| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| John Camilleri, Senior VP, New Business Director | 249 in Philly/255 nationally. Increased approx 30 employees over last 2 years |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| John Camilleri, Senior VP, New Business Director | $706 Million in Billing |
| 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. | |
| John Camilleri, Senior VP, New Business Director | All are current Automotive AAA MID ATLANTIC Supermarkets AHOLD DELHAIZE(GIANT / MARTINS) ravel & Tourism APPLE VACATIONS Non-Profit ARDEN THEATER Corporate/Business Services ARRIS Healthcare ASPEN DENTAL Financial Services BANCORP SOUTH Financial Services BERKSHIRE HATHAWAY Food & Beverage BLUE DIAMOND GROWERS Retail Walk-In & Online BOSCOV'S Healthcare COVANCE Food & Beverage CUMBERLAND PACKING Art & Education EDUCATION AFFILIATES Healthcare EINSTEIN HEALTH SYSTEM Restaurants EL POLLO LOCO Media & Entertainment ENTERCOM Household Products EP HENRY Media & Entertainment FELD ENTERTAINMENT Automotive FORD Healthcare INSPIRA HEALTH SYSTEM Non-Profit JDRF Healthcare JEFFERSON HEALTH SYSTEM Art & Education KENT STATE UNIVERSITY Consumer Electronics LUTRON Healthcare MJHS HEALTH Insurance NJM INSURANCE Alcoholic Beverages PA LIQUOR CONTROL BOARD Food & Beverage PEAK ROCK CAPITAL (TURKEY HILL) Automotive PEP BOYS Pet Care PET IQ Pet Care PET VALU/PET SUPERMARKET Corp/Business Services PILOT FREIGHT Financial Services PSECU Automotive PYLON (MICHELIN WIPERS) Retail QURATE RETAIL GROUP (QVC) Media & Entertainment RIVERS CASINO Healthcare RW JOHNSON/BARNABAS HEALTH Healthcare ROTHMAN INSTITUTE Gaming RUSH STREET GAMING Household Products SCRUB DADDY Transportation SEPTA Retail Walk-In & Online SHEETZ Media & Entertainment SINCLAIR TV STATION GROUP Government STATE OF DELAWARE Consumer Electronics STREAMLIGHT Media & Entertainment SUGARHOUSE CASINO Non-Profit SUN. BKFST RESCUE MISSION Healthcare TEMPLE HEALTH Transportation TOWER HEALTH Healthcare TRINITY HEALTH Energy UGI (UNITED GAS, INC) Corp/Business Services UNISYS Healthcare UNIVERSAL HEALTH SERVICES Healthcare UNIVERSITY OF PITTSBURGH MEDICAL CENTER Retail Walk-In & Online WAWA Financial Services WSFS/BENEFICIAL BANK |
| Bullet point the services you offer your clients: | |
| John Camilleri, Senior VP, New Business Director | Media Strategy/Planning Media Buying SEO Media Analytics Business Consulting Services Sales Analysis and Data Visualization Content Marketing Local Listings Mgmt Influencer |
| What percent of new revenue comes from the following sources: | |
| John Camilleri, Senior VP, New Business Director | 11-20% |
| Expanding on your answer above, how has most new business come in? | |
| John Camilleri, Senior VP, New Business Director | New Business has come in from competitive reviews with approx 50% derived from search consultant reviews and 50% from direct inquiry/contact. The percent of search consultant reviews has increased dramatically in the last year. Seeking to increase growing current client base with new services - hence this training . |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| John Camilleri, Senior VP, New Business Director | Yes, we have a 10 person New Biz team and issue approx 4 position papers/reports to our 2000 plus database of leads. We require that each new business member make 6 deep contacts (meetings, phone call, impact boards, etc. per year). We host a media trends presentations annually where 75 to 100 attendees listen to our prognostications. Each new business member has 1 to 2 categories that they specialize in and keep apprised of developments - QSR, CPG, retail, etc). We market to approx 1400 leads consistently. We have redesigned our website to be more new business friendly and have incorporated category specific sections |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| John Camilleri, Senior VP, New Business Director | We utilize Leadlander, (tracks companies that visit our website, for how long and what pages they visited) Insightly (CRM) and Winmo (generate lists) and LinkedIn (Premium & Navigator) and Sharepoint is PM software. |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| John Camilleri, Senior VP, New Business Director | |
| How aligned would you say your management / new business team is as it relates to a new business approach? | |
| John Camilleri, Senior VP, New Business Director | Pretty much aligned, still seeking to address full time vs part time status of team member(s). |
| How many Competitive Reviews/RFPs will you enter this year? | |
| John Camilleri, Senior VP, New Business Director | 21-30 |
| Of those, what percentage do you expect to win? | |
| John Camilleri, Senior VP, New Business Director | 30-40% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| John Camilleri, Senior VP, New Business Director | 11-15 |
| Of those, what percentage did you win? | |
| John Camilleri, Senior VP, New Business Director | 20-30% |
| 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)? | |
| John Camilleri, Senior VP, New Business Director | 75% |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| John Camilleri, Senior VP, New Business Director | 25% |
| On the smaller half of your Competitive Reviews/RFPs, how much do you typically spend on each (out of pocket on average)? | |
| John Camilleri, Senior VP, New Business 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)? | |
| John Camilleri, Senior VP, New Business Director | $10,00-$20,000 |