| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Austin Garcia-Coope, Business Development Associate | 296 employees nationally (Corporate, call center, and remote). This is a decrease of 116 employees (mix of Corporate and Call Center employees) since 2017. |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Austin Garcia-Coope, Business Development Associate | $148.656M |
| 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. | |
| Austin Garcia-Coope, Business Development Associate | Telecom Verizon Retail Best Buy Subway AMC Nike Williams Sonoma Group Brands WaWa Ascena Group Brands Lixil Brands TJX Gap American Greetings National Mail SimpliSafe PAST - PetSmart Travel Carribean Airlines Airline Information PAST - ITN PAST - Kaligo Finance/Insurance Royal Bank of Canada First National Bank of Omaha First Citizens Bank Allianz PAST - First Bank of Puerto Rico State Farm Healthcare Baycare Other LPS PAST - Meydan PAST - Women’s Tennis Association |
| Bullet point the services you offer your clients: | |
| Austin Garcia-Coope, Business Development Associate | Loyalty technology platform Strategic Consulting services (including: program design, financial modeling, persona development, experience mapping, business requirement development, etc.) Analytics services Creative Agency services Marketing Campaigns services |
| What percent of new revenue comes from the following sources: | |
| Austin Garcia-Coope, Business Development Associate | 6-10% |
| Expanding on your answer above, how has most new business come in? | |
| Austin Garcia-Coope, Business Development Associate | Most Enterprise new business comes in via RFP, most Services new business comes in via proactive prospecting. |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Austin Garcia-Coope, Business Development Associate | Outbound business development has been very limited over the last 2 years for multiple reasons. We are now in the process of refining our outbound strategy and ensure our pipeline is filled to a healthy level. |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Austin Garcia-Coope, Business Development Associate | We used Salesforce as our CRM, marketing, and lead management software for new business. |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| Austin Garcia-Coope, Business Development Associate | |
| How aligned would you say your management / new business team is as it relates to a new business approach? | |
| Austin Garcia-Coope, Business Development Associate | The new business team meets regularly with the executive team to discuss pricing strategies on all new business. This ensures accountability and alignment on the strategic approach taken with each deal. |
| How many Competitive Reviews/RFPs will you enter this year? | |
| Austin Garcia-Coope, Business Development Associate | 11-15 |
| Of those, what percentage do you expect to win? | |
| Austin Garcia-Coope, Business Development Associate | 5-10% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| Austin Garcia-Coope, Business Development Associate | 8-10 |
| 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)? | |
| Austin Garcia-Coope, Business Development Associate | 25% |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| Austin Garcia-Coope, Business Development Associate | 75% |
| On the smaller half of your Competitive Reviews/RFPs, how much do you typically spend on each (out of pocket on average)? | |
| Austin Garcia-Coope, Business Development Associate | $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)? | |
| Austin Garcia-Coope, Business Development Associate | $5,000-$10,000 |