Advice You - Business

Most of us have watched enough television to get an idea of how an attorney presents his

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

side of the argument in a trial. Like all good public speakers they

Tell the jury

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

Examples of combination products may in

what they are going to tell them
(the opening argument)

Tell it to them
(the

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

presentation of the facts) and

Tell them what they told them
(the closing argumen

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

t)

Selling is the same thing. A professional salesperson

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

Combination pro

ells the customer what they are going to tell them
(The opening statements you make

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

to your customers)

Tells it to them
(Your presentation) and

Tells them wh

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 they told them
(The close) When you look at your skills in each of these

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

areas what do you see?

During your opening
Are your opening stat

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

ments ones designed to entice the interest of your customer?
Do you present a profes

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

sional image?
Do you speak professionally?
Do you have something of benefit for

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

Following aspects would a

your customer or just hoping they have time to see you?

When you present the

dd to the challenges in developing combination products:

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

facts to the jury
Is your presentation enthusiastic?
Do you know your produ

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

ct?
Are you proud to represent your company?
Are you showing your customer the

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

ight product?

During your closing argument
Have you overcome every o

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

bjection?
Have you fulfilled the customer's needs?
Can you assure them you can

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

Professional from academic institutions, pharmaceutical industries, health care indust

eliver the goods?

Professional salespeople, like professional attorneys, are hig

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

hly paid because they understand every element required to present a winning case. They

.

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

tudy and prepare for their moment onstage. They also understand that nothing works 100% o

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

Companies that provide selfless information through particip

f the time.

In the sales business, like the law business, leave nothing to chance.

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 - Presenting Your Case to the Jury

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