Useful Advices - Business

Intent and intention seems to be a hot topic these days. Wayne Dyer has a book on the power of intention, Brian Klemmer has a book on intent and I am sure there are more out there that I haven’t read

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

yet. Why is this such an important topic today? Is it more important than it was twenty years ago? Let’s take a brief look at this critical area with a focus on the intentions of your customers.

Wh

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

Examples of combination products may in

at is intent? Is it goals, plans, dreams or hopes or is it something more, something deeper? Webster defines it as: firm, steadfast, fixed or directed. Having the attention sharply focused. I’d lik

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

to give you my definition: Intent is doing what you say you are going to do. You plan to lose twenty pounds and you do it. You plan to save 10% of your income and you do it.

What causes people to n

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

ot do what they say they are going to do? Could be hundreds of reasons but here is one. They really don’t mean what they say. Why? Are they fooling themselves? Are they not in touch with their own

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

Combination pro

strengths and weaknesses? Here is the key. Whenever someone says they are going to do something and they don’t, there is always an opposing intent involved that is stronger than the stated intent. I

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

t’s that simple.

Let’s look at the disconnect between what prospects and clients say vs. what they actually do.

-I’ll call you on Tuesday afternoon. They don’t call. Did they really not plan to cal

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

you when they said they would? Or, did some unforeseen project, activity, emergency or anything more important get in the way?

Often people who make promises or commitments can’t always control the

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

circumstances that may prevent their doing what they said they would. I’ll send you the Purchase Order on Friday. The following Friday and still no PO. Maybe the person who made the commitment reall

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

didn’t have the authority to make the commitment to you. Ah Ha! Here is the crux of dealing with intent in sales.

It is critical that you know whether the person making the promise to you has both

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

the authority and the willingness to follow-through on their commitment. If not, don’t act surprised when it doesn’t happen.

Too often salespeople are willing to accept any promise or commitment a pr

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

Following aspects would a

ospect or customer makes without probing further to ensure that there is both the authority and willingness behind the stated intention.

If a prospect doesn’t follow through on a promise and you act s

dd to the challenges in developing combination products:

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

rprised – shame on you.

Why not look carefully at your reaction to commitments your prospects or customers make and your typical responses to these.

Do you just accept them at face value?

Do you cha

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

llenge them?

Do you ask further probing questions to peel away the layers of the onion that may be protecting or hiding the truth?

Some people actually know that when they are making a commitment to

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

ou they have NO intentions of honoring it. Why? Maybe they are just subtly telling you that they are not really a prospect for you. Maybe they have an inflated view of their authority or power withi

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 their own organization. And maybe, they just lie a lot. Who knows. My point is, that every minute or hour that you spend wondering whether they are really going to call or you spend hoping they wi

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

Professional from academic institutions, pharmaceutical industries, health care indust

l is time spent in La La land.

Here are a couple of examples of follow-up questions you can ask when someone makes a promise of action to you.

- What could prevent you from calling me back? Getting

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

the PO out on Friday? Whatever.

- On a scale of 1-10 where would you place your commitment to (either of the above). Why did you

choose that number?

-If I don’t hear from you or get the PO what act

.

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

on would you like me to take on your

behalf?

This is just a start. Develop some questions or strategies of your own that you are comfortable with and will work at getting to the real intent.

If you

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

Companies that provide selfless information through particip

don’t have the skill, courage or willingness to take follow-up action on a stated intention from a prospect or customer then I suggest you may as well just get comfortable with wasting time and energy

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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This report deals only with the financial requirements of starting a mail order business. Hopefully it will help the reader to evaluate whether he is financially able to embark upon a business venture that will bring about success.

Have you been dreaming about starting your own business? There's no better time than the present to start to take action!

European Cost and Competitiveness The Institute of Certified Public Accountants recently published its first tracking research report - CPA Business Barometer - on the state of the economy and the issues facing Irish business. Some real concerns emerged around costs and competitiveness for all European Businesses. There was specific evidence that subsidiaries of foreign companies are under significant scrutiny regarding costs that they incur. There is also concern in European political circles about the pace of growth in labour costs and productivity versus the emerging states in Europe and the Far East. These are big issues in assessing competitiveness.

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