Useful Advices - Business

"If there is any one secret of success, it lies in the ability to get the other person's point of view and see things from that person's angle as well as from your own." -Henry Ford.

I try to make it a practice every day to write at least one page in

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

my journal, just to see where my head is and to bring to light some of the hidden issues that are lurking just below the surface. When I write, I usually go into “automatic writing” mode which often frees me up to not worry about the words that I am putting d

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

Examples of combination products may in

wn, but to just let the pencil do the writing. After I spend a bit of time writing my thoughts, I will usually write a “skills application” paragraph where I write out my daily goals using the information that I just put down in the observation part, which en

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

courages me to focus on the practice and application of specific skills and attitudes during the day. Planning my day like this has really kept me grounded in reality; it has also allowed me to focus on short term development of some key skills. I find that i

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 clearly write out how I will apply the skills and attitudes that I feel are important to me each day, the achievement of them becomes as natural as breathing.

Last Tuesday, as I was writing in my journal, I was preparing to interview people for an upcomin

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

Combination pro

sales program, where I would be making my rounds of the different company branches and meeting with the participants of the upcoming project. Knowing that the day was going to be a particularly busy one, I was focusing on what I could do to best serve my cli

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

ents and answer their questions. When I got to the application part of my daily writing, I was shocked to see that I had written “Instead of trying to be interesting, try to be interested!” Well, this took me off guard. I hadn’t even been thinking this, but s

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

ill there it was in grey HP graphite, scratched out through the tip of my pencil.

“Whoa!” I thought, “Where did this come from? Did I do that? Did I try to get people interested in me and my business by talking about me and mine instead of being genuinely in

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

erested in them and talking about them and theirs? Hmmm… why yes, on occasion, I guess I do.” I could think of many occasions recently where the conversation seemed to be all about me, instead of about them… where it should have been in the first place if I w

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

as showing genuine interest. As I was “self talking” it appeared to me that what I had been doing was trying to get people interested in my “outside” personality by talking about what I had, instead of my “inside” caring personality that just wanted to know a

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

out them and what was important to them.

During the day, with this revelation constantly in my minds eye, I truly listened to what was being said by my clients, without trying to compare it to what I had or did. I felt exhilarated! This was so exciting to me

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

Following aspects would a

that I was making a game out of it. Before each person came in the room and to keep myself focused on the goal, I would ask myself, “What can I find out about this person that will help me to help them get the most from the sales program? How can I show an in

dd to the challenges in developing combination products:

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

terest in them and in what is important to them?” Of course, every now and then I would slip up and interject a “me” statement, but on the whole, that day I did very little talking, and a whole lot of listening. At the end of the day, 200 kilometers and 15 in

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

erviews later, I found that I was a lot more energetic than I normally would be, and I was also in a much better frame of mind.

Sales, no matter what kind it is, products, ideas or services, is all about the other person whom you are trying to persuade. It’s

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

not about you; it’s 100% about being interested enough in them and their problems to want to help them solve them. As cruel as it may sound, most people really don’t give a hoot about who you are and what you may have: What they do care about is what concerns

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

them and makes them feel fulfilled or important. So, why not give them what they need? In the true reality of human relations, just how necessary is it that we tell the person all about us, and not find out about the other persons needs and desires? I know,

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

Professional from academic institutions, pharmaceutical industries, health care indust

know, we all have this craving to feel important, and we search it out wherever we are. It’s a common theme in being human: Freud said it, Jung reiterated it, and hey, even your mother probably said it: “If you want people to be interested in you, then you h

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

ve to be interested in other people!” It may take a lot of work for some people, but it is possible: if the desire to connect at a much deeper level is greater than the desire to just be liked on the surface. Being liked is an outward symptom of being human,

.

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

but liking people is a much more meaningful and rewarding state to be in; it’s an inside job.

This week, if you are looking for ways to be a better persuader or to gain more enjoyment out of life, take the time to get to know your fellow earth passengers. Wh

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

Companies that provide selfless information through particip

n you do, you will find that when you give of your self you will get more of others. Life is all about giving and receiving, or planting and sowing. Plant genuine interest and you will harvest success in many forms.

Make this your most “interested” week ever

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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