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Why do you need an account plan?

When you first decide to approach a company thr

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

ough an introduction, networking event, or from your daily routine, you will need

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

Examples of combination products may in

to put together and account plan. This account plan will be part of your power pa

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

ge and it will contain information about your own personal approach to winning th

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

account and a plan on when to follow-up. An account plan is like setting goals.

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

Combination pro

ou have the ultimate target and the steps to get where you want to be. One thing

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

about the account plan is that sometimes it takes a long time to get from where y

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

u are now to where you want to be, in regards the company you are approaching; so

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

metimes we never get there!

I put an account plan together and my target was a l

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

rge corporation which shall remain nameless for now. The time between beginning t

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

e plan and actually fulfilling the plan was three years. I had to jump through a

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

Following aspects would a

lot of hoops in order to get to the right people. The timing was also crucial, I

dd to the challenges in developing combination products:

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

ad to gauge the best time of year (budget year) to approach the company, and also

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

make sure I had the right knowledge to get in the door. In another case, I put a

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

plan together for another large corporation, found a contact that I already knew

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

rom fundraising events, and picked up the contract in fourteen days. I basically

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

Professional from academic institutions, pharmaceutical industries, health care indust

knew where I wanted to go with the account and followed through.

Planning and go

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

l setting can be onerous for most of us. It is especially difficult to set compan

.

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

y and personal goals but it is extremely important to do them without fail. The o

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

Companies that provide selfless information through particip

ly time I have really succeeded in gaining accounts is when I planned the process

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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