Main Subject - Business

How do you feel when you meet someone, perhaps a business person, who you’ve only seen once before at meeting... and they remember you AND your name?

It feels great doesn

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

’t it? And, be honest, rather flattering too. And because of that you probably have more rapport with them.

Now let’s turn that around and say it’s you who always manag

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

Examples of combination products may in

s to remember people and their names. Do you think they just might be more interested in doing business with you? Or recommending you to their business colleagues who ar

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

looking for what you offer?

Here’s how to make remembering people easier…

* When you are introduced to someone make sure you hear their name clearly.

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

br> * Repeat the name and ask if you’ve got it right.
* Check the spelling with them if it is unusual… they will be flattered t

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

Combination pro

at you consider them important enough to take the trouble.
* Repeat the name twice, silently in your mind, to give yourself a better chance

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

f remembering it.
* Ask a question and listen

Listening is a Skill – Take Time to Develop It…

The challenge we all have is to si

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

lence or ignore our own thoughts. Especially whilst other people are talking.

How often have you drifted off in your mind whilst someone is talking?

Perhaps, like I use

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

to be, you are guilty of finishing people’s sentences for them? It took me a while to stop that one, I can tell you! Especially with people who were more precise in the

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

r conversation and took their time to finish a sentence, it could be agonising for me.

Or if you don’t interrupt, perhaps you are busy thinking about what you are going t

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

say just as soon as they stop to take a breath. Yep, been guilty of that too!

Guilty, that is, until I found this neat trick. Peter Thomson told me about it in

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

Following aspects would a

he late 1990’s and it’s a real gem. He calls it Active Listening, which is a pretty good description.

It’s great for group meetings; presentations; 1-to

dd to the challenges in developing combination products:

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

1 meetings; in fact any conversations at all.

Here’s what you do…

Repeat, internally, everything the other person is saying.

It gives you 7 cle

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

r benefits:

1) You don’t miss anything important that is being said
2) You understand the communication better

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

rong>3) You give the impression of being very interested in what the other person has got to say
4) Your reply, which you won’t be

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

n a position to make until the other person finishes speaking, appears considered and relevant because of the slight pause
5) Your reply is m

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

Professional from academic institutions, pharmaceutical industries, health care indust

re relevant because you have completely understood the previous part of the conversation.
6) You do not annoy the other person by interrupting them

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

and the definite bonus…

7) You can recall the conversation and important details more clearly, when you need to, at a later date.

By

.

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

he way, it is a good idea to practise this technique in private or with a group of friends or business colleagues before ‘going live’. The other person will find it a bit

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

Companies that provide selfless information through particip

disconcerting if you stare at them with a glazed look in your eyes. And they certainly will not be flattered if you move your lips whilst repeating their words internally

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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