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Advice You - A Business Coach's Top Ten Tactics for Marketing Professional Services
Marketing professional services is a real and difficult challenge. The challenges of marketing professional se
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
rvices are different from those of marketing products. Two major reasons for the differences are that clients
; 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
cannot see or touch professional services before they buy them and the professional services are often produced
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
and consumed simultaneously. And another reason is that marketing professional services is split among marketi
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ng, sales, professional and management staff instead of a dedicated marketing and sales force.
How do you meet
How do you meet
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
these challenges? What tactics really work in marketing professional services? To answer those questions, I
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
researched what successful professional service firms do and also drew upon my personal experiences of more tha
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
two decades of marketing professional services for others and myself. Based upon my research and my own profe
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ssional experience, I developed a Top Ten Tactics for marketing professional services.
My top ten tactics for
My top ten tactics 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
arketing professional services are:
1. Develop a list of your 100 most desired clients.
2. Develop and im
1. Develop a list of your 100 most desired clients.
2. Develop and im
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
plement a client relationship program.
3. Arrange business development meetings with existing, past and prospe
3. Arrange business development meetings with existing, past and prospe
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
ctive clients on a regular basis.
4. Network, network and network!
5. Conduct focused seminars and workshops
4. Network, network and network!
5. Conduct focused seminars and workshops
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
f interest to your target markets.
6. Arrange speaking engagements with your target market’s industry and pro
6. Arrange speaking engagements with your target market’s industry and pro
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
fessional organizations.
7. Write articles for professional and trade publications on current topics of intere
7. Write articles for professional and trade publications on current topics of intere
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
t to your target markets.
8. Publish and distribute a newsletter.
9. Generate positive publicity for your com
8. Publish and distribute a newsletter.
9. Generate positive publicity for your com
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
pany.
10. Get involved in the communities where you work and live.
You may rank these tactics differently tha
10. Get involved in the communities where you work and live.
You may rank these tactics differently tha
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
me, but I hope you will compare a list of your current tactics with this list and look for potential areas to
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
make real improvements in your professional services marketing efforts.
If you are interested in learning more
If you are interested in learning more
.
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
about successfully marketing professional services and how a business coach can provide guidance in that area,
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
please contact Glenn Ebersole through his website at www.businesscoach4u.com or email Glenn at jgecoach@aol.com
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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