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E-Folder - New To Sales Management? - How To Quickly Establish Authority
Sometimes a new Sales Manager has to face awkward, contentious, embarrassing or tough issues. Difficult situations, you may have noticed, don’t tend to get easier if delayed or ignored. For the manager, dealing with su
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
ch problems goes with the territory.
It is one of things people watch for. They wonder:
“How will this person react under pressure?”
”What happens when we stand up to this person or make something awkward?
It is one of things people watch for. They wonder:
“How will this person react under pressure?”
”What happens when we stand up to this person or make something awkward?
; 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
”
The answer is simple – show them.
It may be better if you pick your ground early on, by finding a situation that will demonstrate that you have the clout to succeed in management. Thus:
• Select a suitable cir
The answer is simple – show them.
It may be better if you pick your ground early on, by finding a situation that will demonstrate that you have the clout to succeed in management. Thus:
• Select a suitable cir
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
umstance (something you’re sure of and which matters)
• Make a stand, be adamant – explain, by all means, but stick to your guns
• Don’t back down (pressure to do so at this stage may be in the nature of a test)
• L
• Make a stand, be adamant – explain, by all means, but stick to your guns
• Don’t back down (pressure to do so at this stage may be in the nature of a test)
• L
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
et the word go round – this person’s no soft touch.
Forging Alliances:
All sorts of people, regardless of level and position, can be of help to you – now and ongoing. They may be:
• A source of informa
Forging Alliances:
All sorts of people, regardless of level and position, can be of help to you – now and ongoing. They may be:
• A source of informa
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
tion and advice
• A link to other people
• A provider of mortal support
• Part of the new mix social contacts you will need in your new role
Make a list, initiate contact as necessary and maintain contact at an app
• A link to other people
• A provider of mortal support
• Part of the new mix social contacts you will need in your new role
Make a list, initiate contact as necessary and maintain contact at an app
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
opriate level of frequency and in whatever way suits (e.g.: formal meetings, cups of coffee and e-mails).
Those people who may be of help include your immediate line manager, their manger, mentors, staff and assorted
Those people who may be of help include your immediate line manager, their manger, mentors, staff and assorted
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
contacts and ‘buddies’, as well as those in specifically useful functional roles (e.g. training).
Ensure that the relationships you develop are two-way: you must give as well as take if they are to succeed. Strike
Ensure that the relationships you develop are two-way: you must give as well as take if they are to succeed. Strike
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
a proper balance.
Matters of Discipline:
Discipline is unlikely to come up for a while. However, it is certainly important enough to deserve comment in case the matter does arise.
Never duck or delay m
Matters of Discipline:
Discipline is unlikely to come up for a while. However, it is certainly important enough to deserve comment in case the matter does arise.
Never duck or delay m
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
tters of staff discipline.
Check the situation very carefully
If facts are not clear check them out but do not delay long and set a specific time for further action
Deal with the matter of itself (don’t f
Check the situation very carefully
If facts are not clear check them out but do not delay long and set a specific time for further action
Deal with the matter of itself (don’t f
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
eel you have to be lenient because it’s day one)
Take action and check it against policy (if a warning is necessary, for example, should it be in writing, how expressed, where filed and who should be copied?)
Remembe
Take action and check it against policy (if a warning is necessary, for example, should it be in writing, how expressed, where filed and who should be copied?)
Remembe
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
r the key task is to secure the future
Be fair and do not go over the top to register your power
Appropriate action is likely to be approved by the team. Being seen as a soft touch can create problems for the future.
Be fair and do not go over the top to register your power
Appropriate action is likely to be approved by the team. Being seen as a soft touch can create problems for the future.
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
How You Will Work With People:
There could well be matters you’re sure of and want to instigate early on. For example, you may want regular meetings, certain things put in writing, files organised in a particu
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
lar way, and so on. Certainly, you may wish to make clear aspects of the management process itself; reporting procedures, checks and controls, regular and informal communications – how you will work with people one to
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
one and as a group. All needs to be clear.
If so, and especially if processes change, then:
• Communicate formally (normally in writing)
• Explain what you’re doing and why
• Position it as a trial, if necessary (W
If so, and especially if processes change, then:
• Communicate formally (normally in writing)
• Explain what you’re doing and why
• Position it as a trial, if necessary (W
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
y not? You can build in any good feedback and may possibly be grateful for an opportunity to make further changes, without it looking as if you don’t know what you’re doing)
Provide feedback and thank people for fi
Provide feedback and thank people for fi
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
tting in and taking the extra time. Show them how the changes will help you – and them.
Positioning Yourself As The Manager:
Ask yourself what characteristics will make you the sort of manager you want to
Positioning Yourself As The Manager:
Ask yourself what characteristics will make you the sort of manager you want to
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
be. What would your staff say?
Make a list. For example: being knowledgeable, confident, well organised, looking the part, efficient, decisive… whatever.
The list should point to the type of manager you int
Make a list. For example: being knowledgeable, confident, well organised, looking the part, efficient, decisive… whatever.
The list should point to the type of manager you int
.
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
nd to be and the characteristics you intend to project. It is not a list of what you are or are not. If there are any aspects you feel you should work at or emphasise, make a note of these.
By all means,
By all means,
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
tell people how you to intend to operate but remember that they are more likely to form an opinion about you based on what you do rather than what you say.
Copyright © 2007 Jonathan Farrington. All rights reserve
Copyright © 2007 Jonathan Farrington. All rights reserve
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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