Main Subject - Business

I have recently received a very interesting question and I would like to take some time to answer it here.

"Can you share with me on how to make small talks with people of higher authority? (for eg, after attending a talk, there are many people worth saying hi to. But how do I do that without feelin

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

g out of place? What do I say? How do I start? )"

There are two parts to the question: 1. How do I make small talk 2. How do I make small talk with people of higher authority?

To answer both questions, I would first like to introduce you to a concept called SCHMOOZING. Schmoozing is more than smal

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

Examples of combination products may in

talk. And I would like to borrow the definition from a very insightful book titled Vault Guide to Schmoozing.

Schmoozing is noticing people, connecting with them, keeping in touch with them — and benefiting from relationships with them.

Schmoozing is about connecting with people in a mutually produc

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

ive and pleasurable way — a skill that has taken on new importance in our fragmented, harried, fiber-optic-laced world.

Schmoozing is the development of a support system, a web of people you know who you can call, and who can call you, for your mutual benefit and enjoyment.

Schmoozing is the art of se

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

i-purposeful conversation: half chatter, half exploration.

Schmoozing is neither project nor process. It's a way of life.

Now that you have an idea of what schmoozing is, allow me to share with you three principles of schmoozing that will answer the above two questions.

1. SMILE!

You can't

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

Combination pro

o wrong with that. Smile and the whole world smiles back at you. Nothing is as powerful as a sincere smile. It costs nothing yet it means so much. The next time you attend any function, just smile at people around you. You will be surprised how easy it is to make the first connection!

2. Be REALLY 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

terested in whoever you are talking to

If you are out to get something out of everyone, it will show. Instead, try this. Go out and make a friend. Keep a "I want to know you better" mentality and creating small talks will be a piece of cake. In fact you will find yourself going beyond small talks a

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

d you will start enjoying every conversation you made.

3. Find a common ground

You smiled and made the first connection. You are really interested to know the other person. Now what? Simple. Find a common ground. You will never want to start a converation with a "So how old are you really?" or "I

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

sell insurance, do you want to buy from me?" or "Are you Christian?" This is extreme but you get my point. So what are some topics you can talk about? If you are in a seminar, you can start with "What made you attend this seminar?" or "Who do know here?". If you are in a party, you can start with "How

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

do you know the birthday boy?" or "How do you find the food?" Notice that these questions are open-ended. Avoid asking the "Do you ..." questions which often lead to a yes, no or maybe. Hardly a great way to start a conversation!

4. Listen!!!

Now that you have got the person talking. What do yo

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

do? SHUT UP and listen! Listen to what your new acquaintance has to say and paraphrase. Say he told you that he knew the birthday boy at another school party. You can continue by first paraphrasing "Oh so you went to that party with him..." and then proceed with "What party was that?" And make sure t

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

Following aspects would a

at you pay attention and really listen. Let him talk and you will have a chance to locate any common interests. Say he replied with "Oh yeah.. it was a party for my scuba diving club..." and if you like scuba diving, you can now delve deeper. "Really? I love to scuba dive too! Where was the last place y

dd to the challenges in developing combination products:

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

u went...." Got it?

5. Follow up

You have a wonderful time with the new acquaintance. And you both bid farewell. Ask for his number or business card. And when you get back home, send him an email or give him a phone call. Thank him for being so much fun. And you can proceed from there. We cal

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

that a follow up. And this is also the part where most people forget. In my opinion, it doesn't make sense. You spend so much time and energy to turn a stranger into an acquaintance. Surely you won't want to stop there. Besides you never know when you will need the person's help or his friend's help. S

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

always be gracious and remember to follow up!

The above five tips apply to schmoozing with higher authorities as well. But I know what most people will say: "He is a big shot... what if he gives me a cold shoulder?" From my experience, seldom! In fact they love it when you take the proactive approac

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 get to know them. One thing that worked really well for me is this:

BONUS: DO YOUR HOMEWORK!

Before the big event, find out which big shots will be attending. You can usually find out via the event website or by asking the event organizer. Google for the big shot and very often you will find

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

Professional from academic institutions, pharmaceutical industries, health care indust

ome information about him. Read it and memorize one important fact about him. For example, he recently organized a large technology conference in China. When you see him, ask him about it. This would be your "common ground" and he will be fairly impressed!

And I would like to emphasize this: ALWAYS FOL

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

OW UP! At the end of the conversation, thank the person and ask for his business card. They will usually not decline unless they run out of cards. Here's one tactic I use all the time. "John, if the next time I have any questions on this topic, can I ask you?" They cannot say no. And even if they say

.

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

o, they will usually refer you to someone else.

Once you collect his business card, send him a thank you email (at the very least) at the end of the day or the next morning. Thank him for sharing with you x, y and z. (You gotta remember what he shared!!!). And if you have any more clarification/ questio

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

Companies that provide selfless information through particip

s, now would be the best time to ask. Without knowing, you have found yourself a mentor without really finding one!

There is really more to it so if you have any more questions, let me know.

Here's another book that I would strongly recommend: How to Win Friends & Influence People by Dale Carnegi

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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