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Pacing involves establishing rapport and making persuasive communication easie

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

r; leading involves steering your prospect toward your point of view. Pacing a

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

Examples of combination products may in

d leading will enable you to direct a person's thoughts so they tend to move i

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

your direction.

When you pace, you validate your prospects either verbally o

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

r nonverbally; that is, you are in agreement or rapport with your prospects. A

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

Combination pro

a result, they feel comfortable and congruent with you. Pacing entails using

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

tatements everyone accepts as true. By doing so, you eliminate disagreement an

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

d get others to agree with what you are saying. The topic either can be proven

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

true or is commonly accepted as true.

An example of a pacing question (obviou

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

ly true):

Most people would love to be financially free and end their money w

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

rries forever. Once you have established rapport and harmony with your prospe

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

Following aspects would a

ct, you can create expectation of agreement. You must have general agreement b

dd to the challenges in developing combination products:

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

fore you can lead your prospect to your point of view. You then begin to use s

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

atements that you want your prospect to agree with, even though they haven't c

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

onsciously and/or publicly acknowledged that they do.

An example of a leading

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

question (you want your prospect to accept):

The answer to your financial pro

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

Professional from academic institutions, pharmaceutical industries, health care indust

lem is providing the right training at the right time by the right person.

So

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

to put pacing and leading in a nutshell, pacing statements are obviously true

.

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

so the prospect has to accept their validity. Leading statements can't necess

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

Companies that provide selfless information through particip

rily be proven true, but they represent what you want your prospect to believe

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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