Digg It - Business

Do you know how to ask for what you want in a way that gets you results, especially when it comes to asking for referrals?

When asking anyone for anything,

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

there are 5 key elements to keep in mind (and use). When you do, it dramatically increases your chances of getting what you want.

One of these elements is m

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

Examples of combination products may in

aking sure that the person you're asking, is willing and able to do what you want. And this is one of the things most people often overlook,

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

when asking for referrals.

Think about the last time you asked someone for a referral.

Did you check first to see if he or she

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

was willing and able to give you the kind of referral(s) you wanted?

Either way, did you get what you wanted? Why or why not?

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

Combination pro

ll, here's an example of how you can apply the concept of verifying someone is willing and able to do what you want, when asking for a referral.

Le

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

t's say you have a "lead" that you think is a good prospect for you.

This "lead" could be a person or an organization. And since it's a "lead", it means tha

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

t you probably don't know each other. So any conversation you have with them would have to start with a cold call. (For the difference between leads and refe

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

rrals, look for my article on this topic.)

Now, let's also say that you think one of your long-time customers may know this lead. So you approach this long-

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

time customer for help. (By the way, this is another good example of networking -- leveraging existing relationships.)

Ideally, you want this custom

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

er to refer you to the "lead", so you can avoid a cold call.

But you start with a small, manageable request: you simply ask whether your customer k

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

Following aspects would a

nows the lead.

If yes, you make another small request: would your customer be willing to share some information about this lead based on their working relat

dd to the challenges in developing combination products:

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

ionship, so you can decide whether this lead is a good fit for your products/services.

Through these incremental questions and conversation, you gradually w

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

ork your way up to your final question: would your customer be willing to introduce you to this lead? And when doing so, also explain to the lead why he or s

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

he was making the introduction?

At this stage, if your customer agrees, you've accomplished several things:

you've converted 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

lead" into a "referral",

you've avoided a cold call, and

you've greatly increased your chances of actually talking with this referral.

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

Professional from academic institutions, pharmaceutical industries, health care indust

i>

You may have also acquired useful information from your customer about this prospect, which you can use to your advantage during your conversation w

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

ith the prospect.

If you notice, throughout this example, you asked for very specific and "manageable" things, and each time you checked in

.

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

to make sure the person was in a position to give you those specific things. And in the end, these small, incremental requests added up to getting you exact

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

Companies that provide selfless information through particip

ly what you wanted.

This is just one example.

However, you can probably see that the same principle can be easily applied to any conversation or situation.

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/32008/diggit-Effortless-Networking-A-Better-Way-to-ask-for-Referrals.html">Effortless Networking: A Better Way to ask for Referrals</a>

BB link (for phorums):
[url=http://www.diggit.org.ua/article/32008/diggit-Effortless-Networking-A-Better-Way-to-ask-for-Referrals.html]Effortless Networking: A Better Way to ask for Referrals[/url]

You’ve just received a call to interview with your dream company. Do you know how to prepare for the interview so that you’ll feel confident, have a good experience and set yourself apart from others? Try following these steps and you’ll not only be well prepared, you’ll present yourself as a true professional.

For those tech heads who are curious as to what electronic billing formats for medical billing look like, especially if you're in the industry, this series of articles will give you years of knowledge.

The whole area of setting a vision, communicating it etc has been the subject of much leadership writing for years. However, this does not mean it is being done very well. Why is this? We explore some of the reasons in this article and offer ideas for how to improve it in your organisation.

Tags

Links

Digg It - Effortless Networking: A Better Way to ask for Referrals

Related Articles: