| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Paul Brienza, Chief Growth Officer | The current employee count is 116, which represents roughly a 35% decrease from 2020. |
| What are the total revenues for the agency (substitute & indicate billings if this is the only available number): | |
| Paul Brienza, Chief Growth Officer | $20,829K |
| 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. | |
| Paul Brienza, Chief Growth Officer | Industry: Healthcare Astra Zeneca Chicago Proton Center (NM) Illinois Health Hospital Association Northwestern Medicine Sheppard Pratt El Camino Health Williamson Medical Center Industry: CPG Master Lock SentrySafe Yuengling Industry: Financial Services AblePay Baird Jewelers Mutual NorthShore Bank World Finance Corp Acuity Industry: Auto Byrider Industry: Tourism Los Cabos Tourism Industry: Retail Floricity Fleet Farm Vienna Beef Industry: Non-Profit ASPCA Boys & Girls Club Go2Foundation (Lung Cancer) NMSS Industry: Gaming Hoosier Lottery Industry: Pharma Independent Pharmacy Cooperative LVNG With Industry: Associations National Restaurant Association US Soccer NEMA (Trade Association) Industry: Manufacturing AOSmith Amcor GrandCraft FRAM Industry: Durable Goods USG Industry: Museum Peggy Notebaert Nature Museum Industry: Services Crisis Prevention Institute Industry: Real Estate Jack Lingo Realty Industry: Commercial Property Brookfield Corners |
| Bullet point the services you offer your clients: | |
| Paul Brienza, Chief Growth Officer | • Digital • Public Relations • Strategy • Data & Insights • B2B • Media • Content • SEO • Marketing Automation • In-House Production |
| What percent of new revenue comes from the following sources: | |
| Paul Brienza, Chief Growth Officer | |
| Expanding on your answer above, how has most agency revenue growth come in? | |
| Paul Brienza, Chief Growth Officer | Our agency revenue growth comes predominantly from new business; specifically, we tend to win at a higher rate when it comes from a referral. |
| How many Competitive Reviews/RFPs do you expect to enter this year? | |
| Paul Brienza, Chief Growth Officer | 60 |
| Do you have any qualification criteria for new business opportunities? Please explain. | |
| Paul Brienza, Chief Growth Officer | Currently, it’s Fame, Fortune, Fun. In 2022, we want to revise it to something that is more objective, ie What is the payoff? Do we have connections in the company?, What is the likelihood that we will win? |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Paul Brienza, Chief Growth Officer | • Some Marketing Automation (inconsistent): Opt-in to marketing emails, in past received a welcome series set of emails (3). Working to refresh this approach. • LinkedIn ads • Participate in professional association (eg. UWEBC) |
| What strategic resources do you make available to your teams? For example, do you have any proprietary strategy, research, data, tools, or any services you subscribe to? | |
| Paul Brienza, Chief Growth Officer | AAAA, Cision, eMarketer, The List (Winmo), Schlesinger Group (Over The Shoulder Research), Mintel, Resonate, Scarbourgh, rRval IQ, Netbase VWO, Tagger, CINT, Live Ramp, Kantar |
| When you consider Competitive Reviews, specifically, where does the team most need to improve? Where is the greatest opportunity for the team? | |
| Paul Brienza, Chief Growth Officer | • Efficiency in developing a response. • Collaboration/working as a unit versus in silos. • Respecting each other’s time and expertise. • In differentiating our services; telling the story of our services that is relevant to the client’s business problem (versus laying out an icon of services slide, or process slide) • Connecting relevant case studies to a specific prospect’s business problem/challenge |
| Is there anything else that would provide insight into your new business goals, opportunities or challenges? | |
| Paul Brienza, Chief Growth Officer | An ongoing discussion: Do we use the same set of people for pitching or do we bring in new talent to garner experience? |