Advice You - Business

The secret to successful communication in business and in everyday life is asking the right questions. Understanding the value of effective questioning is probably the single most dominant factor in

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

achieving business success. The way to learn about what people need is to ask a question and then listen carefully to the answer.

What do Oprah Winfrey, Larry King, and Barbara Walters all have in c

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

Examples of combination products may in

mmon? They are all great interviewers. They have the uncanny ability to make people feel comfortable and talk by asking the right questions. The bottom line is that customers and prospects will gl

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

adly volunteer information about what they think they want in pricing, products and services if you ask the right questions. The more questions you ask, the more the customer or prospect will talk,

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

hich allows you to uncover their “hot buttons”. Remember, approximately 90 percent of customers and prospects think about themselves first.

To start, you should always remember the 7 keys to good

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

Combination pro

questioning. It’s a matter of being clever, and being direct. How better to accomplish this than to utilize these 7 keys:

1. Why? For example: Why would you choose software A over software B for

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

your small business expenses?
2. Who? For example: Who would you recommend this product to and why?
3. Where? For example: Where did you first hear about my small business?
4. When?

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

When were you hoping to have project A completed?
5. What? What troubleshooting issues have you discovered while using this program?
6. How? How do you feel about our new shipping polic

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

?
7. Is it? Is it alright if I contact you in the future if I need more information?

You’ve probably already noticed that number 7, “is it” isn’t one of the standard questions that you conside

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

r when you think of posing questions, but “is it” allows you to verify what you have learned by listening carefully to the answers to keys number 1-6. Confirming and verifying what customers are say

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

ng demonstrates to them that you are listening carefully to what is being said, and reassures them that their input matters. It also allows you to better absorb and synthesize what is being stated s

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

Following aspects would a

o that you can put it into its best application.

There is an art to asking the questions. While using the 7 keys to good questions does get you off to a good start, you have to remember to keep thi

dd to the challenges in developing combination products:

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

gs well focused, so that the responses that you receive will be tailored to what you are seeking to discover. Most people have a natural tendency to pose very general questions. However, while cond

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

ucting business, you need to aim to ask questions that are as detailed as possible, so that you will receive a better response, and so that the person with whom you are speaking will know you are a g

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

od listener.

Keep in mind, also, that just because a question is detailed, doesn’t mean that it has to be verbose in any way. Rather, it must simply be worded in a way so that the right information

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

is provided within the response.

For example, if someone were to ask you “how do you start a small business?” that would leave you in a bit of a lurch with regards to what to say and where to start

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

Professional from academic institutions, pharmaceutical industries, health care indust

Additionally, it will necessarily lead to a number of other questions that negate the purpose of asking the original question in the first place: more detailed questions. Don’t waste the time of th

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

e person to whom you are asking questions, don’t waste your own time, and keep confusion to a minimum. A better question with which to begin may have been something more detailed such as: “How do yo

.

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

start a small mail order business in Richmond, Virginia, that deals in laptop computers?” Notice the difference?

The foundation to asking good questions and achieving a wealth of practical answers

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

Companies that provide selfless information through particip

is to apply the 7 keys in a direct and detailed manner. They allow you to get to the root of your question, so that you will gain the information and direction that you need to take specific 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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