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If you are looking for a Bank to support your new business or help expand your existing business then it’s very likely that you have had to deal with a Bank Manager. Depending on how well the Manager knows you very often you will have to attend an interview.

Everything you do and say in the interview wi

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

ll have a bearing on whether you are assessed as a good or bad risk. Building rapport between you and the Manager is part of this process.

Let’s look at just some of the tools you can use to build rapport with your Manager.

Speak With Confidence

There's no getting away from it, human nature is

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

Examples of combination products may in

uch that we naturally feel more comfortable with people who are confident and can express their ideas and thoughts with conviction. Your voice has to convey your inner strength. It has to say to the listener, "I'm going to make a success of this business" or "I know that the additional money I'm asking f

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

r will help me increase sales turnover by 100%".

Your voice is an expression of the strong belief you have in yourself. People are drawn to those who are confident. Portraying confidence will help create rapport.

Make Plenty of Eye Contact

Stare him straight in the eyes when you want to put acr

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

ss a particularly powerful point; this demonstrates confidence. Avoiding eye contact gives the impression you are so uncomfortable with what you're saying that you can't look him in the eye. Your discomfort could give the Manager the feeling that you either lack confidence or are lying.

Not looking him

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

Combination pro

he eye, especially during crucial statements, will lead to him asking himself questions such as, "He's trying to hide something. What is it?"; " He doesn't seem very comfortable with what he just said. Has he got a problem with that area?"

Your eyes can give away so much about your thoughts. Make sure

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

they say you are confident, not afraid of the task ahead and worthy of support.

Smile!

A miserable person is not going to endear themselves to anyone. It's a fact that we gravitate to people who are happy and smiling. They appear to be having a ball in life and we want to be part of it! If you

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

alked into a department store and you had the choice of two assistants, one who was smiling and welcoming and one who was down-in-the-mouth, who would you choose to go to?

A smile has the power to melt away any opposition or ill feeling. It's another aspect of our body language, which shouts out confide

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

ce and helps builds rapport

Watch His Body Language

You will be able to gauge his initial reactions by observing his body language and reacting to that. If you learn to read body language then misunderstandings can be rectified early on and you'll get an important insight into what the other per

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

on is thinking.

Here are some of the things to look out for:

• If you see him leaning back in his chair, it's almost as if he's trying to get as far away from you as possible. The hidden meaning could be that he's trying to distance himself from what you are proposing; in other words he doesn't like yo

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

r idea. If you see this, you need to immediately find out what is on his mind, so ask a question. Ask if he has any comments on what you've said so far and this will give you the chance to get him back on your side. If he has misunderstood something which has led him to switching off, then it's important

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

Following aspects would a

you clarify the problem, correct it and move on

• If he has started supporting his head with his hands, it may be that he has lost interest in what you're saying. If you see this "loss-of-interest" signal, again ask a question such as "Do you have any queries so far?" Asking questions of someone who lo

dd to the challenges in developing combination products:

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

ks bored or left out, brings them back into the conversation and again gives you an opportunity to check their understanding of what you have covered

• The opposite of the "bored pose", is where he starts leaning towards you. This may indicate a high level of interest in what you have to say and shows y

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

u that you're on the right track. Spotting this will help improve your confidence even further

• Crossed arms and legs may indicate a negative feeling towards your proposal. Again, ask questions to uncover what the problem or concern is, so you can clear up any misunderstandings

• If he is maintaining

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

very "open" position i.e. arms apart, nodding in agreement, he is indicating that he's keen to know more about your project and so giving you the green light to carry on with your presentation

If you see evidence of negative body language, ask questions to get him to express his feelings or thoughts. S

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

ch questions would be: "What do you think about what I've covered so far?"; "From what you've heard so far, what are your impressions?"; "Have I made myself clear?"

Learn To Use Success-Based Words

As a successful or potentially successful businessman, you do not want to be using the same dull w

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

Professional from academic institutions, pharmaceutical industries, health care indust

ords as the general masses. In line with your strong belief and confident talking style, you need to use words, which propel you above the average person and backup the belief you have in your success.

Your words have to shout out that here is a successful person who knows what he wants! The words you u

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

e have to convey your enthusiasm and energy - these are success-based words - all of which is necessary to run a successful business. Success-based words are ‘can do’, ‘will do’ phrases. Changing your vocabulary to a "success-based" one will take some practice and constant vigilance on your part.

Try an

.

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

think of the words you use on a daily basis. Do they convey what you really want to say? Are they non success-based or success-based? Can you change them to ones that are?

When you use success-based words, remember what we said about the use of emphasis. Success-based words are the ideal ones to emphas

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

Companies that provide selfless information through particip

s. Properly emphasised they do convey power, success, confidence and a strong belief.

We have looked at some of the tools you can use to help build rapport with your Bank Manager. All of them will help you get ahead of the game, so study them and practice their use.

Robert Warlow Small Business Succes

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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