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Top Adding - The Art of Confident Conversation
When I first started speaking for a living I had great difficulty with one-on-one conversation with members of my
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
audience. I could speak before 2500 people and enjoy every minute of it, but when I was expected to mix and ming
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
e my tongue became all thumbs. I decided to get to work
improving my conversation skills and researched the topi
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
thoroughly. My efforts paid off for now I can speak with anyone, anywhere for any length of time. Let me share w
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
th you what I learned.
* There are three fundamental principles upon which good conversation is based. 1. It is
* There are three fundamental principles upon which good conversation is based. 1. It is
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
etter to be interested than interesting 2. There is nothing as flattering as the undivided attention of another h
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
man being. 3. People long to talk about their favourite topic which is "themselves." Keep these in mind and you c
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
an't fail in becoming a great conversationalist.
* Assume the responsibility for starting and maintaining the co
* Assume the responsibility for starting and maintaining the co
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
versation.
* I usually begin with a friendly " Hi, I'm Mike Moore and I'm from Canada" Usually the response is "
* I usually begin with a friendly " Hi, I'm Mike Moore and I'm from Canada" Usually the response is "
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
Hello, Mike I am ____________ and I'm from___________. (Away you go.)
* Use the person's name throughout the con
* Use the person's name throughout the con
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ersation. It shows that you're interested in and focussed on the other.
* Let the other be the centre of attenti
* Let the other be the centre of attenti
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
n.
* Show a genuine interest in the one you're speaking with. Maintain eye contact.
* Ask questions that requir
* Show a genuine interest in the one you're speaking with. Maintain eye contact.
* Ask questions that requir
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
more than a one word answer.
* When you ask a question listen attentively to the answer and be quick to ask ano
* When you ask a question listen attentively to the answer and be quick to ask ano
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
her question arising from the response to the first. You learn what to say by listening carefully to what was sai
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
d.
* Put the other at ease by smiling and nodding frequently throughout the conversation.
* Talk in terms of th
* Put the other at ease by smiling and nodding frequently throughout the conversation.
* Talk in terms of th
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
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
other person's interests.
* Don't feel the need to disagree until you get to know the person better.
GREAT CON
* Don't feel the need to disagree until you get to know the person better.
GREAT CON
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
ERSATION PHRASES
* " That's interesting. Tell me more."
* " Give me an example of what you mean."
* " How woul
* " That's interesting. Tell me more."
* " Give me an example of what you mean."
* " How woul
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
you like to see it turn out?"
* How did you feel when that happened to you?"
CONVERSATION STARTERS
* Give a c
* How did you feel when that happened to you?"
CONVERSATION STARTERS
* Give a c
.
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
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
mpliment.
* Ask for advice.
* Seek help with something.
* Give praise.
* Seek an opinion.
I keep six honest
* Ask for advice.
* Seek help with something.
* Give praise.
* Seek an opinion.
I keep six honest
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ervants
They taught me all I know.
Their names are what and why and when
And how and where and who.
R. Kiplin
They taught me all I know.
Their names are what and why and when
And how and where and who.
R. Kiplin
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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