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I'm naturally shy. Not wallflower shy - I'm not afraid to speak in public and I was even a cheerleader in high school, but shy as in... socially uncomfortabl

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

e. Small talk is a foreign language to me. I've faked more than one twisted ankle to get out of attending a wedding or baby shower, and in college, I was pla

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

Examples of combination products may in

ced on "social probation" by my sorority because I didn't attend enough parties.

So in 1996, I made the obvious career choice and entered the world of real

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

estate sales. Funny, huh? No, actually, I did it because, like many other budding real estate moguls, I planned to buy and sell my own properties and get ric

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

h. Perhaps, if I had time, I would try to squeeze in a few clients here and there to make sure the bills were paid while I was building my own empire. But I

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

Combination pro

never planned to be a "Real Estate Agent." No, I knew I was too shy to succeed in a business dominated by charismatic extroverts.

Fast forward ten years. I

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

am a real estate agent and a darn good one. A successful one. Yet I've never made a cold call, I've never knocked on a stranger's door to ask for his busines

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

s. No, not even in my first year.

It's funny that no one ever admits to hiring a salesperson based on their ability to B.S. their way to a sale. Yet high-pr

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

essure, can't-be-bothered-with-the-details sales people get hired every day because they're likeable. Bully for them. There are plenty of sexy programs and g

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

litzy seminars out there for the extrovert to develop their natural skills of prospecting and networking. If you're shy like me, don't waste your time or mon

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

ey. The strategies directed at extroverts won't work for you. You might even be discouraged from a career in sales if they convince you that you can't succee

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

Following aspects would a

d without putting their high pressure tactics into play.

Don't misunderstand, there's nothing wrong with being socially adept. I wish I were. With all my he

dd to the challenges in developing combination products:

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

art, I'd love to be a social butterfly. But I'm not and yet I have succeeded in a business that has traditionally been lead by dynamic, outgoing, ‘natural' s

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

ales people. You can too.

Contrary to popular belief, you can succeed in a sales career, even if you're not an extrovert. In fact, you can be great, but onl

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

y if you're GOOD. Good at the details, good at the paperwork, good at negotiating, good at the follow up. If you can't distract & dazzle them with your charm

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

, you can still blow them away with your competency. And isn't that more rewarding anyway?

You are probably already a bit of a stickler for details. You are

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

Professional from academic institutions, pharmaceutical industries, health care indust

probably already reliable, organized and efficient. These skills will take you much further than you might suspect in your sales career. And you know what?

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

Your shyness might actually be a big factor in your success. If you consider traditional prospecting and closing techniques too invasive and assumptive for y

.

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

our personality, you will develop your own style that, as a by-product, shows respect for your prospects and clients. You will treat them as if they are inte

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

Companies that provide selfless information through particip

lligent human beings, which they will truly appreciate and find refreshing.

So, YES. You can succeed, even thrive, as an introvert in this extroverted world

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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Today’s corporation exists in an increasingly complex and ever-shifting ocean of change. As a result, leaders need to rely more than ever on the intelligence and resourcefulness of their staff.

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