Useful Advices - Business

There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)

Recently we were presenting this informati

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

on in a workshop on Prospect Management, when one of the participants raised his hand and said: “That’s great. But you just don’t understand. We spend so much of our time having to service our existing clients and putting out fires, there’s no way to have that much time for

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

Examples of combination products may in

prospecting and all this other stuff.”

Sound like something you face?

We understand, because we’re out there selling too. Just like you, we go out and find new prospects, show them how we can help them, deal with client service, make sure training materials show up where th

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

y’re supposed to be, etc… And, we spend a good deal of time consulting, conducting workshops, and working with clients.

Like most sales professionals, we, too, have to juggle my time to focus on actually selling and prospecting.

The key is effective time planning.

Time pla

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

ning is really more than time management. You really can’t manage time at all when you think about it – no matter what we do time marches on. No matter what we do there are 52 weeks in a year, 24 hours in day, and 60 minutes in an hour. Try as we might, we just ain’t gonna c

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

Combination pro

hange that. So, let’s not bemoan that we don’t have enough time – the time you spend complaining about not having enough time is time you could spend on something more productive and rewarding. (Ever notice that the people who complain the most about not having enough time a

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

e usually the ones getting the least amount done? Think about it and observe.)

So, we can’t control time itself, but what we can control is how we use our time. In fact, when you come right down to it, our use of own time is the ONLY thing in life that we really have complete

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

control over. Every minute of every day you are making a choice, whether consciously or not, over how you use your time. The key to effective time planning is to make conscious decisions over how you spend this most valuable resource.

Here are some tips to help you plan and

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

utilize your time more effectively:

Be obsessive about planning:

Everybody these days uses some sort of planner whether electronic or paper; that’s a personal choice and either one is fine. But, real effective planning is more than making a daily to-do list.

Plan Weekly: L

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

ook at everything you have going on for the next two weeks. First appointments, follow-up meetings, presentations, internal meetings etc… In addition to actual meetings, you need to schedule in time for:

- meeting preparation
- travel time to and from meetings
- ad

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

inistrative and paperwork

Schedule these things into your calendar so you know exactly when you are going to do them!

Next, schedule in time – make a firm appointment with yourself – for prospecting activities. When will you make calls? I can guarantee that if you don’t mak

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

Following aspects would a

a firm appointment with yourself, those calls won’t happen.

Taking this weekly view is vital to effective time planning; many things that we do can’t get done in one day, but if know what we want and need to accomplish in the broader space of a week, we’re more likely to be p

dd to the challenges in developing combination products:

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

oductive with our time.

Plan Daily: Look ahead to the next day. What urgent things will you need to attend to? When will you do them? What things did you not get done today that you need to do tomorrow? Do this each day at the end of the day so you can start your next da

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

y fresh with the knowledge of exactly what you’re setting out to do.

TIP: Don’t overpack your time too much. You do need to allow for the unexpected. You also need to constantly reevaluate your time in the face of changing priorities. Give yourself the cushion for this.

A

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

alyze Regularly: Keep track of how you spend your time, and analyze its level of productivity; look at whether each activity is moving you closer to your goals or is not. Try doing this for a period of two weeks; you’ll be amazed to realize how much time we spend on non-produ

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

tive things. Just the sheer act of tracking this will make you more productive, guaranteed.

Apply “Zero-Based Thinking”: Author and speaker Brian Tracy, in his book “Focal Point” talks about applying “Zero-Based Thinking” as a way to form your goals and mission. It applies

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

Professional from academic institutions, pharmaceutical industries, health care indust

t this level as well. As you get a sense of where you’re time is currently spent, ask yourself these questions:

- What things do I need to start doing?
- What am I currently doing that I need to do more of?
- What am I currently doing that I need to stop doing?

Wha

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

t things can you delegate? What things could you stop doing that aren’t really necessary? (Think hard on this one; there are certainly things we all do that don’t really need to be done at all.)

Take time for reflection and planning: “But wait”, you say! “I don’t have tim

.

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

to do stuff now, how can I take all this time for planning. Sounds nice in an ideal world, but I have to live in reality!” Taking the time for planning and thinking will actually make you more productive. You will be in more control of your time, and you will be focused on

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

Companies that provide selfless information through particip

the activities that will yield you the best results. 15 minutes a day is all you’ll really need. And those 15 minute could well be the most important time you spend!

To help you, here some great tools you can download:

Daily Time Tracking Worksheet

Weekly Planning Workshee

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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Business process monitoring helps those in authority determine the exact situation of the flow of all business processes and how they are carried out in real time. Alerts are sounded, indicating possible breakdowns of business processes while business process monitoring systems are installed.

For many business owners, the process of balancing resources for reaching existing customers and attracting new business can be a difficult task. Advertising business services and products can be done by direct marketing, television, radio, newspapers, magazines, internet sites, mail, promotional giveaways, and more. No matter how your business implements its marketing strategy, the purpose behind all the methods used is to stay connected to the people who purchase your products, and to increase public awareness based on what your company can afford to spend.

We all DO judge a book by its cover, and the same saying goes for Web sites. I’ve seen many entrepreneurs offer great information on their Web pages, but compromise their image dramatically with a few amateur mistakes that can be VERY unforgiving.

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