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Anyone who has had children in daycare during the past 15 years has heard the term ‘listening ears.’ Children are asked t

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

o put theirs on all the time. Interestingly, we forget that rule as adults.

What ears do you listen with? To your co-wor

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

Examples of combination products may in

kers, clients, prospects, family, friends? When it comes to the sales process, this can be a minefield. Too many salespe

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

ple have their focus in the wrong place and therefore, their listening ears aren’t on. They are usually thinking about th

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

e next question they want to ask, or the next point they want to make.

The problem with this is that they miss important

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

Combination pro

information. Not only do they not hear vital information, but they leave their prospect with the impression that they ar

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

only interested in the sale. They don’t really care about the needs, pains, desires of their prospect. This can be deadl

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

y.

This same issue applies – on a greater level, I believe – to small business owners who wear the ‘sales’ hat. Quite of

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

ten, this is because they are uncomfortable with the sales process. This uneasiness causes them to focus on how they are

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

ommunicating, feeling, reacting. They aren’t ‘in the moment.’ But good listening skills are essential to successful sales

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

efforts. It is essential that you master the ability to use your ‘listening ears.’

Whenever you are having a conversati

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

Following aspects would a

on with someone, focus on what that person is saying. Really absorb their words, intonation, and body language. Capture w

dd to the challenges in developing combination products:

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

at is truly going on with that person. This may take practice. It is well worth the effort. The better you get at listeni

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

ng, the more confidence others will have in you. The more they will believe that you are genuinely interested in their ne

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

eds, wants, and desires. And, therefore, the more willing they will be to do business with you.

So, watch yourself. Prac

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

ice better listening skills with your friends and family. Remind yourself to put your listening ears on at the beginning

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

Professional from academic institutions, pharmaceutical industries, health care indust

of the conversation. Keep an eye on how you listen. Make any necessary adjustments during a conversation – especially if

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

you find yourself thinking about your next statement or question. Repeat back to the other person the things they just sa

.

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. This is a great way to confirm for yourself that you are listening well.

The better you get at using your listening e

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

Companies that provide selfless information through particip

ars, the more you’ll learn about other people. You’ll be amazed at all you discover about the people and world around you

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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If you are considering a career as a Six Sigma professional, you need to read this article. You will find out all you need to know to enter into and be successful in this lucrative career.

Most people just want to be appreciated. If you're a manager, that's something to seriously think about as you set the tone for maximum productivity in your department, team or organization.

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