completed locally. The arrangement not only met the timeline but also cemented a partnership that has endured through multiple clinical phases. “Trust,” she says simply, “is established within the first few calls.”

From Collaboration to Long-Term Partnership

In an industry where timelines stretch a decade or more, Faust views collaboration as a continuum, not a transaction. Over the years, she has guided programs from preclinical stages to commercial launch and watched clients return with new molecules years later. “I’ve had collaborations that have lasted well over a decade,” she notes. “Some of these partners started with us in 2006. Seeing their compounds move from preclinical to patients, that’s been the most fulfilling part of my career.”

For Faust, these relationships thrive on the same qualities that define successful horsemanship: patience, consistency, and communication. “When you start a call talking about what you did with your family for the weekend,” she says, “it brings the humanity back into what we do and why we do it.” That personal connection, combined with WuXi AppTec’s integrated capabilities, helps clients feel their programs are protected from uncertainty.“Our long-term partners can take the stress out of CMC vendor selection,” she adds, “They know we’ll be there when the next challenge comes.”

Her conviction is reinforced by experience. Faust recounts a case in which a rare disease partner she’d worked with for years moved to an oncology startup and initially chose another CMC vendor. Rather than retreat, she encouraged her team to keep offering help in limited ways, knowing how quickly programs in this space can move from Phase 1 to pivotal studies. “If you are lucky enough to be granted Fast Track designations,” she explains, “you need an experienced team that can support rapid process development to help finalize a commercial route much earlier in the program’s life cycle.”

That perseverance paid off. Months later, when the new vendor’s limited capability and capacity couldn’t meet the aggressive NDA timeline, the full program returned to WuXi AppTec. Perseverance and reputation won the day. “To me, it’s always been about getting these drugs effectively to patients,” Faust says. “Any way we can help our partners do that, that’s what we’re here for.”

Championing Innovation for Partners

Ask Faust what differentiates WuXi AppTec from the crowded field of CDMOs, and she doesn’t hesitate.“At WuXi AppTec, we champion innovation: it is the seed from which new, and what at one point may have seemed unimaginable possibilities, now grow into the sheer breadth of operations we have today globally.”

For her, innovation isn’t confined to molecules or modalities, it extends to infrastructure, communication, and strategy. “From discovery to commercial, our model is built to remove friction,” she explains, “Regulatory starting materials, APIs, drug product, we integrate it all. Our vertical and horizontal reach gives clients the confidence to move faster, even in complex new modalities like oligonucleotides and peptides.”

That capacity, she argues, makes WuXi AppTec a crucial partner in an era defined by speed. “With the pressure on first-in-class and best-in-class therapeutics, every day in R&D counts,” she says, “Those committed partners who leverage WuXi AppTec’s fully integrated CMC offerings will come out ahead.” From Shanghai to Switzerland, Singapore to San Diego, she sees the company’s growing footprint as both a logistical advantage and a promise to clients: resilience through global collaboration.

From capability and capacity to global footprint and speed, the throughline is clear. These pillars serve WuXi AppTec’s grander goal: to champion bold ideas and transformative science on their journey toward novel medicines that benefit patients worldwide.

The Ride Ahead

Faust’s Texas home offers a fitting vantage point for someone who straddles continents and disciplines. “Texas is one of the best hubs to travel from,” she laughs. “Dallas Fort Worth International Airport has direct flights to Shanghai, direct everywhere. And I have a lot more room for my horses than I would in California.” Her trailer often doubles as a mobile office between competitions.

“When dedication meets purpose,” she once said, “barriers fall, and even the smallest molecules can create the biggest impact.”It’s a sentiment that bridges chemistry and cow horses, business and passion. In every gallop down the fence and every client call, Lynne Faust rides that same tightrope: steady, focused, and fearless, proving that trust, like true partnership, is earned stride by stride.

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