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Right after the Internet Service Provider's ribbon-cutting ceremony, I met the sales manager for some brainstorming. I came up with a smokin' Unique Selling Proposition. He asked for some help with a company brochure and to call him the fo

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

llowing week. I agreed and did the work. He never returned my calls.

Next...

I finished a few spec assignments for a Christian direct marketing manager. She didn't reply. I e-mailed for her input and she said she'd call back. I'm still w

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

Examples of combination products may in

iting.

Forward...

A realtor e-mailed me thrice for an appointment. I replied all three times by e-mail or voice mail. He never responded back—but continues to ask for an appointment.

Have you ever been dealt such slighted hands?

I bet

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

you have. Anyone who's involved in their own business has been there, or will arrive soon. There are unscrupulous people who waste your valuable resources. I conclude God has a funny bone when He created such creatures.

But if you don't s

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

e the humor—incorporate these seven strategies that will screen out such creatures:

1) Free consultation: NOT! This is probably the hardest to do when you're starting out. It almost seems like you're turning away business. But there are s

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

Combination pro

hmucks whose sole purpose in life is to take your advice and use it for their own advantage without compensating you.

A computer technician asked me all sorts of questions pertaining to his side business. He wanted me to write marketing p

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

ieces for him at pennies on the dollar. It was obvious he was pursuing a hobby and had no regard for the value of my services. I dismissed him and watched him repeatedly bang his head against the wall.

And beware of becoming shark bait...

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

Business sharks beat their chest and feed you a good line to invite you into their meeting. They appear vulnerable and volunteer all their problems. Then after you give them your critical analysis, they'll pull out their wild card and dis

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

miss you.

Don't become their victim. Your time is too valuable to waste. The only no-cost consultation you might offer is to set up a paid consultation.

2) Cash up front. Before you perform any work—get a check. If not in full, then at 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

ast 50% of your fees. This confirms they're serious about hiring you.

And it shows them you abide by professional protocol. If they resist, insist this is standard company policy. And remember—the only free cheese is in the mousetrap.

3)

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

A written agreement. Back in the day—you could seal a joint business venture with a handshake. Your word was your bond. Sister, it ain't happening today.

Whether it's a formal contract or a simple one page note, make sure both parties sig

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

Following aspects would a

n and date the form. If you're on retainer, enter the exact amounts you charge for each month. If you agree on a specific performance bonus, include that in writing. And don't hesitate to call if they're late with your fee.

4) Don't offer

dd to the challenges in developing combination products:

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

discounts. Unless it's an advertised special. Don't cheapen the value of your work or your product. Especially if you created the product.

You bring a certain uniqueness and style to the marketplace no one else in the world can duplicate.

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

When you place a discount on that, you're downgrading your value to the world. Besides, once you begin bending the price, they'll expect it every time and they'll postpone from purchasing until your next sale.

5) You make a move—I'll mak

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

a move. Yield, and let them proceed first. I used to start and complete a project before I even knew if the prospect was even serious. This was shallow thinking on my part. And costly.

Today, depending on the project, I'll go as far as q

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

alifying potential clients. You should try this. It straps you into the driver's seat. And quality clients become more confident with pros who do the driving.

6) Beware of insincere schmoozers. They possess flattering tongues and spew out

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

Professional from academic institutions, pharmaceutical industries, health care indust

silly jargon like, "I really want to pay you," "You are like family to me," and "I'm not in it for the money."

Don't believe them. In fact, run as if from a fire. They probably work for the city fire department.

If you do some work for

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

hem—you'd be lucky to get a sincere thank you. Gratitude is good, but it doesn't pay the bills or cure the sick feeling in your stomach when you realize you've been had.

7) Speak with decision makers. The ones with the power to say yes. N

.

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

ot their gofers who talk a good talk, but have little clout.

You waste so much time with gofers. They're out to make themselves look good for their boss. Even if that means burning you. If you can't reach a decision maker: it's best to se

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

Companies that provide selfless information through particip

er the relationship right away. Believe me, you'll save on stress pills.

Dear reader, owning your own business is quite an accomplishment. You see a lot of good with the bad. With these strategies in place—you won't be blindsided by bozos

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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