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If you’ve read any of my other marketing articles you’ll know that I believe that one of the key foundations of a stron

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

g business is to have “good clients”. From a small business perspective Accountants come high on my list of the type of

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

Examples of combination products may in

companies who make good clients.

So, what it it about accountants that tends to make them good clients? Before I get

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

n to the positives, let me just mention the two great weakness that accountants have as business people. They tend to l

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

ook back rather than forwards. This is probably because of the way they’re trained. They deal with accounts which are a

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

Combination pro

ways in the past. They look at the patterns of the past to work out what went wrong and then try to correct errors to c

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

reate a more profitable future.

The other negative point about accountants is that they tend to be “risk averse.” Yet

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

any small businesses need to take risks in order to move forwards. Sometimes we need to stretch our finances beyond rea

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

sonable limits, and accountants don’t like taking such risks.

Having said all that I still believe that on the whole a

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

countants make good clients. The reasons are that they tend to operate very stable businesses. They are logical and can

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

see the benefits in practical business techniques. They are intelligent and often reasonably creative and open to idea

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

Following aspects would a

s.

Above all they are interested in business, in growth and in profit. It is their interest in growth and profit that

dd to the challenges in developing combination products:

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

akes them open to good ideas for growing their businesses.

When you’re selling to accountants you need a good idea the

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

benefits of which are clear for all to see. Then you must have some really strong logic or evidence that what you’re r

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

commending is likely to work. Accountants are practical people who believe in concrete “evidence” and not in “airy-fair

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

y” ideas.

Present your case well, with good projections of the likely benefits when it’s implemented and you will find

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

Professional from academic institutions, pharmaceutical industries, health care indust

an accountant is paying close attention to what you say. They will ask you intelligent questions. And, once they decide

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

that you’re proposal has merit they will adopt it and support it with a level of resources that it likely to achieve u

.

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

timate success.

My advice to anyone seeking to build a strong business is to have an accountancy practice in their cli

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

Companies that provide selfless information through particip

ent portfolio.

Do a good job for an accountant and they have a lot of clients to whom they can recommend your services

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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Did you ever wonder why people don't buy from you even though you thought everything in your sales process went fine? It is quite difficult for most sellers to step into their buyer's shoes as they are often too driven by their desire to make the sale. Consequently, they don't make enough efforts to get a good understanding of what is going on on the buyer's side and how they could best assist him in his decision making process.

With numerous companies catering to the demand of office equipment supplies, it becomes tough to make a prudent choice. However, it also offers several advantages. With so many companies competing with each other to sell you the office equipment supplies, you can expect competitive prices, excellent service both before and after the purchase and of course, top quality products. There are a number of parameters that may help you decide to opt for one office equipment supplier over another. The time taken for delivery, the delivery locations, the quality of their products, how knowledgeable their staff is, their billing policies and their return policy & warranty agreements are certain important issues that usually help you distinguish between companies and make a choice.

So you have written a great article on your area of expertise, but how are you going to distribute it? This article explains how.

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