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Clients work with professionals whom they trust. Building trust is an ongoing process. Here are 10 ways to build trust with both old and new clients.

1. Kee

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

p your agreements with your clients – If you promise delivery on a particular day, make sure to deliver when it was promised. Even something as small as the

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

Examples of combination products may in

ime you have scheduled an appointment is an agreement. Each time you break an agreement with a client, you break the trust.

2. Create realistic client expect

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

tions – Help the client to understand exactly what you will do for him or her. Put boundaries around what is included in your service and what is not. What

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

will create extra charges? How and when will you be billing the client? Living up to the expectations you create helps your clients to take you at your word.

3

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

Combination pro

Help client to understand the process – If your client understands how you and your office works the client can then know what to expect and when to expec

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

it.

4. Explain your plan and strategy – Not only does the client need to understand your office procedure but also what the plan and strategy is for his/

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

her particular case. This will help client to know what to expect and when to expect it. Trust comes when the client feels confident and comfortable with the pl

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

n and the strategy.

5. Never over promise – It is tempting to promise whatever the client requests without consulting a schedule or asking if it is doable

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

Over promising often causes broken agreements and thus broken trust.

6. Carefully explain the client’s role – When a client is clear on what his or her

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

ole is then the client gets clear on what progress can be made without his or her involvement and what needs his or her input before moving on. Getting really cl

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

Following aspects would a

ear on what the client needs to do to move his or her case forward, helps you work as a team and builds trust.

7. Discuss potential pitfalls – Nothing dis

dd to the challenges in developing combination products:

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

urbs the trust of a client more than when something unexpected happens. (If it is good of course you can celebrate! Whew!) Guard against something negative happen

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

ng as a surprise by discussing the potential pitfalls with the client.

8. Review the agreement in detail – Any agreements that the client is going to have

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

to make should be discussed in detail. Trust is built over a long period of time but it can be broken easily. A surprise that results from an agreement the cli

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

nt made but is unaware of breaks that trust quickly.

9. Avoid making the client feel stupid – No one likes to feel stupid. If clients feel that you think

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

Professional from academic institutions, pharmaceutical industries, health care indust

they are stupid they will no longer entrust you with their ideas or thoughts. Clients who don’t feel valued by the professional may stop trusting that person. Pr

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

ofessionals probably don’t set out to make a client feel stupid. In fact it may be an attitude, an inadvertent comment, or a look that gives the client that impr

.

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

ssion. Be aware of your inner thoughts. They show up without your noticing. Use careful language.

10. Don’t allow interruptions at meetings – If you tak

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

Companies that provide selfless information through particip

interruptions during meetings with clients it makes them feel they are not important to you. Eventually you erode the good will and trust that you had with them

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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