| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Kristin Keller, EVP Client Engagement | 180 - increased slightly |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Kristin Keller, EVP Client Engagement | 38M |
| List your clients for the past 3 years (grouped by industry category, indicate past/current client). Cut and paste from another document if this helps. | |
| Kristin Keller, EVP Client Engagement | Current (all pharma): Astellas Abbott Nutrition Abbvie Sanofi Pasteur BMS Astrazeneca Oncology Amicus Therapeutics Quotient, Ltd Fresenius Kabi Melinta Mallinckrodt Genentech/Roche Pfizer Circassia Merck-Serono Conmed Past: bioTheranostics Biogen Takeda Novartis Oncology Mission |
| Bullet point the services you offer your clients: | |
| Kristin Keller, EVP Client Engagement | - Advertising - Medcomms - Speaker Bureau - Advocacy |
| What percent of new revenue comes from the following sources: | |
| Kristin Keller, EVP Client Engagement | 0 - 5% |
| Expanding on your answer above, how has most new business come in? | |
| Kristin Keller, EVP Client Engagement | RFPs and relationships with potential clients; also organic business, but the total number has been offset by organic attrition |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Kristin Keller, EVP Client Engagement | Yes; primarily awareness building and leveraging of personal relationships. It's important to note that we are a "new" agency - the result of a merger of 3 existing agencies, one of which is our namesake, in 2013 - so we have an issue with brand awareness and confusion. Therefore, marketing of our new identity is a big focus and obstacle of inbound leads. |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Kristin Keller, EVP Client Engagement | We have just begun to use SF.com and are in the process of implementing Marketo |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| Kristin Keller, EVP Client Engagement | |
| How aligned would you say your management / new business team is as it relates to new business approach? | |
| Kristin Keller, EVP Client Engagement | Strongly |
| How many Competitive Reviews/RFPs will you enter this year? | |
| Kristin Keller, EVP Client Engagement | 11-15 |
| Of those, what percentage do you expect to win? | |
| Kristin Keller, EVP Client Engagement | 60-70% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| Kristin Keller, EVP Client Engagement | 16-20 |
| Of those, what percentage did you win? | |
| Kristin Keller, EVP Client Engagement | 60-70% |
| 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)? | |
| Kristin Keller, EVP Client Engagement | 50% |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| Kristin Keller, EVP Client Engagement | 25% |
| On the smaller half of your Competitive Reviews/RFPs, how much do you typically spend on each (out of pocket on average)? | |
| Kristin Keller, EVP Client Engagement | $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)? | |
| Kristin Keller, EVP Client Engagement | $30,000-$50,000 |