Business Development Lead Questionnaire - PAVONE

What is the total number of employees at your office?
	40
What is the total number of employees in the U.S.?
	47
What are the total client billings for your office:
	$5.7 million
List the clients the firm has worked for (grouped by industry category, and also indicate past/current client). Cut and paste from another document if this helps.
	Current in CAPS CPG: Food/Bev- HERSHEY FOODS, FRIENDSHIP DAIRIES, TURKEY HILL DAIRY, YUENGLING BREWERY, Gazebo Room Salad Dressing, Gertrude Hawk Chocolates, EMPIRE KOSHER POULTRY, UTZ SNACK FOODS, GALLO WINERY, PA WINE RESEARCH BOARD, AFP (Advanced Food Products) CPG: OTC/Other - COLGATE-PALMOLIVE, Reckitt-Benckiser (Lysol brand), Cold-Eeze, Pain Master, GE SMALL APPLIANCES, Oliveology, Pharmachem, L'Equip Home Appliances, Soda-Club, Omega Products Retail: AAMCO, PA Wine and Spirits Stores (640 locations), Auntie Anne's Pretzels, Hershey Park, Chocolate World, Penn National, Indiana Downs, Cali Entertainment, KEEN MOTORSPORTS, Travelodge, Wren Dale Golf Course, Isaac's Deli, PATRIOT NEWS, MOUNTZ JEWELERS B2B: W.L. GORE(CROSSTECH BRAND, SEAMGUARD BRAND) in the past Glide Dental Floss brand, AIR PRODUCTS, NEOCONIX Building/Home Products: MI WINDOWS AND DOORS, YORK WALLCOVERINGS, EXCEL HOMES, RUTT HANDCRAFTED CABINETRY, HERITAGE CABINETRY, Yorktown Cabinetry Financial: FULTON BANK, FISHER FINANCIAL, PSECU, Peoples Bank, Legacy Bank, Campus Life Government/Social Services: PA Liquor Control Board, Dept of Aging, Dept of Health, PA COALITION AGAINST RAPE, PA Forum for Primary Healthcare, PA Wine Association Education: HARRISBURG ACADEMY, HARRISBURG AREA COMMUNITY COLLEGE, HERSHEY CENTER FOR APPLIED RESEARCH, Harrisburg University of Science and Technology Health: MOUNT NITTANY MEDICAL CENTER, Synova Health Care (FEM-V brand), HEALTHAMERICA, MOFFIT HEALTH AND VASCULAR, Pa Forum for Primary Healthcare, SCHEIN ERNST (Eye care)
Bullet point the services you offer your clients:
	Branding (ArchImaging - is our proprietary process) Research Design Packaging Advertising Public relations Interactive Sales promotions Event Marketing CRM Media
What outbound business development have you done over the past 2 years?
How many people are regularly involved in your new business pitches and RFPs? (also list names/titles)
How many competitive pitches/RFPs will you do this year?
	11-15
Of those, what percentage do you expect to win?
	50-60%
How many competitive pitches/RFPs did you do last year?
	16-20
Of those, what percentage did you win?
	20-30%
What percentage of your competitive pitches/RFPs involve a credentials presentation that is separate from a final strategic/creative presentation (vs. one combined credentials/final presentation session)?
	50%
How often do you submit a strategic/creative recommendation with no in-person presentation?
	25%
On the smaller half of your pitches, how much do you typically spend on each (out of pocket on average)?
	$20,000-$30,000
On the larger half of your pitches, how much did you typically spend on each (out of pocket on average)?
	$50,000-$75,000