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Nowadays, many freelancers rarely meet their clients face-to-face. However if you do find yourself “taking a meeting” with a client, following are three guidelines that will ensure a con

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

stant flow of work.

1. Fight the urge to speak: My mother used to say, “The creator gave you two ears and one mouth. Now why do you think that is?” (I’ve always loved to talk, t

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

Examples of combination products may in

lk, talk).

Obviously, her point was, talk less and listen more. So, after the initial pleasantries have taken place, let the client do the bulk of the talking. If you let a person ta

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

k long enough, you will invariably get a feel for what they want – even if they keep sprinkling their conversation with phrases like, “I’m not quite sure which direction I want to g

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

in.”

Should you take notes? I always let clients know that I will be jotting down notes as they’re talking. I’ve found that some people get nervous/take offense/feel like you’re not liste

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

Combination pro

ning if you are writing while they speak. So, I just kind of put it out there.

Usually, I’ll say something to the effect of, “My job is simply to highlight the pearls of wisdom most client

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

don’t even realize they’re dropping. Taking notes helps me to do this.”

This does two things:

a) It puts the client at ease: After I tell them this, most realize that I’m n

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

t only doing my job, but I’m doing it diligently; and

b) It makes the client focus: I think this is an unconscious thing with most clients. When people realize that you’re re

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

lly focusing on what they say, it makes them focus more.

2. Clarify: Remember, most human beings just want to be heard, and possibly understood. So, resist the urge to give a “prese

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

ntation.” This is not the time.

After you’ve listened to the client, repeat what they’ve said to you, ask clarification questions where necessary.

To use an old shrink’s trick, something

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

long the lines of, “Just to be sure I understood you, you said you wanted . . . Did I understand you correctly?”

A short synopsis of what they’ve said will do just fine. Let them know that

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

Following aspects would a

you realize that the details need to be worked out, but you just want a clear understanding of their general idea/need.

3. Upsell: What I mean is, if the job entails working on thei

dd to the challenges in developing combination products:

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

website, when you turn in the completed project, tell them about a monthly newsletter that you can provide, an offline brochure to hand out at trade shows, a line of thank you poems for pa

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

st clients, etc.

This does two things:

a) It shows that you understand their business: If you truly listen to a client, quite a few ideas should come to you about how they c

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

n better serve their client; and

b) It demonstrates that you are forward-thinking: Many times when you present an idea to a client, it will be something that they never would

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

have thought of themselves.

Or, if they had, they never would have “front-burnered” it until you presented it in such a way that it would be folly if they didn’t implement it sooner, rathe

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

Professional from academic institutions, pharmaceutical industries, health care indust

than later.

Freelance writers have to be more than good copywriters, they have to be forward-thinking marketing and sales professionals. When you consider the old business axiom th

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

at 80% of your business comes from 20% of your client base, upselling should be a natural part of every client presentation.

I can’t tell you how many times clients have come back to me mo

.

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

ths, sometimes a few years later, ready to implement an idea I had presented to them that they hadn’t even thought of.

FYI, I call this my “LUCky” system: Listen, Upsell & C

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

Companies that provide selfless information through particip

arify. Doing these three things consistently will go a long way towards ensuring more work than that one project a client initially contacted you about.

Now, go create some LUC of your own

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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