Useful Advices - Business

I conducted a BLITZ CALL Prospecting workshop in Toronto this week for a g

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

roup of highly experienced sales professionals.

They were a great audienc

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

Examples of combination products may in

and are already implementing the skills we discussed according to the fee

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

d back I am receiving.

One thing I have to remind myself and all the peop

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

e I train is that Prospecting in the commercial/industrial market place ha

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

Combination pro

s to be simple. The reason is not surprising. Most of us in sales hate 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

Prospect. Therefore, if we make Prospecting complicated in any way, ther

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

e is the excuse we need not to Prospect.

So, when I say simple what do I

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

ean. Ready for this?

Just get Leads and do BLITZ CALLs. That is about a

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

s simple as you can get.

In commercial/industrial sales, people don’t buy

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

until after the 3rd call. Therefore, we must make at least 3 calls, this

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

Following aspects would a

is not rocket science. The initial Prospecting call, the BLITZ CALL, is s

dd to the challenges in developing combination products:

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

mply a quick introduction – in and out. It is designed for face to face P

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

rospecting while you are in the field, but is being used via the phone mor

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

and more these days.

Never drive by a good Prospect without stopping. T

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

hat is what the BLITZ CALL is designed for. After that, you implement you

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

Professional from academic institutions, pharmaceutical industries, health care indust

selling skills, the Prospecting phase is over.

So there you have it, kee

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

p Prospecting simple and you will have more Prospects that you ever though

.

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

possible. Now the folks in manufacturing will have to try to keep up wit

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

Companies that provide selfless information through particip

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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My favorite project management mantra is “Validate Critical Data”. I don’t remember what wise teacher I learned this from but it is one of those sayings that rings through my head when I’m jumping into a new project. After many years it continues to be an important part of my project management success (when it is done right) and an unfortunate contributor to my project failures when it is neglected. Below are some keys to correctly validating critical data.

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Useful Advices - Keep Prospecting Simple

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