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What wins at Wimbledon wins at your local chamber. Watch a tennis match; world class or amateur, the basics are the same

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

. In each case the goal is to make contact with the ball and knock it back over the net!

In tennis if the ball remains

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

Examples of combination products may in

n one side of the net too long, there is a greater chance it will dribble off to the side and the opponent will score the

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

point. In networking conversations, the same is true. The longer the ball is on your side of the court (the longer you

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

re talking) the greater the risk your listener will become bored.

And just as the ball will roll off the court, so will

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

Combination pro

our business opportunity. So how do you win a networking volley? Keep the image of a tennis match in your mind and use

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

questions to “return the serve”

What type of questions keep the conversations rolling? Almost anything open ended will

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

do. Here are a few of my favorites:

• What do you do?

• How did you get started?

• What is the most interesting proje

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

t or customer you have worked with recently?

These questions will help you get a sense of their business and key clients

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

You may find some interesting points of common interest as they describe their business or clients.

Many people make t

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

e mistake of trying to “sell” at a networking event. They visual everyone in the room as a potential client, with dollar

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

Following aspects would a

signs on their forehead. This is a tremendous waste of everyone’s time.

People can tell when you are in selling mode, a

dd to the challenges in developing combination products:

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

d will try to end the conversation quickly. Remember, they came to make connections, not to shop. Rarely will they buy b

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

sed on a short conversation over rubber chicken or stale danish.

Networking conversations are introductory conversations

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

the real sales opportunities come from longer, private one-on-one conversations after the meeting. When you are in selli

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

g mode, you are more likely to keep talking and miss the cues which will help you identify the very best prospects. The

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

Professional from academic institutions, pharmaceutical industries, health care indust

more you learn about the other person in a short conversation, the easier it will be to decide if this is someone with w

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

om you want to have a longer conversation!

My signature serve, the question which routinely drives the ball across the n

.

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

t is a very simple question. Who would you like to meet? It works because it gives me an opportunity to help the other

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

Companies that provide selfless information through particip

erson by making a great connection. And in networking if you can really make a great connection … You have won the match

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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