Useful Advices - Business

We all know what it’s like when a meeting doesn’t go smoothly. Discussions get derailed, tempers start to fray, and things are seldom resolved t

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

o everyone’s satisfaction. In such situation, the problem is often the result of poor communication—and poor communication is frequently caused b

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

Examples of combination products may in

poor listening.

Fortunately, there are some simple techniques which can be used to mitigate this problem. The most basic of these is called “a

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

tive listening.” Now, I know what you’re thinking; this sounds like some goofy technique that simply states the obvious and wastes one’s time.

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

he problem, however, is that most people consider themselves to be good listeners, but very few actually are.

An active listener does three impo

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

Combination pro

tant things:

First, he looks and sounds interested in the speaker. This requires looking directly at the speaker, maintaining eye contact if pos

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

sible. By doing so, we let the speakers know that we are genuinely interested in what they have to say. (Admittedly, in many Western cultures,

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

oo much eye contact can make the speaker feel self-conscious. The key is to strike a balance, giving the speaker enough attention to convey unde

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

standing and interest.) It also helps to use vocalizations such as "uh-huh" and "yes" to encourage the speakers to continue.

Second, an active

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

istener strives to adopt the speaker's viewpoint. Try to see things from her point of view—especially if you find yourself disagreeing! Avoid in

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

errupting or finishing that person’s sentences. Even if you disagree, try to suppress your initial reactions and respond from the speaker's fram

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

Following aspects would a

e of reference, not your own. Expressing dissent too quickly can be disastrous, if one has not properly understood a colleague’s point of view.

dd to the challenges in developing combination products:

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

Of course, it may be necessary to express disagreement—perhaps even strong contention—but one shouldn't do that without thoroughly understanding

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

he speaker's point of view.

Third, attempt to clarify the speaker's thoughts and feelings. This will help as one seeks to understand the other

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

erson. One way to do this is to ask open-ended questions, such as "How do you feel about this plan?” or “What is your specific recommendation?”

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

ather than close-ended ones (e.g. "Is the plan on schedule?').

Another helpful approach is to use reflective listening techniques. Reflective l

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

Professional from academic institutions, pharmaceutical industries, health care indust

istening is a powerful tool for ensuring that we have understood the speaker’s ideas—and it’s a great way to make that person feel that he has be

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

n listened to and appreciated. We’ll say more about reflective listening techniques in Part II of this article.

Active listening does not come

.

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

aturally to most people. It is a skill that must be developed, but can be cultivated with only a modest amount of effort. Moreover, it is essen

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

Companies that provide selfless information through particip

ial if we want to have smooth and effective meetings to go smoothly, in which we have properly understood the issues and everyone’s point of view

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 - Listening Techniques For More Effective Meetings, Part I

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