Advice You - Business

There are a million reasons to call a prospect—all of them proper and official.

For instance, you can call to tell th

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

em about a special sale, to introduce a new product, to alert them to a company-sponsored event.

You can remind them

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

Examples of combination products may in

to stock up on an item that is facing an impending shortage. The list, as you know, goes on.

But, there is one reason

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

to call that never goes out of style, and it earns you lots of relationship credits in the Bank of Human Appreciation

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

:

Just calling to say hello.

We do this with family and friends, so why not with clients?

I suspect many of us feel

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

Combination pro

we’re wasting everybody’s time if we don’t begin a conversation with an official, sanctioned reason for our communica

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

tion. Maybe, we feel we’re going to embarrass ourselves by making nothing but small talk.

But here’s what happens whe

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

n you have no official agenda. After asking Bill if he’s been getting out on his boat, or up to the mountains for a li

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

ttle skiing, he’ll open up and generate an official reason for the call.

He’ll probably say, “You know I was thinking

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

about you the other day. I know a guy who could probably use your services.”

Wow, that’s a referral. I can’t tell yo

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

u how many salespeople complain that they feel odd asking for referrals. Isn’t it nice when they just crop up, seeming

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

Following aspects would a

ly by themselves?

This is just the type of serendipitous perk that you get when you call for the heck of it.

I’ve fo

dd to the challenges in developing combination products:

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

und that it’s also a good time to hear what’s happening of consequence in your client’s industry. When I speak to my u

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

niversity contacts around the county, I make a point of asking what courses are doing especially well for them.

Alway

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

s, I hear about new ones that have been flying, to that point, totally under my radar. I may not want to offer the sam

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

e programs, but knowing that more resources are being placed behind them tells me something about the future direction

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

Professional from academic institutions, pharmaceutical industries, health care indust

of my sponsors.

When I check in with the next campus, situated hundred or thousands of miles away, I can mention wha

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

t seems to be working for my other client.

Because your conversation doesn’t have an official agenda, it’s very relax

.

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

ing, and that mood is conducive to doing more business. Everybody appreciates interactions that carry less stress.

Yo

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

Companies that provide selfless information through particip

u don’t want to overdo these calls. One a month, or every other month, might do wonders for you and for your customers

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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When you are at a seminar, workshop, or other networking event, are you using it for its full marketing potential? Author Wendy Maynard offers some powerful suggestions to make your next event a money-making endeavour.

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