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Digg It - Networking Success
Did you know?
1. The New York Times 1984 Social Anxiety report showed that attending a gathering of strangers in the #1 social fear, and public speaking is #2
2. ExecuNet survey results about how people feel about networking:
So painful I don’t do 6%
Difficult but endurable 63.8%
Fun-it’s natural 23.5%
Seamless and systematic 6.7%
3. Which would have the greatest impact on enhancing your ne
1. The New York Times 1984 Social Anxiety report showed that attending a gathering of strangers in the #1 social fear, and public speaking is #2
2. ExecuNet survey results about how people feel about networking:
So painful I don’t do 6%
Difficult but endurable 63.8%
Fun-it’s natural 23.5%
Seamless and systematic 6.7%
3. Which would have the greatest impact on enhancing your ne
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
tworking skills?
More time 18.8%
Better attitude 30.2%
Better techniques or strategies 40.3%
Job loss 10.7%
In 1996, I left Corporate America to start my own business and follow my passion which is to teach others how to get what they want out of life, and to live their full potential. At the same time, I figured I might as well pursue the home of my dreams so we moved to the beautiful San Diego
More time 18.8%
Better attitude 30.2%
Better techniques or strategies 40.3%
Job loss 10.7%
In 1996, I left Corporate America to start my own business and follow my passion which is to teach others how to get what they want out of life, and to live their full potential. At the same time, I figured I might as well pursue the home of my dreams so we moved to the beautiful San Diego
; 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
area. I didn’t know anyone, nor did I have any business contacts. Now I had to go out and find my own clients. I figured this ought to be a breeze since I’d presented sales proposals and ran sales organizations for 18 years.
My first networking event was at the Chamber of Commerce "Business After Five" event. I sat in my car thinking about what I was going to say, you know the “elevator speech”, and preparing myself psychological
My first networking event was at the Chamber of Commerce "Business After Five" event. I sat in my car thinking about what I was going to say, you know the “elevator speech”, and preparing myself psychological
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
y. As I stepped out of the hotel elevator, I came to a complete halt. A first for me! In front of me were hundreds of people milling around talking. I realized it was the first time I had been to an event where I knew no one. Normally you will know someone that you can break the ice with or give and get a reassuring smile across the room. A feeling of isolation came over me.
Then I began my self-talk — where you say that everythi
Then I began my self-talk — where you say that everythi
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ng will be ok, just be yourself, you know what you’re doing. After seconds, which seemed like minutes, I smiled and took those steps toward the registration desk to get my name badge and enter the throngs of others looking to establish those relationships that will lead to further business success. Even though I was uncomfortable I knew it had to be done.
You’ve probably heard me talk about one of the traits of all top performers
You’ve probably heard me talk about one of the traits of all top performers
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
is “Doing what it takes.” Networking, attending social functions, always looking for the right match with potential clients is what is required for success in our business.
Based on the above statistics, it would be great to get it to being fun. One of the ways for that to happen is to understand techniques and strategies that will make you feel more comfortable and knowledgeable about how to network. Below are questions to ask,
Based on the above statistics, it would be great to get it to being fun. One of the ways for that to happen is to understand techniques and strategies that will make you feel more comfortable and knowledgeable about how to network. Below are questions to ask,
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
and tactics to use to be successful in your networking.
NETWORKING QUESTIONS
• What do you do?
• What is your passion in life?
• What do you enjoy the most about what you do?
• What type of companies or people do you normally work with?
• What problems do you solve for your clients?
• How did you end up in this line of work?
• What do you find most challenging about your job?
• Where does m
NETWORKING QUESTIONS
• What do you do?
• What is your passion in life?
• What do you enjoy the most about what you do?
• What type of companies or people do you normally work with?
• What problems do you solve for your clients?
• How did you end up in this line of work?
• What do you find most challenging about your job?
• Where does m
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
st of your business come from?
• What are the biggest challenges your company is facing?
• What made you decide to become part of this organization/association?
• What benefits have you derived being a member of this organization?
• Tell me more about that.
• Do you know of anyone else who might benefit from my services?
• What geographical areas does your company serve?
• Last time we spoke/met
• What are the biggest challenges your company is facing?
• What made you decide to become part of this organization/association?
• What benefits have you derived being a member of this organization?
• Tell me more about that.
• Do you know of anyone else who might benefit from my services?
• What geographical areas does your company serve?
• Last time we spoke/met
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
you mentioned that you were facing __________ challenge.
How has that turned out?
• What new things are happening since we last met/spoke?
• Are you aware of (something happening within your mutual business type or their industry)? How are you going to react/respond?
• Did you see the recent article about ___________? What did you think?
• I heard/read in the news about ___________. Has that had any effec
How has that turned out?
• What new things are happening since we last met/spoke?
• Are you aware of (something happening within your mutual business type or their industry)? How are you going to react/respond?
• Did you see the recent article about ___________? What did you think?
• I heard/read in the news about ___________. Has that had any effec
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
on your
business?
• Would you like to get together for lunch? I’d like to get to know more about what products/services you offer. My clients see me as a resource, and maybe I’d be able to refer business to you in the future.
• Would you like to get together for lunch/breakfast/drinks? I’d like to get to know more about what products/services you offer. If I know someone looking for your type of services, then I wo
• Would you like to get together for lunch? I’d like to get to know more about what products/services you offer. My clients see me as a resource, and maybe I’d be able to refer business to you in the future.
• Would you like to get together for lunch/breakfast/drinks? I’d like to get to know more about what products/services you offer. If I know someone looking for your type of services, then I wo
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
uld know whom to refer them to.
• You mentioned that your company is __________. I have a lot of expertise in that area and have a couple of ideas that might help with the challenges you are facing. Could we set a time to get together? I’d be happy to share my ideas with you.
• When would be a good time for us to get together and do some brainstorming on how we might be able to help solve _______________________?
• You mentioned that your company is __________. I have a lot of expertise in that area and have a couple of ideas that might help with the challenges you are facing. Could we set a time to get together? I’d be happy to share my ideas with you.
• When would be a good time for us to get together and do some brainstorming on how we might be able to help solve _______________________?
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
• I have some ideas that might help address that challenge, but I’d like to get some
additional information from you? When would be a good time for us to get together?
HOW TO PREPARE
• Review purpose for attending
• What is the expected outcome or goal? How many new people do you want to meet? Too many people stand around talking to people they know, because it’s comfortable, and that doesn’t get you new bus
HOW TO PREPARE
• Review purpose for attending
• What is the expected outcome or goal? How many new people do you want to meet? Too many people stand around talking to people they know, because it’s comfortable, and that doesn’t get you new bus
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
ness.
• Check that you have business cards
• Check how you are personally feeling. Do you need to adjust your attitude?
• Review “30 Second Commercial” - the more interesting, the more attention.
Saying “I’m a real estate agent” does not make it interesting and can shut the other person down. • Review networking questions
• Look at newspaper, listen to news – this shows you keep up on the trends and are k
• Check that you have business cards
• Check how you are personally feeling. Do you need to adjust your attitude?
• Review “30 Second Commercial” - the more interesting, the more attention.
Saying “I’m a real estate agent” does not make it interesting and can shut the other person down. • Review networking questions
• Look at newspaper, listen to news – this shows you keep up on the trends and are k
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
nowledgeable.
• Research people you want to meet
• Evaluate how much time you have. If you spoke to a new person every 10 minutes, how many new people would you talk to?
• Arrive early
• Wear your name tag
NEXT STEP
• Ask for introductions
• Select a table for good positioning
• Look for people you want to meet
• Ask questions Mingle
• Invite people to your table
• S
• Research people you want to meet
• Evaluate how much time you have. If you spoke to a new person every 10 minutes, how many new people would you talk to?
• Arrive early
• Wear your name tag
NEXT STEP
• Ask for introductions
• Select a table for good positioning
• Look for people you want to meet
• Ask questions Mingle
• Invite people to your table
• S
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
ake hands and introduce yourself – introduce others
• Exchange cards
• Spend 40% of your time speaking and 60% of the time listening
• Look for both affinity (business-to-business) opportunities and individual clients
• Know how to break rapport so if there is no potential for business you can move on to someone new
• Offer something of value to the prospect before you ask for their business
• Make a
• Exchange cards
• Spend 40% of your time speaking and 60% of the time listening
• Look for both affinity (business-to-business) opportunities and individual clients
• Know how to break rapport so if there is no potential for business you can move on to someone new
• Offer something of value to the prospect before you ask for their business
• Make a
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
note on their business card of things you want to remember about that person
• Follow up
FOLLOW UP
• A note, phone call, personal visit within one week to your high-potential prospects – re-establish rapport
• Progress phone call two weeks
• Remind the contact to call if has any new ideas
• Think about why this person would give up their valuable time to meet with you – WIFM (what’s in it f
• Follow up
FOLLOW UP
• A note, phone call, personal visit within one week to your high-potential prospects – re-establish rapport
• Progress phone call two weeks
• Remind the contact to call if has any new ideas
• Think about why this person would give up their valuable time to meet with you – WIFM (what’s in it f
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
r me)
• After a few weeks, send relevant article or item of interest.
When following up with contacts, especially successful professionals, don't let an initial or intermittent setback discourage you. As long as the connection was strong and your value is clear, the other person will generally respect (and even admire) your follow up efforts. So why not include follow up as part of your networking time commitme
• After a few weeks, send relevant article or item of interest.
When following up with contacts, especially successful professionals, don't let an initial or intermittent setback discourage you. As long as the connection was strong and your value is clear, the other person will generally respect (and even admire) your follow up efforts. So why not include follow up as part of your networking time commitme
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
nt? Implement the discipline of allocating a 15-30 minute time slot for networking follow up activities within twenty-four hours of attending a networking event.
Success Key: Do this when you schedule the event in your calendar. Stay positive and resist the temptation to take this as a personal rejection. Be persistent in your efforts, basing them on the context and value of your initial conversation. Above all, be patient as you
Success Key: Do this when you schedule the event in your calendar. Stay positive and resist the temptation to take this as a personal rejection. Be persistent in your efforts, basing them on the context and value of your initial conversation. Above all, be patient as you
.
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
seek to move forward. Remember
relationships take time and need to be nurtured. And by the way, this process evolves at the speed decided by your prospect.
There are three components to an effective networking strategy: relationships, value and timing. Relationships are the foundation for moving forward, value confirms the basis for investment, and timing acts as the catalyst for action. Develop those relationships and provide v
There are three components to an effective networking strategy: relationships, value and timing. Relationships are the foundation for moving forward, value confirms the basis for investment, and timing acts as the catalyst for action. Develop those relationships and provide v
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
alue to your perspective clients and follow up.
Networking produces optimum results when it is done strategically. Identifying, then accessing the right network is far more effective than being active in the wrong one. One network, if it's the right one, holds the key to more business than you can handle.
Now get out there and network. Remember that the more you do it the more comfortable you will become. You’ll become a natural
Networking produces optimum results when it is done strategically. Identifying, then accessing the right network is far more effective than being active in the wrong one. One network, if it's the right one, holds the key to more business than you can handle.
Now get out there and network. Remember that the more you do it the more comfortable you will become. You’ll become a natural
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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