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Advice You - Business Coach Explains To You How To Add Value
There are many business owners and staff that are unaware of how much they are damaging their business – by not doing the ‘little things’ that add value to their product or service.
Seemingly simple or even
Seemingly simple or even
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
trivial things can make the difference between an unhappy customer and a raving one.
But there’s a warning here.
Adding value, or going the extra mile doesn’t usually mean you have to walk over hot coals
But there’s a warning here.
Adding value, or going the extra mile doesn’t usually mean you have to walk over hot coals
; 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
or your customers.
And it doesn’t mean you have to give away profit either.
In most situations it’s the opposite.
All you have to do is the little things – the ‘little things’ that make a big difference t
And it doesn’t mean you have to give away profit either.
In most situations it’s the opposite.
All you have to do is the little things – the ‘little things’ that make a big difference t
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
the CUSTOMER.
So don’t worry about giving away a lot of product, or a lot of times to ‘add value’ just use plain old good manners.
Let me give you an example.
I worked with a business that installed comp
So don’t worry about giving away a lot of product, or a lot of times to ‘add value’ just use plain old good manners.
Let me give you an example.
I worked with a business that installed comp
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ter cabling. The size of a good order was about $50K to $250K worth of cabling.
The technicians that installed the cable were specialists and had a high degree of specialized knowledge. And they believed th
The technicians that installed the cable were specialists and had a high degree of specialized knowledge. And they believed th
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t they were doing a great service to their client by installing their cables.
But they got a lot of complaints… and do you know what for?
‘Trivial things’ as the technicians called it…
The customers were
But they got a lot of complaints… and do you know what for?
‘Trivial things’ as the technicians called it…
The customers were
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
omplaining about the dust, hand prints and foot prints left on their work desks.
You see the technicians usually had to get into the ceilings of the offices to lay the cables, and that meant standing on tab
You see the technicians usually had to get into the ceilings of the offices to lay the cables, and that meant standing on tab
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
es.
When the technicians got into the ceilings dust would start falling down onto the tables.
The ‘tables’ they had to stand on, and the ‘tables’ that collected all the dust were the customers work station
When the technicians got into the ceilings dust would start falling down onto the tables.
The ‘tables’ they had to stand on, and the ‘tables’ that collected all the dust were the customers work station
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
.
And the customers hated it.
The customers also complained that their computers had been moved.
Despite the regular complaints the technicians just laughed it off with a ‘get over it’ attitude.
And it c
And the customers hated it.
The customers also complained that their computers had been moved.
Despite the regular complaints the technicians just laughed it off with a ‘get over it’ attitude.
And it c
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
st the business thousands upon thousands over a number of years.
Their referral rate was nil, and they started losing long time customers.
And they couldn’t work it out.
To them it didn’t make sense.
Aft
Their referral rate was nil, and they started losing long time customers.
And they couldn’t work it out.
To them it didn’t make sense.
Aft
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
r all they were doing highly specialized work that only highly trained people could do and the complaints were about ‘footprints’ and ‘dust’.
To them it didn’t make sense… but if you were the customer – how
To them it didn’t make sense… but if you were the customer – how
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
would you like it if someone came in and left ‘stuff’ all over your desk, moved your computer, and your ‘special’ things you have around it?
People get protective about their property.
And as a service to
People get protective about their property.
And as a service to
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
hem, we need to respect their property.
So with some customer service training and some standard operating procedures we fixed the ‘problem’
Now the business cleans up after themselves and makes sure every
So with some customer service training and some standard operating procedures we fixed the ‘problem’
Now the business cleans up after themselves and makes sure every
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
hing is left spotless.
Instead of stepping on desks – they have their own customized step ladders.
It’s the businesses way of ‘adding value’ and going the extra mile.
And it only cost a little bit of time
Instead of stepping on desks – they have their own customized step ladders.
It’s the businesses way of ‘adding value’ and going the extra mile.
And it only cost a little bit of time
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
which of course was chargeable to the customer. And the customer was happy about paying it, because they were happy.
Here’s another example…
I have a graduate that cuts down oversized trees in people yard
Here’s another example…
I have a graduate that cuts down oversized trees in people yard
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
. When he’s cutting down trees sawdust flies everywhere… so he covers the flowers and garden with material to stop the sawdust flying into areas that the customers hates.
It’s my clients’ way of being uniqu
It’s my clients’ way of being uniqu
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 adding value.
Another client of mine services computers. And when they service the computer they clean it up so that it looks like new. The customer can’t tell what the technicians have done to the ins
Another client of mine services computers. And when they service the computer they clean it up so that it looks like new. The customer can’t tell what the technicians have done to the ins
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
de of the computer, but by making the outside look clean and spotless – like it was new, the customer thinks – ‘gee they must have done a great job’.
It’s the little things that add value and make you diffe
It’s the little things that add value and make you diffe
.
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
ent.
There are numerous ways of adding value to your customers. And it doesn’t have to involve money – it usually just involves manners.
Treat people better than you’d expect to be treated.
That way you’l
There are numerous ways of adding value to your customers. And it doesn’t have to involve money – it usually just involves manners.
Treat people better than you’d expect to be treated.
That way you’l
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
add value, delight your customers – and you’ll grow your business successfully.
That’s the 16th secret of business growth – add value by using manners.
Copyright © 2006 by Casey Gollan. All Rights Reserve
That’s the 16th secret of business growth – add value by using manners.
Copyright © 2006 by Casey Gollan. All Rights Reserve
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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