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"Networking is getting what you want by helping others get what they want." Zig Ziglar (1926-Present), motivational speaker & author

Every week, I check my email, mailbox, and newspaper to see what netw

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

orking events are on the horizon. I’m a typical extrovert - the more opportunities I have to meet people, the happier I am. As I consider which events to attend, I’m like a kid in the candy store.

In con

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

Examples of combination products may in

trast, my partner sees networking events on the same level as going to the dentist to have wisdom teeth removed. She’s thrilled that I like the networking scene, since it keeps her from having to attend s

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

ch events.

Surveys show that only a fraction of the populace (between 10-20%) enjoys networking while the vast majority either prefers to avoid it or vehemently dislikes it. One reason why networking is

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

so unpopular is that many people lack the strategies to make it effective.

I’ve developed seven approaches to networking that make it a productive way to find clients while having fun at the same time.

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

Combination pro

I cannot promise that adopting these ideas will convert you into an enthusiastic networker, but they will make you more effective.

1) Givers gain
When you concentrate on being a resource to others w

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

th whom you’re networking rather than maximizing referrals for yourself, good things happen. Whether you call it karma or the golden rule, you’ll notice more referrals and business coming your way when yo

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 help others reach their objectives.

2) Show real interest in others
Many people are insecure about the impression that they make on others or think that networking is about meeting as many people

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

as possible. As a result, they fail to connect with the people that they meet. Take time to ask open-ended questions, listen to answers, and make follow-up inquiries. People love talking about themselves

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

nd being heard. Soon you’ll find that your interest is reciprocated, and referrals will flow in both directions.

3) Regular attendance
To paraphrase Woody Allen, “Half of succeeding in life is just

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

showing up.” Many people drop out of networking groups because they feel like they aren’t getting sufficient leads. Often, these drop-outs share a common habit. They attend networking events on such an in

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

Following aspects would a

frequent basis that they don’t allow enough time to develop relationships that instill a level of trust that leads to referrals.

4) Rule of five
A friend of mine had a bad habit of always hanging ou

dd to the challenges in developing combination products:

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

with people that he knew at networking events. Then, he committed to meeting five new people at every social occasion. Several of these contacts eventually became customers.

5) Meet outside
Whenev

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

er I see the results from a networking group start to diminish, I commit to getting together with individuals for coffee or lunch. During these meetings, we learn about each other’s businesses, develop gr

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

eater confidence and understanding, and the referrals start to flow.

6) Specificity
Never assume that other people understand what constitutes a good lead for you. People have a hard enough time kee

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

ing up with their own activities. It’s too much to ask people to know what you need. Rather, the more specific you are in communicating not just the type but also the name of companies that you wish to do

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

Professional from academic institutions, pharmaceutical industries, health care indust

business with, the more likely you are to receive introductions to people whom you find valuable.

7) Name Tag Marketing
Do you rely on those low-priced stick-on “Hello. My name is ___” name tags at

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

networking events? One of the best marketing expenses is the least inexpensive. Purchase a custom name tag that people can read from at least ten feet away. This name tag should contain your logo, name (

.

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

n large font), and perhaps, a distinctive title. I’ve found great success with the title “Chief Galvanizer” because that describes what I do in a memorable way that makes sense for my name. What title can

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

Companies that provide selfless information through particip

you use to initiate an interesting conversation?

If some of these networking strategies work for you, please borrow them. If you have some other ideas, please let me know so I can share them with others

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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What is an entrepreneur? Well, in the United States of America there are two types of very successful entrepreneurs. There is the market entrepreneur and there is the political entrepreneur. The market entrepreneur makes money in the free market by delivering the lowest prices and the best quality and service to its customers and the consumer.

If you make a comment, and no one can hear you, what was the point of speaking? The answer is clear. There was no point, except to hear yourself talk. One of your most important responsibilities as a speaker is to make sure everyone in the audience can hear you.

I have a question for all of you Sales Managers out there. What will it take? What will it take to turn the new or mediocre sales person in your group into someone who drives revenue and reeks confidence? It will take a decision.

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