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How much of your marketing effort is dedicated to marketing and obtaining new clients or customers? Are you devoting your entire marketing effort to find new clients? Or are you using s

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

ome strategic thinking and developing a strategy to get back in touch with former clients to gain new business from them? It has always intrigued me in my business coaching and business

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

Examples of combination products may in

onsulting practices that so many businesses give very little effort to or totally ignore past clients and customers that are no longer active.

Not keeping in touch with former clients an

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

customers is very short-term thinking and definitely is not strategic thinking. Actually, former clients and customers can be the best source of new business for you. Remember, it cost

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

anywhere from 2 to 40 times as much to acquire a new client or customer than to keep an existing client or customer. With this in mind, Your Strategic Thinking Business Coach offers the

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

Combination pro

following 8 strategic steps to gain new business from your former clients and customers by building an effective contact program.

Strategic Step #1: Develop a list of all your former cl

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

ents and customers, as well as centers of influence and other referral sources. This may mean sorting through old business cards, address lists in word processing files or old address bo

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

oks, etc, You should also put on that list the names and contact information of friends, colleagues, suppliers, professional associates, etc. The most important thing is to compile the l

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

st and then you can look at the list later to determine if any contacts should be deleted.

Strategic Step #2: Determine the message you want to deliver to the contacts on your list. Y

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

u do not need a specific reason to contact them. It is legitimate to contact them to see how they are doing and to “just touch base” with them. When developing your message, you must in

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

orporate what action you want the recipient of your message to take after receiving it.

Strategic Step #3: Determine the methods of contact to deliver your message. This will probably

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

Following aspects would a

nclude: telephone calls, an email, or a letter. The key here is to be as personal as possible when you make the contacts. You will probably break your list into categories of method of

dd to the challenges in developing combination products:

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

contact.

Strategic Step #4: Determine the number of contacts you want to make and within what specified time period. Prioritization of your contact list is a strategic thinking move.

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

ou only have so much time, so use it wisely and strategically. This may also cause you to do a “time-released” contact due to the needed follow-up after the contacts.

Strategic Step #5:

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

Determine your “follow-up” plan. This will be dependent upon what action you have asked your contact to take after receiving your message. You must commit to making sure you do the fo

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

low-up contacts in a timely manner.

Strategic Step #6: Develop and implement a tracking program so you can evaluate the effectiveness of your client/customer contact program.

Strategic

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

Professional from academic institutions, pharmaceutical industries, health care indust

Step #7: Commit to continuous improvement in your client/customer contact program. Review your efforts on a regular basis and adjust your program as needed.

Strategic Step #8: Seek ou

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

side advice and assistance from a business coach or marketing consultant to gain additional insights and to be sure you hold yourself accountable in this effort.

Your strategic thinking

.

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

usiness coach encourages you to fully realize the benefits of business coaching to strategically market and grow a profitable business. If you would like to learn more about how a strate

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

Companies that provide selfless information through particip

ic thinking business coach can facilitate and guide you in that endeavor, please contact Glenn Ebersole today through his website at www.businesscoach4u.com or by email at jgecoach@aol.co

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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