Main Subject - Business

There are some simple things you can do with your people to ensure that they start to trust you. As a letter from Mike Emmott of the Chartered Institute of

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

Personnel and Development in the UK says, in April 2005's UK Management Today says:-

"Our surveys show that only one in four e

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

ployees trust senior management to look after their interests"
Is that not appalling? How on earth can businesses develop, survive and

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

bove all hang onto their best people if they are seen to be untrustworthy?

It's horrible.

There is an article below which talks a little abou

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

t 'Rapport Building', but to supplement that, here are Ten Steps to help you build trust with your people.

Keep Your Promises

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

If you can't keep a promise, then don't make it in the first place - it is a big negative emotion being let down in this way.

Never Tell Lies

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

> Why would you? And if you have to, it's much, much more about you. Your people will really lose faith in you fast.

Keep Confidences
Som

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

etimes people will tell you things that they don't want broadcast - they need you to hear them sometimes. But keep it to yourself. Do not be the ins

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

igator of gossip and rumour.

Communicate as Fully as Possible
Keep as little from your people as you can. Communicate as openly as possibl

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

. Sometimes you have to hold some information back - it happens, but think really carefully about it.

Have No Favourites
Treat all of your

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

people equally and show no favourites. I know this is tough - I found it tough, but it needs to be right. Have agreed principles and standards that

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

everyone works to - sorry, but no exceptions.

Challenge the Behaviour - Not the Person
People make mistakes, do things wrong and ne

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

d to be told. It's the thing they did, not the person they are. "You're useless", is not a good way to build trust, but, "That wasn't what I would e

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

pect of you usually, tell me more about what happened", works better.

Follow Through
If you say you are going to do something. Do it!
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
B> Your people will love that you do what you say (or apologise at least if you find you can't). And it sets a great example.

Listen Attentively
t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

There's a whole piece about this, but safe to say if you don't pay attention to people fully, they will not trust you. It's rude and it diminishes th
ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust
relationship.

Forgive Mistakes
Be generous. It is a value-creating action. People hate to get things wrong - they expect a 'bollocking' (

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

as they say!). Help them with a learning from the mistake. "What might you do next time?", is far more valuable.

Don't Talk Behind Backs
I

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

you do this with anyone, they will always wonder what you say about them when they aren't there - and what are they saying about you - it's a bad h

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

bit.

Building trust is vital if you, your people and your business are going to excel. Working on it is just a discipline. These points will help you

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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Main Subject - Building Trust in Your Business Relationships - 10 Steps

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