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Advice You - Why Your Clients Will Pay More
It's a fact. Clients will always pay you more than you realize.
How do I know? Because price is not the be-all-and-end-all of
why your clients hire you. It's usually third, even fou
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
rth on
their list of important reasons why they'll choose your service
over someone else's.
Let me get right to the point here. If you focus first on what matters most to your cli
Let me get right to the point here. If you focus first on what matters most to your cli
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
nts, the topic of price stays just
that—a topic, not an issue.
Here are 3 things your clients care about MORE than price (hint: focus on over-delivering on each of these and price
Here are 3 things your clients care about MORE than price (hint: focus on over-delivering on each of these and price
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ill rarely,
if ever, keep a client from hiring you):
*Quality
Quality seems to come up often when you're talking about a product but rarely when it's a service. But why not? Quali
*Quality
Quality seems to come up often when you're talking about a product but rarely when it's a service. But why not? Quali
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
y
counts no matter what your business!
What are the quality indicators your clients want with a service like yours? For example, in my business, quality indicators are the high va
What are the quality indicators your clients want with a service like yours? For example, in my business, quality indicators are the high va
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ue of the information I provide. Do my courses and
products actually deliver results? Is my information somehow
different, or presented differently than information on the same
top
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
c offered elsewhere?
Obviously, the answer has to be 'yes!' to satisfy my clients' idea of quality.
What indicators of quality are your clients most concerned with? List at least
Obviously, the answer has to be 'yes!' to satisfy my clients' idea of quality.
What indicators of quality are your clients most concerned with? List at least
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
hree right now.
*Service
Is your service easy to understand and use? If you offer support, is it fast and friendly? These may seem like no-brainer points to make but unless you ta
*Service
Is your service easy to understand and use? If you offer support, is it fast and friendly? These may seem like no-brainer points to make but unless you ta
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
e a good look at how you stack
up in the area of service, you might be missing an important
opportunity to come through ahead of your competition in the
eyes of your clients.
For
For
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
xample, my website developer, Kevin of
www.AcornCreative.com and his team (thanks Renee!) did an
outstanding job at meeting my tight goal-line with my website
makeover. Every phone
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
call and email was answered promptly.
Fixes were handled promptly. I knew where I stood every moment
of the project. I felt like their only client for the week's
duration of my pro
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ect. I loved it!
Where can you be as prompt and effective answering questions and serving your clients? No matter how good a job you're already doing, there's at least one area you
Where can you be as prompt and effective answering questions and serving your clients? No matter how good a job you're already doing, there's at least one area you
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
an strengthen. Choose the
area that means the most to your clients, not to you.
*Delivery
Your clients are paying you to deliver a result. Period. So how quickly, easily, efficien
*Delivery
Your clients are paying you to deliver a result. Period. So how quickly, easily, efficien
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
ly, nicely, excitingly, can you make
good on your delivery promise? No one likes to wait these days,
least of all a client. When you deliver what they need, when
they need it, they
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
love you!
For example, in my HorseWise Brilliance Unbridled program my clients want a way to stand out from the crowd but they have no idea how to do that. I make sure in the 3-day
For example, in my HorseWise Brilliance Unbridled program my clients want a way to stand out from the crowd but they have no idea how to do that. I make sure in the 3-day
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
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
retreat that we
create their brand. Plus we create a starter list of simple ways
to immediately cause their clients to sit up and take notice.
I promise they'll achieve their brand
I promise they'll achieve their brand
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
and by the end of the
second day I see the looks of astonishment and delight light up
their faces because they have it and they can't believe how easy
it was!
Where can you excel
Where can you excel
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
t delivering your service? Think better,
faster, easier. What can you tweak to come through in the areas
of quality, service and delivery? These are the bells and
whistles your cli
.
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
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
nts care about and will happily pay for, every
time!
*
You are welcome to publish this article in its entirety, electronically, or in print free of charge, as long as you inc
*
You are welcome to publish this article in its entirety, electronically, or in print free of charge, as long as you inc
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ude my full signature file for ezines, and my Web
site address in hyperlink for other sites. Please send a
courtesy link or email where you publish to
Kendall@KendallSummerHawk.co
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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