Advice You - Business

What style of management best describes you? Of the most common 4 there is a "best" one? Take a look at this list and see which you think you are. Careful, after you read about each you might want to change your mind.

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

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AUTOCRATIC MANAGEMENT
WORK MANAGEMENT
INDIVIDUAL MANAGMENT

DEMOCRATIC PARTICIPANT MANAGEMENT

Autocratic Management

This is the “my way or the highway” manager. You will recogn

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

Examples of combination products may in

ze this by the string of broken salespeople left in their wake. They will get results, but will experience high staff turnover. Their customer relationships are poor and they get very little repeat or referral business. Th

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

result is high advertising costs in an effort to continually find new customers. The cost in human capital,i.e., recruiting and training is even greater.

WORK MANAGEMENT

This manager believes in but does not hav

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

complete trust of subordinates. Their time is spent checking and double checking for errors, abuse of company policy and gets bogged down in details that do not promote sales. Their focus is on organization and structure.

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

Combination pro

Important yes, but not the main objective. Selling is secondary to this manager. This style makes a great assistant sales manager under the right guidance.

INDIVIDUAL MANAGEMENT

Confidence and trust in his people

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

is the strong suit of this manager. They share information freely with salespeople and are "one of the gang". This can lead to confusion if the need arises to exert the authority of their position.

DEMOCRATIC/PARTICIPA

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

T

According to A. L. Mazlow, renowned management expert, 80% of employees respond positively to this style.

Since style number 4 is the most desirable lets find out why.

Is involved. Takes action.

Are you a

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

anager who creates business? When business is slower than you would like what steps do you take? Use slower periods for one-on-one sessions with your salespeople. Schedule additional training. Do now allow your people to b

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

idle.

Has empathy and genuine concern for employee growth and success.

This is worth repeating...THEY DON'T CARE HOW MUCH YOU KNOW UNTIL THEY KNOW HOW MUCH YOU CARE. You are the person they look up to. 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 your responsibility to help them. They have to know you have their best interest at heart. At All Times.

Solves problems through the use of knowledge and expertise.

Your people will respond to "let me help you"

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

Following aspects would a

much quicker than "because I told you to do it this way". Show them why your way is beneficial to their success. It may take a few moments longer but the result is long lasting.

Create change when necessary, not for th

dd to the challenges in developing combination products:

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

sake of change.

People like stability. Do not get on the program of the month club. Find what works and stick with it. This allows your team to concentrate on selling, not learning the new program.

Develop people

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

for the future.

You will find no greater satisfaction as a Sales Manager than seeing one of your people receive a promotion. You are the one who gave them the skills and knowledge. You helped them succeed. They will

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

ot forget you. I receive phone calls, cards and letters from people who are General Managers, General Sales Managers and Sales Managers who started as beginning salespeople that thank me for what I taught them. It is a hum

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

ling and rewarding feeling...YOU Can Never Get what YOU want until You help someone else get what THEY want.

Create a clear road map to achieve objectives.

You are the leader, they want to know how to get there.

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

Professional from academic institutions, pharmaceutical industries, health care indust

Do you have a plan? Is it clear cut and understandable? Does everyone know what part they play in your plan? What is their plan? Do they know their daily schedule?

Be pro-active, not reactive

When dealing with pot

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

ntial adversity it isn't always going to go your way. You must be the calming force. Take time to collect your thoughts before you say anything. Be the leader and teach your people how to deal with downturns in business, c

.

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

stomer relations problems or employee unrest.

Create a sense of belonging.

Everyone needs to belong. It reassures us. It is a place of comfort. Make your workplace that place.

Invite input.

You do not k

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

Companies that provide selfless information through particip

ow it all. Sorry to burst your bubble. Your people have great ideas. People who are newer to your business see things from a different and fresh perspective. Listen to what they say and evaluate their ideas and suggestions

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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Advice You - Your Management Style

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