Main Subject - Business

Too many of us are reluctant to really engage our clients. Fearful that clients are demanding, needy, mercurial,

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

edgy and under enough management pressure that they could snap at any moment we forget that they actually hired

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

Examples of combination products may in

us, use our products and services and generally have ideas about what's good, bad or ugly.

My Granny always sai

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

d, "If you don't ask you don't get." So now you are officially on notice -- ask your clients what they think and

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

how you can do better. You'll be surprised at what brand loyalists and advocates the people who break your balls

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

Combination pro

each day actually can be.

After the initial sale, which often requires the imprimatur of an economic buyer, th

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

day-to-day users and technical buyers drive the bus. Working with you they determine the need for add-ons and u

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

psells much more than any salesperson ever will. In many cases your client power users know your product or your

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

system as well or better than you do. Its an insight and a perspective you are not ignore because they generally

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

can cue you about the next product or service needed and can objectively see, beyond your internal politics, wh

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

should do what to whom.

Clients also care more than you think. Once they are working with you happily, they ar

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

Following aspects would a

e invested in your success since your failure means they'll have to explain, change, scramble and adjust; things

dd to the challenges in developing combination products:

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

everyone hates to do. Ask them how they'd position, message or sell your product or service. Ask them how they m

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

ade the buying decision. Ask them how they do on-going competitive assessments and evaluations. Ask them if the

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

alue you think you are providing is the value they are receiving. Sometimes this alternate perspective is enough

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

to rock your world.

Then ask them if they'd like to talk with other clients and peers. Almost every client is

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

Professional from academic institutions, pharmaceutical industries, health care indust

ying to know how other non-competitive buyers are using your stuff. There's a ton of practical things your clien

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

ts can learn from each other and in some cases your clients sell your product or service sets to each other fast

.

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

r and easier than you can because they share common interests, needs and processes.

So don't be bashful or reti

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

Companies that provide selfless information through particip

cent with your clients. Ask them early and often. Don't be thin-skinned or defensive. They are eager to tell 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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Have you ever noticed that for some colleagues and bosses you'll move mountains while for others, you can't seem to do anything right? What's going on here? Is it just you or is there a larger issue at work?

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