Main Subject - Business

For many professionals (consultants, designers, architects, etc.), presentations are a key aspect of the sales cycle that can't be

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

ignored. Let’s face it, you’ve got a lot riding on how you look, what you say, and the way you answer questions. In order to get

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

Examples of combination products may in

more new clients, you must become a master of the art of a quality presentation.

A successful presenter is one who comes across a

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

s confident, creative, and convincing. Here are some key features of a winning presentation:

1. Be prepared: Know your subject in

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

timately. Be ready to answer questions and describe the benefits to your client in detail. Well in advance, brainstorm your client

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

Combination pro

s potential objections and have a solution prepared.

2. Create rapport: Don’t be so focused on the presentation that you forget t

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

o nurture the relationship you are building with your clients. They want to know what type of person you are.

3. Present by objec

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

tives: With each component that you present, explain its advantages and how it will help your client achieve their specific goals.

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

4. Show one concept at a time: Don't place all your cards on the table. Each idea deserves special attention. If a client looks

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

at work before it's formally presented, he or she may form negative opinions before hearing its merits. 5. Describe, then show: I

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

's important to take it slow, giving your audience time to absorb each concept. Explain the details of each idea BEFORE you displa

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

Following aspects would a

y it.

6. Let 'em hold it: Once you put something in someone's hands, they begin to feel ownership. Let your client get involved i

dd to the challenges in developing combination products:

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

n your creative process. Encourage questions and discussions.

7. Keep it simple: Keep your description direct, clear, and concise

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

. Don't oversell with long-winded explanations. Good ideas don't need to be pushed.

8. Leave informed: Make sure you are clear on

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

how you will move forward. You may have to be the one to say, “So, what are our next steps?” Your client may not have a definitiv

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

e answer, so be prepared to define this. For example, you may suggest a specific date for a follow-up call or meeting.

Practice m

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

Professional from academic institutions, pharmaceutical industries, health care indust

kes perfect. If you aren't comfortable with making presentations, role-play with an associate or friend. You can also perform in f

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

ront of a mirror. Observe your posture and mannerisms. Are you fidgeting? Do you maintain eye contact? Are you ready to persuade a

.

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

nd make a call to action?

ACTION ITEM: Examine your presentation style by asking for a second opinion from someone you trust. Thi

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

Companies that provide selfless information through particip

s isn't easy to do, but if you use this feedback to improve your skills, you will reap the rewards.

Copyright 2006 Marketing Mave

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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Logo must be unique, simple and have a strong character. The basic idea could be anything as long as related to the company. It could be the product, main business core, the philosophy, the background, geographic, vision or mission, etc.

As business owners, we know that if we want repeat business and referrals (both of which are the foundation of growing our business) then we need to include integrity and reputation in everything we do. How can we, as business owners ensure that we are continually moving forward in building our integrity and reputation in a positive light? Actually, if we remember a few simple “rules,” then we can continue to build and grow.

Life in cyberspace is today a reality for millions. And to make this life a fulfilling one, it is important that you create your identity as you do in the real world. A track-record, a reputation, expertise in your chosen area of your activity - everything matters.

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