Useful Advices - Business

1. Limit the consultation to 30 minutes!

Remember: your time is valuable. Thirty minutes is plenty of time for the prospective client to get to know you, like you, be impressed by you

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

, etc. and sufficient time for you to get a good feel for whether you would like to work with the prospective client. Make sure the prospective client understands that the consultation

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

Examples of combination products may in

will last 30 minutes and, to the extent additional time is requested, your “regular rate” will apply.

2. Ask the prospective client to do some preliminary work prior to the consultation

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

.

Although you’re “giving away” 30 minutes of your time, the prospective client needs to understand your time IS valuable. One way to get this across is by asking the prospective clien

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

t to do some work. This may be cutting our pictures of rooms she/he likes from home & garden magazines (explain that this will help you understand her/his style, color preferences, etc.

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

Combination pro

. Or you may choose to prepare a brief Questionnaire, asking the prospective client to tell you more about the project she/he has in mind, her/his “design dilemma”, her/his style prefer

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

ences, color preferences, etc., whether she/he has worked with a professional [designer, decorator, redesigner, etc.] before and whether she is considering hiring a professional for the

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

project. If the prospective client balks at your requested “work”, impress upon her/him that the “work” will ultimately benefit her/him, given the limited timeframe available and your d

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

esire to make the meeting as productive as possible.

3. When you arrive, be sure to thank the prospective client for her/his time and remind

her/him that the consultation will last 30

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

minutes.

4. Then, ask the prospective client this question: “What is one thing you hoped to walk away with from our meeting? (Try your best to accommodate this…without, of course, giv

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

ng away your services entirely)

5. Then, begin the consultation, asking the prospective client lots of questions about the project or dilemma, etc. During the consultation, be sure t

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

Following aspects would a

o do 2 things:

First, demonstrate your expertise, without giving away your services. (For example, if she/he says: “I just don’t know how to arrange the furniture,” you can say someth

dd to the challenges in developing combination products:

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

ing like: “When designers design a room, we think about creating conversation areas. Here, the furniture is pushed back against the walls which can take away from a warm conversational

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

atmosphere.”)

Second, remind the prospective client of the “costs” in NOT working with a professional. (For example, you could ask the prospective client if she/he ever bought a sofa,

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

chair, etc. and, when it was delivered, only then realized it was the wrong size, color or just “wasn’t right”. Tell her/him that those kinds of costly mistakes can be avoided by worki

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

g with a professional.)

6. At the end of the 30 minutes, state something like: “I’m afraid our time is up!”

7. THEN, ask them this question: “Before we conclude, I would like to ask

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

Professional from academic institutions, pharmaceutical industries, health care indust

you: ‘do you feel you’ve received value from our meeting?’” (Hopefully, they will say “YES!!”)

8. THEN, depending upon whether you want to work with the prospective client, say one of

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

the following:

“I would enjoy being involved with this project. Are you interested in hiring a [designer, decorator, redesigner, etc.] to assist you?” Then, BE QUIET! Let the “uncom

.

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

fortable silence” exist……let the prospective client be the next person to talk. Give her/him time to consider what she/he wants to do. Then, deal with any objections or concerns raised

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

Companies that provide selfless information through particip

by her/him.

“I’ve enjoyed our time together and your project sounds very interesting; unfortunately, at this time, our schedule is booked through [August or whatever the case may be].

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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Useful Advices - How to Avoid Being Taken Advantage of on Free Consultations

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