Cases - Business

It is that time of year when all professional and dedicated sales professionals should be focusing on what they want to achieve next year. Having said that, most people, and I would estimate 80%, because Pareto’s principle i

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

s always pretty accurate, will not set objectives and in failing to plan will in effect, be planning to fail.

The greatest difficulty most people have is knowing where to begin, so here are some thoughts that will hopefully assist you in

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

Examples of combination products may in

constructing an achievable plan for the next twelve months and beyond.

You have to set yourself goals, become goal orientated and a goal achiever - otherwise you will drift through life like a ship without a rudder hoping to be swept in

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 a “harbour of opportunity” Unfortunately, without a rudder, you are more likely to end up on the rocks and in later life look back in frustration: “I could have” “If only I had” etc, but by then it will be too late.

Do You Have A 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

fe Map? – If Not, Think Of The Pilot:

Before a pilot takes off he knows the distance and the payload; he has assessed the weather conditions at departure and arrival points and he has contingency plans should those conditions dramati

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

Combination pro

cally change in any way.

He is the manager of his crew, he is prepared at all times for the unexpected and he is capable of making instant decisions. He is also able to psychologically accept the mundane

What Have You Been In The Pas

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

t? Making An Honest Appraisal:

The objective of appraising your past performance, whether that is last year or your entire life is to improve and capitalise on your strengths and eliminate your weaknesses or limitations. Completing a

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

SLOT analysis regularly will help you enormously.

The SLOT analysis can be an extremely useful technique for you to think about what you can offer relative to your external environment and helps you to take stock of your po

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

sition so that you can plan your future development.

S = Strengths:

What can I do well? What are my best skills and attributes? Where do I have the greatest talent? (Try to illustrate your ideas with concrete examples.)

L

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

= Limitations:

What am I less good at? (In which aspects of your work and personal life do you need improvement? Is the improvement needed large or small?)

O = Opportunities:

What is currently happening that can give me the opp

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

rtunity for personal growth and improved performance? As technology changes and society advances what new opportunities will occur that I can take advantage of?

T = Threats:

What changes or forces may affect my current situation

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

Following aspects would a

or act as a barrier to future development? Which people might get in the way? How could I sabotage my own development?

The Strengths and Limitations elements are personal to you. Opportunities and Threats lie

dd to the challenges in developing combination products:

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

in the external environment.

Use Your SLOT Analysis To:

• Identify how you can maximise the use of your strengths

• See how you can compensate for your limitations

• Identify opportunities, particularly ones that may not be imm

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

ediately obvious

• If at all possible, see if threats can be turned into opportunities

What you have been in the past can only have two influences on the present – positive or negative. I believe that successful people have invisible pl

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

stic wings on their shoulders and this prevents them continually looking back: They only take good experiences forward with them, casting off disappointments, errors of judgement and unhappy times.

Negative people on the other hand, do l

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

ook back over their shoulder often and carry all the bad experiences forward with them in a large sack on their back. They expect the future to be very much the same as the past and it usually is – this is of course, the “Phenomenon Of

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

Professional from academic institutions, pharmaceutical industries, health care indust

Fulfilled Expectation”

And yet, ask a group of divorcees who have since re-married, if they are happier now with their new partners and you can be sure that they will be. Ask anyone who has gone through the stressful experience of r

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

dundancy and then found another job, if they are not now happier and more secure – they will be. So you see the future really is better than the past if we choose to make it so, we have to attack the future fearlessly to achieve a better

.

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

tomorrow

“The winners in life constantly think in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don't do”. Dennis Waitley

Are you ready to

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

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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EFT transactions are transmitted through an automated clearinghouse. This is known as an ACH operator and is a secured and preprogrammed system. It functions as a clearing facility controlled by private organizations or a Federal Reserve Bank and is a recognized system for inter bank electronic fund transfers. The National Automated Clearing House Association (NACHA) governs these systems and is responsible for their functionality.

Customer Delight = Customer Expectation plus 1. This was the simple formula for delighting your customers that Ken Blanchard informed us of in his book “Raving Fans”. For me this is a great formula, but in itself it also raises a number of questions. For example, to deliver a plus one, to exceed something, you must know what that something is in the first place… so do you? Do you know what your customer expectations are at each moment of contact? I am constantly surprised by how many of our clients don’t. They have their own personal opinions of what their customers’ expectations are, they believe they know, but can they show me evidence, no! They perhaps show me a survey they conducted over 10 years ago and say “I’m sure it’s the same now

Are you simply looking for publicity, or do you want public relations that really CAN change individual perception and lead to equally changed stakeholder behaviors that help you get your PR money's worth?

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Cases - Professional And Dedicated Sales Professionals Are Busy Setting Goals And Objectives For 2007

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