Physician Selection Criteria

1) Perspective

- Clinical

- Political

- Scientific

2) Technical

- Inventor

- Evaluator

3) Scientist/Investigator

Physician Selection Criteria

4) Presenter

- Quality

- Quantity

- Credibility

5) Writer

- Quality

- Quantity

- Credibility

Physician Selection Criteria

6) Integrity/Respect from Colleagues

7) Loyalty and Respect for BSC

8) Team Player

9) Discretion

10) Involvement with Competitors

Physician Selection Criteria

11) Product Usage Volume

- Overall

- Ours

12) Facilities/Equipment

13) Financial Expectations

THE PARADIGM SHIFTERSWho are They? Where do They Come

From?• A young person fresh out of

training.

• An older person shifting fields.

• The maverick.

• The tinkerers.

Evaluating Inventors and Inventions

Invention

• Degree of reduction to practice - proof of principle - prototype(s) - clinical experience - sales experience

• Degree of protection - patent, application, trade secrets - novelty - inventor’s commitment, name value

Evaluating Inventors and Inventions

Inventor

• Clinical credibility

• Understanding of applications, competitive techniques, marketing issues

• Commitment, focus, drive

• Ability and interest to help technically

Evaluating Inventors and Inventions

Inventor

• Realistic expectation

• Chemistry, communicating credibility, discretion, salesmanship

• Willingness to be active participant - talks, papers, travel - work with other doctors - solve new problems