EXCELSYN LTD
Driving value by getting the right balance to GMP improvement and achieving successful sale of the business
Overview
A UK‑based pharmaceutical services provider specialising in process chemistry, offering development and large‑scale manufacturing services for small‑molecule drugs to pharmaceutical, biotech, and specialty pharma clients globally.
Its business focused on supporting drug development from pre‑clinical through commercial production, combining flexible manufacturing capabilities with cost‑efficient scale‑up and outsourced production solutions.
The owners of the Excelsyn CDMO business wanted to increase its value to enable a planned sale. This meant balancing investment and change with the impact of costs on revenues and profitability. Any investment needed to deliver results quickly.
The GMP improvements delivered the necessary changes and results, supporting the successful sale of the business.
challenge
The business did not need full site regulatory approval to achieve its objectives. However, it did need to make significant improvements and changes to its existing GMP operations.
Achieve a balanced, “good enough” GMP standard
Satisfy major customer audit expectations
Support repeat and new business growth
Deliver improvement quickly and cost-effectively
This required clear understanding and judgement on what mattered, and what did not.
APPROACH
My focus was on clarity of purpose and disciplined execution. The guiding principles I used were to avoid unnecessary complexity, use clear communication and to deliver only the right level of improvement.
01
Defined success based on business objectives, balanced with the regulatory standards
02
Conducted a targeted gap assessment to identify critical actions and improvements
03
Built and executed a focused action plan to deliver on customer expectations
04
Recruited and led a small, effective team of Subject Matter Experts (SME)
05
Maintained strict focus on audit readiness, not full licence ambition
06
Worked closely with leadership to align decision-making, costs and priorities
outcome
IMPROVED GMP CAPABILITY
Operational improvements and GMP improvements aligned to customer needs
INCREASED CONFIDENCE
Increased repeat business and new business from GMP customers
REVENUE GROWTH
Growth of specialist CDMO services increased, creating a high-value business
SUCCESSFUL EXIT
Continued long-term working relationship with the original founder and owners
Insight
The best way to create value is not perfection – it is being able to balance competing priorities to lead and deliver the right outcome.
translate strategy into clear actions
Ian Shott, CEO, Excelsyn
“Mark consistently demonstrated an ability to understand the key drivers of a business, translate strategy into clear actions, and lead teams to deliver results. He listens carefully, takes the time to understand the broader context, and works collaboratively to achieve meaningful and lasting outcomes.”