Main Subject - Business

If you want to attract more clients… get busy. Because activity attracts.

Your busy-ness should include:

Being seen at industry or networking ev

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

ents.

Writing articles that get published – at least in your own newsletter.

Participating in industry meetings.

Participating in web-b

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

Examples of combination products may in

sed discussion groups. Don’t just be a lurker on the list.

Getting out and meeting people, prospects and referral partners.

Having projects

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

that you are working on, even if you are in-between client engagements.

Running surveys to find out more about your market space.

And more..

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

What I’m saying here is that you should have a planned approach for increasing your perceived level of “activity”. Your potential clients want you t

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

Combination pro

o be busy, because it implies that you are good at what you do. Plus it could mean you are one of the few hip, happening, and tuned-in professionals i

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

your field.

Before you increase your activity, first understand who your market is. That’s right, you need to define your target audience. I know th

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

e concepts of “market segmentation” or “target market” or “ideal client” might sound pretty boring. But you really need to do this so you can…

Focus

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

our efforts.

When you focus your efforts you can more easily create multiple points of contact with potential clients. This means you will accelerate

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

the process of awareness-trust-engagement.

Too often I speak with service providers who are advertising widely, letter-box dropping, or mailing out

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

ffers to all and sundry. They’re working on the shotgun approach – which is so-called because the shot from the gun spreads very wide as it travels, a

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

Following aspects would a

d each pellet makes a very small impact.

But instead of using a shotgun, I say you should really try to be a marketing sniper. Pick your selected aud

dd to the challenges in developing combination products:

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

ience, and then find multiple opportunities to hit them with your message.

By increasing your level of perceived activity you will attract more clien

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

s. It works.

You might notice that I have described it as “perceived” activity. This is important, because what really matters is that you are seen t

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

o be busy and in-demand.

To achieve this you really will need to do something. So don’t get me wrong. I’m not saying that you should trick people int

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

believing you are busy. But your activities must first be noticed in order to create an impression.

Evaluate your activities to ensure you are getti

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

ng the best impact in return for your efforts.

Be careful to avoid:

Networking events that are not attended by potential clients or referrers.

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

>

Submitting articles to publications that are not read by your chosen audience (i.e. your target market).

Participating in fringe industry grou

.

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

ps that are not well known.

Sending out direct mail offers that sound like you are desperate for work.

Creating a web site but failing to pu

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

Companies that provide selfless information through particip

in the effort to have it found on search engines or relevant directories.

Activity attracts. But don’t dance in the dark - make sure you get noticed

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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