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Recently I had an unpleasant networking experience that I thought would make a good article. Here's my take on what to do, verses what NOT to do, when meeting with a potential networking asso

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

ciate.

I was in a well-known office supply store, and a young clerk tried, unsuccessfully, to establish a networking relationship with me. Here are seven things he demonstrated, things I alr

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

Examples of combination products may in

ady knew, but things that some young or inexperienced entrepreneurs might not know. So here they are:

1. Introduce Yourself – The person I met did not introduce himself to me. 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.

nce he learned my occupation, he immediately started his spiel about his other, non-office supply store, occupation, and how networking with him could benefit him.

2. Ask the Other Person

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

What His/Her Name Is – This person never asked what my name was! Imagine trying to establish a networking relationship and never even asking the person’s name.

3. Give One

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

Combination pro

or Two Business Cards, No More –This person gave me EIGHT cards! And I didn’t even want one of them! If your potential networking associate wants to work with you, they will 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

ontact you. You can give more cards at that time, if it seems appropriate.

4. Ask for One or Two Cards – After giving his EIGHT cards, he didn’t even ask for ONE of

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

mine! This item alone was a No-Sale for me, because he was clearly not interested in networking with me, only in prompting his own side-business.

5. Respect Your Audience – As I

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

mentioned in #1, after learning my occupation, this person dove right into his own occupation. He didn’t inquire any further about my occupation, or anything else about me. It was all

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

bout HIM, HIM, and more HIM. If you are truly interested in networking with somebody, you must respect the person. Allow them to talk about themselves so you can learn about with whom you may

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

be working. After all, you may be sending clients to this person. Doesn’t it seem prudent to learn a little about whom you may be referring?

6. Don’t Talk Too Much on Somebody

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

Following aspects would a

Else’s Dime – This guy was a clerk in an office supply store, and didn’t seem to care that he was blatantly promoting his own business on company paid time. That’

dd to the challenges in developing combination products:

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

the wrong thing to do when trying to network with a bookkeeper/accountant/QuickBooks person. I kept thinking about what this encounter was costing the office supply company in payroll

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

wages, payroll taxes, worker’s compensation, benefits, lost productivity, potential lost sales . . .

7. Listen Carefully, and Accept a No When You Get One – I told him tw

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

or three times that my clients rarely, if ever, ask me for financial planning advice. What am I saying? Does that sound like a “Yes, I’m interested in your services”? Caref

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

l listening is very important, especially for men dealing with women. Generally, women are not going to be straightforward with a clear, “No,” in situations like this. My “N

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

Professional from academic institutions, pharmaceutical industries, health care indust

o,” was there, he just couldn’t or didn’t want to hear it. You can always ask if you are unsure.

All of these are clear examples of somebody who did not care for anybody ex

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

ept himself. And he didn’t even really care about himself. If he did, he would have done a better job promoting his side-business, don’t you think?

Even though his tone of voice

.

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

was always friendly, his entire manner was extremely self-centered. Being polite and considerate is more than speaking with a pleasant tone of voice. It's about showing some care for the othe

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

Companies that provide selfless information through particip

person. Relationships are two-way streets. When we understand and practice this, our potential networking associates will be more likely to turn into real networking associates

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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