Useful Advices - Business

1. Put yourself in your client’s shoes
Understanding as much about your clients perspective is vital in developing rapport. Growing a strong & positive relationship where you focus on your clients needs, problems, challenges & desires will ultimately lead to the su

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

ccessful matching of your products or services…and for the best possible motives...THE WELFARE OF YOUR CLIENT. Be sure to use ‘YOU’ language – this is where you talk about them and not yourself. As soon as you hear yourself saying ‘we’ or ‘I’ you need to switch. This w

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

Examples of combination products may in

ll be much more engaging for your client and they’ll feel you are more interested in them than selling yourself.

2. Ask open questions
Asking closed questions will give you 1 – 2 seconds before having to come up with the next question. Your client’s response will

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

ither confirm or decline your question, and won’t give you any information about them or their needs. Asking open questions which start with When, Where, How, What and Who will give you useful information that will help you provide exactly what your client wants. Avoi

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

questions starting with Why, as they are very confrontational – no matter how fluffy and soft you make them sound. When you ask a Why question you are asking for justification of their response. Your client will automatically become defensive and give you an emotive re

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

Combination pro

ponse. It’s far better to ask about the facts around the decision such as: “What is it about this service that makes you think this is not a perfect match for you?” You’ll then get details of the criteria they have based their decision on. You’ll be able to use this kn

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

wledge for future interactions.

3. Stop selling and start listening
When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them. Once you’ve asked an open question it’s really important to SHU

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

T UP. Let your client answer without interruption. Focus on listening 100% and don’t be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information. The next question is easy when you listen – it comes naturally

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

from your client’s response.

4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another way. Don’t be a victim – it’s easy to blame ‘this’ or ‘that’ as your reason not to achieve. Take contr

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

l and think about alternative ways to get to where you want to be. You may not get 100% of what you want but you will be closer to what you want to achieve. Every step in the right direction will get you to your goal.

5. Have an objective
You get what you focus on

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

so be sure to focus on what you want to achieve in a positive way. It’s easy to get sidetracked sometimes with things we think are important like getting through the volume of calls rather than making the call a quality interaction. Before each call, meeting or present

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

Following aspects would a

tion write down what your objective is. This becomes an instruction to your brain (even if it slips your conscious mind) to take the steps towards achieving the objective.

6. Have the right mind state
Your mind and body are part of the same interactive system. Wha

dd to the challenges in developing combination products:

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

you’re thinking will determine your behaviour, so you need to be thinking positive, motivating things. If you find your thinking or internal dialogue is not helpful to your state you need to change it…and FAST. Learn to anchor positive experiences to enable you to ch

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

nge your state. It could be a meeting or call that went really well or the moment you closed on a great deal. Keep stacking these positive experiences somewhere within yourself that you can access easily. The more the better. When you use them you will instantly feel em

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

powered.

7. Focus on your client’s pains and gains
Stop focussing on what you or your company will do for your client. They really don’t care!! They only buy ‘what’s in it for them’. Familiarise with the problems that are causing them pain and the gains that they

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

want. Focussing on the pains you will take away and the gains they will get from a relationship with you will connect them to their own reasons to buy.

8. Take full responsibility for your communication
It is not the responsibility of the listener or reader of you

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

Professional from academic institutions, pharmaceutical industries, health care indust

communication to fully understand what you are saying in the way you intended. It is your responsibility to ensure they understand in the way you intended. We all experience the world in our own unique way. What makes perfect sense to you could be complete nonsense to

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

someone else. Being clear in your communication and confirming understanding will ensure you avoid any misunderstandings and maintain a positive relationship with your clients and prospects.

9. Learn from what you do
There’s no such thing as failure - only feedba

.

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

k. When things don’t go exactly as you’d hoped – learn from it. Welcome feedback in order to improve your strategies and techniques to make you even more successful. People often become very defensive when receiving feedback on areas of performance that could be imp

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

Companies that provide selfless information through particip

oved. This kind of feedback is a golden nugget. It’s the stuff that allows you to do even better.

Imagine being told that you are doing a great job over and over again. This won’t stretch you as an individual or allow you to grow. Listen to all feedback and take ACTION

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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