Advice You - Business

If you take only one piece of advice about public speaking, make sure that it is this pearl of wisdom. If you focus on this one simple thing, the number of times

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

you say “uhm” won’t matter. If you focus on this one thing, your gestures and not knowing what to do with your hands won’t matter. If you focus on this one thin

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

Examples of combination products may in

g, then the occasional loss of train of thought won’t matter. In fact, if you focus on this one simple thing, you can break just about every rule that public spe

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

akers are supposed to abide by, and you will still win over your audience.

This one simple rule has transformed countless mediocre speakers into good speakers,

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

scores of good speakers into great speakers, and numerous great speakers into world-class speakers.

This simple rule that can make or break a speaker is… ENTHUS

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

Combination pro

IASM.

That’s right, if you have a little excitement in your talk and a spring in your step, people pay attention. Your audience will have just about as much exc

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

itement about your talk as you do, and no more. So, if you want to win over your audience, add a sparkle of enthusiasm.

One of my mentors told me that there are

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 rules to live by in the world of professional speakers. She said, “Rule number one is to never speak on a topic that you yourself are not enthusiastic about

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

, and rule number two is that if you ever violate rule number one, fake it ‘til you make it.”

Frank Bettger in his book How I Raised Myself from Failure to Succ

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

ess in Selling said it a different way. He said, “If you act enthusiastic, then you’ll be enthusiastic.”

For those of us who get nervous in front of groups, it’

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

s even easier. In the previous chapter I pointed out that 90% of our nervousness doesn’t even show. Let’s look at the other 10%. When we are nervous, we often cu

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

Following aspects would a

t out preambles and get right to the point, our rate of speech typically speeds up, we tend to move around a lot more, and we may move our hands around more than

dd to the challenges in developing combination products:

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

normal. Well, when we are excited about something, we do the exact same things.

Years ago, when I was a sales manager, I was often amazed at the number of time

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

s that a brand new sales person without a lot of product knowledge and absolutely no experience, could close sale after sale while my more seasoned people were s

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

truggling. The more times I went on sales calls with these new people, the more I started to notice a pattern. New salespeople are often nervous, so when they wa

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

lk into an office on a sales call, they tend to cut right to the chase. They also generally talk faster because they are afraid they’ll forget something. They ha

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

Professional from academic institutions, pharmaceutical industries, health care indust

ve a tough time sitting still because of the nervousness, so they move around a lot.

I noticed that these symptoms of nervousness worked to the advantage of the

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

se new salespeople, because their prospects looked across the table at salespeople who appeared to be extremely enthusiastic about what they were selling. I woul

.

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

d imagine that these potential buyers were saying things to themselves like, “if this person believes so much in this product, it must be good.”

We as speakers

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

Companies that provide selfless information through particip

can also use our nervousness to our advantage. When we turn that pent up nervousness into energy and enthusiasm, our audience can’t help but be energized as well

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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