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As a small business owner, I bet you occasionally find yourself in stressful client interactions--you know those conversations that seem to escalate with no solution in sight. It’s not always easy to be kind and patient when someone is angry or upset.

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

Working with difficult clients can be stressful and even overwhelming. They often have an unending list of requests, demands and deadlines, and they expect you to meet all of them.

I know you are committed to your clients, for they are the reason you

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

Examples of combination products may in

re bringing your product or service to the world. With this in mind, if you can find new ways to handle stressful interactions, you can create new possibilities for your working relationships. In this article you’ll learn five steps to handle stressfu

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

client interactions with ease, to transform difficult situations into easeful ones. This will enable you to create a successful, profitable business that makes a real difference in the world.

1. Approach Each Client Situation in a “Charge Neutral” Ma

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

ner

In the process of dealing with a stressful client interaction (whether on the phone or face-to-face), quietly check in with yourself to see what it’s causing for you. If you’re feeling anxious or defensive or “revved up,” it’s helpful to become ne

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

Combination pro

utral quickly. Take a few deep breaths and focus your attention on your feet for a minute. This will shift your energy, disperse some of the adrenaline, and reduce the stress in the conversation so you can be more calm and productive during the intera

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

tion.

2. Honor Your Client’s Perspective

You know the saying, “The Customer Is Always Right”? It’s quite true. Even if you don’t always agree with your client, it’s important to respect their perspective and needs. Set aside your own opinions and r

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

quirements. Allow yourself to honor your client by listening intently to what they are saying, then tell them that you’ve heard them and appreciate their concerns. By doing this, you begin to re-establish trust and truly honor the circumstances and pr

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

blems they are experiencing.

3. Be Curious About Your Clients and Their Issues

One of the best ways to build long-term success with a client is to find out more about the issues they have and what is making them upset. When you can step away from you

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

r own feelings and your own way of doing things, and instead stay curious about your clients, you can better understand them and can better fulfill their needs. Closely monitor your tone of voice and body language during your interaction. Stay open an

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

inquisitive without fear or judgment. Doing slow, deep breathing (in and out of your nose with your mouth closed) allows you to slow down enough to get curious.

4. Ask Powerful, Clarifying Questions

During a stressful interaction with a client, it’s

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

Following aspects would a

a good idea to ask them some specific open-ended questions (in a charge-neutral fashion) to help you fully understand their concerns. This will help defuse the situation so that you can explore potential solutions to the problem. Examples of such ques

dd to the challenges in developing combination products:

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

ions are “What one thing would you like from me?” or “What is missing that you’re like to have included?” or “What questions do you have about this?” These types of questions will allow you to stay focused on them to resolve matters more quickly.

5. C

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

reate a Clear Agreement About the Resolution and Next Steps

Once you’ve fully understood the particular situation and your client’s concerns, it’s helpful to suggest two possible solutions to the problem (clients appreciate it when they get to choose h

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

w a problem will get resolved.) Once you agree on the solution, create a clear agreement around it (with specific, measurable and time-bound parameters) and also a clear set of next steps to implement the solution. Confirm with the client that it fits

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

with their expectations.

It’s absolutely essential that you can enter into a stressful client situation in an easeful way. If you have to step away from an interaction so that you can get your own focus and calmness back, then take that time. Simply

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

Professional from academic institutions, pharmaceutical industries, health care indust

rust that matters can be resolved in a calm manner.

One of my clients did this when dealing with an angry customer in his eco-printing business. He momentarily changed his focus in the midst of a difficult conversation. He took a few breaths and cons

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

ciously stayed very calm. He soon noticed that his customer actually calmed down as well. They quickly reengaged and came to a solution to the problem they were facing. By approaching the situation in a charge-neutral manner and tapping into his mind

.

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

body connection, my client was able to get himself and his customer to create the perfect result. With ease in mind, he brought a new lightness to the situation, producing wonderful new possibilities.

I wish you well as you begin to look for ways to h

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

Companies that provide selfless information through particip

ndle all your client interactions with ease. May you know joy, may you know peace and may you work with ease.

Visit www.WorkWithEase.com to receive your free audio program entitled “7 Simple Strategies to End Work Stress and Overwhelm with Confidence.

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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Keeping in touch is what makes partnerships possible and what makes them thrive. Having a partnership with anyone takes consistent working on both parts.

Move beyond tactics and you'll be free to use the right public relations to alter the perceptions of your most important outside audiences, leading directly to achieving your managerial objectives.

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