| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Luke Madden, Growth of Director | 160 20% |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Luke Madden, Growth of Director | $28M billings |
| List your clients for the past 2 years (grouped by industry category, indicate past/current client). Cut and paste from another document if this helps. | |
| Luke Madden, Growth of Director | Food & Beverage Constellation Brands Friendship Dairies Saputo Dairy Foods Schuman Cheese Keurig Green Mountain BurgerFi Health & Wellness Highmark Health Excellus BlueCross BlueShield Bausch + Lomb Technology Corning Alibaba Group Xerox Conduent YouTube Rakuten Travel and Financial Services BMW Financial Services Delta Vacations |
| Bullet point the services you offer your clients: | |
| Luke Madden, Growth of Director | Brand Strategy Engagement Strategy Measurement and Analytics UX/UI Content Production Retail Marketing Public Relations Social |
| What percent of new revenue comes from the following sources: | |
| Luke Madden, Growth of Director | 41-50% |
| Expanding on your answer above, how has most new business come in? | |
| Luke Madden, Growth of Director | The majority of our net new business has come through relationship building, prior clients, and our agency network. |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Luke Madden, Growth of Director | Yes we've done a variety of outbound outreach for business development, including: 1. Developing content that is distributed via email and social media 2. Targeted prospecting and relationship building from proactive outreach 3. Outbound communication, quarterly updates, and meetings with search consultants |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Luke Madden, Growth of Director | Yes: 1. Sharpspring for data management and email communication 2. Winmo for prospecting lists and audience insights 3. Hootsuite for social publication |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| Luke Madden, Growth of Director | |
| How aligned would you say your management / new business team is as it relates to a new business approach? | |
| Luke Madden, Growth of Director | We usually have good debate, but typically 75%+ are in one camp to pursue/not pursue. |
| How many Competitive Reviews/RFPs will you enter this year? | |
| Luke Madden, Growth of Director | 5-7 |
| Of those, what percentage do you expect to win? | |
| Luke Madden, Growth of Director | 20-30% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| Luke Madden, Growth of Director | 5-7 |
| Of those, what percentage did you win? | |
| Luke Madden, Growth of Director | 10-20% |
| What percentage of your Competitive Reviews/RFPs involve a credentials presentation that is separate from a final strategy/execution presentation (vs. one combined credentials/final presentation session)? | |
| Luke Madden, Growth of Director | 75% |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| Luke Madden, Growth of Director | 25% |
| On the smaller half of your Competitive Reviews/RFPs, how much do you typically spend on each (out of pocket on average)? | |
| Luke Madden, Growth of Director | $1,000-$5,000 |
| On the larger half of your Competitive Reviews/RFPs, how much did you typically spend on each (out of pocket on average)? | |
| Luke Madden, Growth of Director | $30,000-$50,000 |