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Digg It - Sowing and Growing Your Network
The N-word! We all know the value of networking and we feel we should be doing more of it. Unfortunately, for too many of us the very thought of attending an event where we have to mix and mingle with total strangers is enough to drive us into hiding until it's all over! What a pity we often force ourselves to go to a potentially great conference, but we're so busy worrying about the networking part th
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
at we forget to enjoy the event!
But networking is like so many other activities in life—it's easy when you know how. I call the process "Sowing and Growing Your Network" because it has two distinct, but equally important, parts.
Sowing Your Network
Over the years, people have often told me they don't "do" networking any more because it doesn't work. When I hear this, I know that person has committe
But networking is like so many other activities in life—it's easy when you know how. I call the process "Sowing and Growing Your Network" because it has two distinct, but equally important, parts.
Sowing Your Network
Over the years, people have often told me they don't "do" networking any more because it doesn't work. When I hear this, I know that person has committe
; 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
d at least one, and perhaps all three, of what I call the three cardinal sins of networking.
1. The first cardinal sin of networking is selling. Oh dear, is that what you thought it was all about? Well, although networking can be an integral part of the selling process, the two are distinctly different. Have you ever been circulating happily at a networking event (even at one of your own conferences o
1. The first cardinal sin of networking is selling. Oh dear, is that what you thought it was all about? Well, although networking can be an integral part of the selling process, the two are distinctly different. Have you ever been circulating happily at a networking event (even at one of your own conferences o
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 tradeshows), when suddenly someone has you backed into a corner trying to sell you mutual funds? That's the cardinal sin!
If you meet someone who seems to be a good prospect for your services, tell the person you have some information they might find useful and would like to meet or speak on the phone later to discuss it. If the person seems open to this, be sure to get their business card and make
If you meet someone who seems to be a good prospect for your services, tell the person you have some information they might find useful and would like to meet or speak on the phone later to discuss it. If the person seems open to this, be sure to get their business card and make
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
the call as arranged. That's the time to go into selling mode.
2. The second cardinal sin of networking is asking for or offering someone a job. Certainly, job hunting is another reason for active networking, but once again it's only part of the process. If you meet someone who seems a good candidate for a position you need to fill, follow the same process I've described above. If you begin discussing
2. The second cardinal sin of networking is asking for or offering someone a job. Certainly, job hunting is another reason for active networking, but once again it's only part of the process. If you meet someone who seems a good candidate for a position you need to fill, follow the same process I've described above. If you begin discussing
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
the job opportunity in detail, neither you nor the other person will have an opportunity to mix and meet others, which is the reason you are there.
If your new acquaintance seems to be in a position to offer you a job, this is definitely not the time to begin an in-depth job interview! Again, express your interest in talking later, get the card and make the call.
3. The third cardinal sin of networki
If your new acquaintance seems to be in a position to offer you a job, this is definitely not the time to begin an in-depth job interview! Again, express your interest in talking later, get the card and make the call.
3. The third cardinal sin of networki
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
ng is spending time speaking to the wrong people, which generally means the people you came with, or the people you see every day at work. Of course it's a lot easier to chat with friends than make conversation with strangers—but it's not networking. I've seen too many people spend the valuable networking time at conferences with their friends, and then sitting with the same people at the education ses
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
sions and again at mealtimes. What a waste of opportunity!
If you are there to develop business contacts and you spend all the time with your friends, don't complain later that networking doesn't work!
Business cards
There is no excuse at all for attending a networking event without business cards, and yet people do it all the time. Excuses range from forgetfulness to new jobs and having left them i
If you are there to develop business contacts and you spend all the time with your friends, don't complain later that networking doesn't work!
Business cards
There is no excuse at all for attending a networking event without business cards, and yet people do it all the time. Excuses range from forgetfulness to new jobs and having left them i
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
n the car in the parking lot. If you tell people you forgot your cards, many will assume you are as lax in your business habits and you might lose opportunities.
Even if you don't have your new cards yet, you can easily produce a temporary supply on your computer. When you give them to people you can mention that they are temporary and offer to send them your new one when you have it. That, of course,
Even if you don't have your new cards yet, you can easily produce a temporary supply on your computer. When you give them to people you can mention that they are temporary and offer to send them your new one when you have it. That, of course,
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
is a built-in reason to contact people again! A business card is an essential networking tool—make sure you have a supply with you at all times.
For many people, the most difficult aspect of a conference is speaking to people they don't know, and walking into a room full of strangers can certainly be intimidating. We've all stood inside the door looking at hundreds of people busily engaged in convers
For many people, the most difficult aspect of a conference is speaking to people they don't know, and walking into a room full of strangers can certainly be intimidating. We've all stood inside the door looking at hundreds of people busily engaged in convers
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
tion, feeling as if everyone knows everyone else—except us! Here’s a secret: the only difference between you and all those others is that they arrived five minutes ahead of you and they have found one person to speak to! So how can you break into that buzz?
The refreshment line
No matter what time of day, there will be refreshments in some form. Most of us look around, find the food table and make a
The refreshment line
No matter what time of day, there will be refreshments in some form. Most of us look around, find the food table and make a
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
beeline for it while making sure we don't look around and meet anyone's eye on our way. Then we silently join the line, keeping our eyes trained strictly on the food and drink, while those on either side do the same thing. How ridiculous! This is your first opportunity to connect!
It doesn't take much imagination to begin a conversation. You might mention the state of your appetite, the scrumptious sm
It doesn't take much imagination to begin a conversation. You might mention the state of your appetite, the scrumptious sm
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
ell of the breakfast muffins or the fact that you really shouldn't ignore your diet but you will just for today. Whatever you say, the person you speak to will respond, giving you an opportunity to exchange names and keep chatting as you move along. By the time you reach the end of the table, you can move off into the crowd together. Guess what—you've just joined the buzz!
Breaking into conversation g
Breaking into conversation g
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
roups
One of the questions I'm most often asked during my networking workshops is about how to break into groups and join conversations in progress. To deal with this situation, you must master the fine art of "hovering". First, choose a group you'd like to join. Now, move towards the group, but stop a yard or so from the edge—just close enough for someone to see you there—and look interested in the c
One of the questions I'm most often asked during my networking workshops is about how to break into groups and join conversations in progress. To deal with this situation, you must master the fine art of "hovering". First, choose a group you'd like to join. Now, move towards the group, but stop a yard or so from the edge—just close enough for someone to see you there—and look interested in the 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
onversation. Nod and smile as everyone else does, and before long someone will see you and invite you into the group.
What you do next is important. If someone is speaking, you don't want to be the cause of disruption. Simply say, "Don't stop your story, Stan—I'd like to hear the rest of it too." Then, when Stan is finished speaking, you can introduce yourself—and now you are part of the group! Wasn't
What you do next is important. If someone is speaking, you don't want to be the cause of disruption. Simply say, "Don't stop your story, Stan—I'd like to hear the rest of it too." Then, when Stan is finished speaking, you can introduce yourself—and now you are part of the group! Wasn't
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
that simple?
Moving on
I've seen people twist themselves into knots looking for an excuse to end a conversation and move on. They'll suddenly notice someone they've been frantically searching for, or they'll remember they absolutely must make a phone call—they'll even wave over the other person's shoulder to an imaginary acquaintance! Well here's a flash for you: you don't need an excuse to move on b
Moving on
I've seen people twist themselves into knots looking for an excuse to end a conversation and move on. They'll suddenly notice someone they've been frantically searching for, or they'll remember they absolutely must make a phone call—they'll even wave over the other person's shoulder to an imaginary acquaintance! Well here's a flash for you: you don't need an excuse to move on b
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
ecause that's the whole purpose of networking!
Say something like, "Well Janice, I've enjoyed meeting you and we should probably both move on and do some more mingling. I hope you enjoy the conference, and perhaps we'll meet up again later on." That's it. By giving her an opportunity to meet others too, you've removed any suggestion that you are abandoning her.
After the event—growing your network
I
Say something like, "Well Janice, I've enjoyed meeting you and we should probably both move on and do some more mingling. I hope you enjoy the conference, and perhaps we'll meet up again later on." That's it. By giving her an opportunity to meet others too, you've removed any suggestion that you are abandoning her.
After the event—growing your network
I
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
t's vital that you make contact as soon as possible with everyone whose card you have. (Incidentally, that's why it's more important to get other people's cards than to give out yours.) I suggest you divide these cards into two groups: those you specifically want to contact for a purpose, and those you simply met.
For the second group, I recommend a quick note, possibly on a postcard, saying how pleas
For the second group, I recommend a quick note, possibly on a postcard, saying how pleas
.
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
ed you were to meet them at the conference and you hope you will meet each other again one day. Mail these as soon as possible after the event, and then enter the information in your database.
For the first group, if you said you would call on Tuesday morning—make sure you call on Tuesday morning. Seems obvious, doesn't it? But most people don't do it, so you will stand out simply because you kept you
For the first group, if you said you would call on Tuesday morning—make sure you call on Tuesday morning. Seems obvious, doesn't it? But most people don't do it, so you will stand out simply because you kept you
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
r word. At this point, you can move from networking mode into sales or job search mode, or whatever is appropriate.
Don't go to all the effort required to meet new people, and then throw away any potential opportunities by ignoring people afterwards. A network is a living, breathing organism. It should grow and change as you do, and if you look after it well, it will look after you for your whole life
Don't go to all the effort required to meet new people, and then throw away any potential opportunities by ignoring people afterwards. A network is a living, breathing organism. It should grow and change as you do, and if you look after it well, it will look after you for your whole life
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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