Digg It - Business

Do you know the difference between recruiting someone and sponsoring them? Haven't given that thought before?

Now is the time to.

For a long time I never knew the difference in network ma

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

rketing, what it meant to sponsor someone. I heard the term and thought it so mlm'ish. Since becoming a student of the industry I realize why we use the term.

To recruit someone is to just

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

Examples of combination products may in

sign them and say "Go get'm tiger!" There's no mentorship, no real help. Just get in there and start swinging. "Hope you make it!"

Some use the philosophy of "if they are going to do it th

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

y are going to do it with or with out me." I tend to sometimes believe this however you can cut a person's learning curve in half by sponsoring them.

To sponsor someone is to begin a mento

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

rship with that person. You're not going to help this person you're going to develop this person. You're going to coach them through the process. Given that they truly want to be developed

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

Combination pro

hat is. This leads me to an important point.

We always recruit but selectively sponsor. What do I mean?

We're always recruiting for new talent. Always. Stop recruiting and you're business

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

shuts down in 90 days. You won't see it right away but it WILL happen.

However you can only sponsor those that want to be sponsored. What do I mean?

"You can lead a horse to water but you

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

can't make them drink."

Heard that before? Well you're right you can't. But you can certainly look for the thirsty ones!

I'm always looking to work with my new recruits however not all o

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

them follow through properly on what I ask them to and qualify for me to sponsor them through the process. Remember checkerboard management? You move. Then I move-repeat. Well I can't very

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

well follow through and mentor a person who doesn't move.

Spending time up front with them and asking lots of questions and finding out their why is critical. This allows you to lock the p

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

rson into their business. It's no guarentee but it certainly helps improve their chances and allows you to hold them accountable. Do you like to be held accountable?

Now those that do qual

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

Following aspects would a

ify but become uncoachable and unteachable along the way...what do you do with them? You can only do so much.

You're personal development allows you work with these people to a degree. How

dd to the challenges in developing combination products:

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

ver you can't spend your time making the horse drink anymore when they are no longer thirsty.

Associates that are too dependent will require more of your time, energy and your enthusiasm t

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

an is necessary. The ones that are producing 20% of the results will want 80% of your time. That just isn't wise. It's the associates that are producing 80% that you want to spend your time

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

with.

There comes a time when the 20% must go from "learned knowledge" to "activity knowledge."

1) I do it you watch.

2) You do it and I'll watch.

The "you do it and I'll watch" is wh

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

re the ones who are thirsty come out of their shell. They are hungry enough to get after it. They want the tools to get the job done. The ones who are underdeveloped and are afraid will be

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

Professional from academic institutions, pharmaceutical industries, health care indust

exposed at this point. They will either try to victimize you into doing everything for them or say they just can't do it.

Personal development is critical to your leaders you're developing

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

. Attitude is everything and if they aren't any longer coachable or teachable then move on.

They are the 20%'ers that you plug into the weekly conference calls and company trainings. More

.

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

han likely though when they see you aren't going to hold their hand they will quit.

"It's easier to run with ten of the living than it is to drag one of the dead."

Once you've sponsored s

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

Companies that provide selfless information through particip

meone through a process (whatever your companies process is) and given them the personal development tools to weather the emotional storms, you've done your job.

Now go forth and multiply

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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