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Just Other Articles - What is Your Prospect REALLY Telling You?
Do you read between the lines when you are talking to your prospects and clients? If not, you are missing some v
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
aluable information.
If you are wondering what it means to "read between the lines" let me explain. In order to
If you are wondering what it means to "read between the lines" let me explain. In order to
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
really understand what someone is communicating to you, you need to listen beyond the words that they say. Thei
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
r tone of voice, their facial expressions, and their body language can actually tell us a lot more than the words
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
that they choose.
I recently stood up to speak at a networking meeting and could tell the group was "with" me.
I recently stood up to speak at a networking meeting and could tell the group was "with" me.
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
They were looking at me, nodding when appropriate, laughing and smiling - there was very good energy.
And then,
And then,
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
I blew it! Later in the meeting I had an opportunity to stand up and give my one minute pitch. During my pitch
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
, I actually noticed several people looking down. "Wow!" I thought, "What is going on?" The energy changed. I d
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
idn't get smiles. In fact, I got the feeling the group was feeling uncomfortable with what I was saying. It did
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
n't take long for me to realize I was "selling" - and that is was pushing my audience away.
Learning to pay atte
Learning to pay atte
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ntion to the non-verbal side of communication can really make a difference. If your prospect is standing there w
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ith arms crossed, or glancing at their watch - it is time to move on! On the other hand, if they are smiling, no
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
dding and asking questions, they are "telling" you that they are interested.
What can you do if you notice someo
What can you do if you notice someo
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
ne "pulling back" during a conversation?
1. Put the focus back on them by asking them a question.
2. Gently c
1. Put the focus back on them by asking them a question.
2. Gently c
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
heck your interpretation by saying something like, "I'm getting the impression that you disagree. Will you tell
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
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
me your thoughts?"
3. Recognize that they may have somewhere else to be. You might say, "I'd love to talk with
3. Recognize that they may have somewhere else to be. You might say, "I'd love to talk with
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
you more about this when you have more time."
Pay extra attention to the body language of the people to whom yo
Pay extra attention to the body language of the people to whom yo
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
u speak. You will significantly increase your ability to understand what they are thinking and feeling. This un
.
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
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
derstanding greatly effects your chances of getting your message across.
Best wishes!
Leigh Ann Rodgers, M.Ed.
Best wishes!
Leigh Ann Rodgers, M.Ed.
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
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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