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I was right with you the first several times I tried to “network” at a meeting or social situation. I either didn’t say anything about my business…big mistake. Or I felt like a traveling salesman. There is a BETTER way. Let me give

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

you a few simple steps.

JOIN ORGANIZATIONS YOU LOVE

First, get a real feel for the organizations you attend. It might be Toastmasters, if you love to talk. It could be your professional organization (no leads there, you’re all 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

the same business). It could be a round table, networking club or business organization.

I’ve gone as a guest or non-member to several different organizations. Each of these has a different feel in each city. I’ve gone to Toastmast

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

ers – Love! I’ve gone to the Chamber of Commerce – Fun but VERY expensive membership, I’ve gone to leads clubs – didn’t feel like I fit in and I’ve gone to Women Business Organizations – Love!

Find the organization that fits you AND

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

that has a large enough membership to provide plenty of leads.

ONCE THERE ENJOY & BE PROFESSIONAL

These organizations are social and business building. Remember YOU are a walking advertisement for your business. I don’t mean to be

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

Combination pro

rite but be sure you are dressed well and are well groomed. You will be meeting other business people. So, don’t go in too casually. Research shows that people make a subconscious judgment about you based on your appearance within t

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

he first 3-5 seconds of meeting you! Others will decide if you will be trusted, included and even do business with in a matter of seconds. So, even though I think most of you know this, it’s important not to skip over this.

SIMPLE N

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

ETWORKING SUCCESS TOOLS – WHAT TO SAY ONCE YOU ATTEND A BUSINESS MEETING

ALWAYS have business cards with you. Just be sure your cards are professional looking and not “too out there”. YOU want to INCLUDE more clients/customers not e

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

xclude them.

Here’s a template of your networking conversations:

1. Make a GAME out of attending. Have FUN with this. You’ll be much more at ease with practice. EVERYONE is nervous when they first attend these meetings. Your GOAL

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 to have a minimum of 10 business cards from other people by the end of the event.

2. Greet the other person & ask what business they’re in. Yes, you can add the social chit chat of “I’m looking forward to the speaker, or this is

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

great venue.” Remember though that networking is part of the reason you are there.

3. Ask an interesting question like: Who are your favorite clients to work with? What is your biggest challenge in your business? What do you LOVE

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

Following aspects would a

about your business? Do your employees know that you appreciate them?

4. Make a mental note of what they say and ask for their business card.

5. They will usually ask about your business. However, don’t be surprised if they don’t.

dd to the challenges in developing combination products:

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

Many people are more interested in what they have to say then in what you have to say. If they ask about you, then you can proceed to the next step. If they don’t ask, then simply say: “Would you like my card?” Or “Here, let me gi

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

ve you my card.”

6. Now is the time to say your 10 second introduction or “elevator speech”. (You can read about creating your speech in the article on 10 Second First Impression).

7. Offer an idea of how you can help solve a proble

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

m for them based on the questions you asked originally. Ask them to keep you in mind for the services or products you provide.

8. Unless you have a great connection with this person, you are complete with this conversation. Shake th

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

ir hand, let them know how much you enjoyed meeting them and keep moving.

9. When you have a moment at the meeting, take each business card & write down 1-2 key words or phrases that remind you of the person & conversation. Write thi

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

Professional from academic institutions, pharmaceutical industries, health care indust

s on the BACK of their business card.

10. Within 24 hours, write a brief postcard or note to EACH person you met. Be sure the card includes your business information. This will reinforce the individual contact. If you happen to hav

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

e a card with your photo it will help others to remember you.

11. When you write keep it simple. Write something like: I enjoyed meeting you at XYZ meeting. I enjoyed hearing what you love about your business. I’ll keep you in min

.

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

d as a referral when I discover others who need your services. Please also keep me in mind when you need ______. Wishing you prosperity! Iris Fanning

12. NOW you have an additional 10 names to add to your marketing campaign. Keep

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

Companies that provide selfless information through particip

ALL these cards on file. You have their name, address, phone and usually email. You also have their tacit permission to contact them.

13. Remember, you need to continue to market and invite these professionals to try your services

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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Doubtless, the business world nowadays is based on advertising, on the image you have built on the market. A crucial point is to have your business on-line, to have a website. Although it seems to be easy at the first sight, when you launch this project, you discover that it can be more difficult than you would have thought.

I got a call from a friend of mine who had just joined a small company as Marketing Director. After auditing the firm's marketing practices, he determined that the old company name had to go. The old name too closely resembled another firm's moniker and it was causing confusion in the marketplace. With new ownership at the firm, a change seemed to make sense.

Whether you just arrived at your new overseas posting, or are a long time seasoned expatriate manager with years of experience, understanding the prevailing economic, political, cultural and social settings is a critical success factor in your quest for overseas business success.

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