| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Janelle Starr | SVP, General Manager - Heartbeat West | West is just 7 of us; Heartbeat Ideas (our HQ in NYC) is likely close to 140 now. We grew significantly this year - by 50%+ |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Janelle Starr | SVP, General Manager - Heartbeat West | $21.1MM |
| 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. | |
| Janelle Starr | SVP, General Manager - Heartbeat West | All healthcare 2015: astrazeneca, boehringer ingelheim, boston scientific, bristol-myers squibb, galderma, genentech, janssen, novan, novartis, sanofi, shionogi, sientra, sunovion, telabio, xenoport 2014: abbott diabetes care, agilent genomics, amgen, astrazeneca, edgemont, bristol-myers squibb, corcept therapeutics, duchesnay, galderma, genentech, janssen, mcneil, novartis, pfizer, procure, roche, sientra, telabio, ucb, valeant, xenoport 2013: abbott diabetes care, bausch & lomb, corcept therapeutics, galderma, janssen, medicis, mcneil, novartis, otsuka, pfizer, sanofi, sientra, teva, UCB, xenoport |
| Bullet point the services you offer your clients: | |
| Janelle Starr | SVP, General Manager - Heartbeat West | insights & ideation: market research, strategy, idea generation, campaign conception creative development: digital, mobile/tablet, print, television, CRM, experiential audience engagement: media planning & buying, SEO, social media, earned media analytics: insight-based reporting, ROI measurement |
| What percent of new revenue comes from the following sources: | |
| Janelle Starr | SVP, General Manager - Heartbeat West | 31-40% |
| Expanding on your answer above, how has most new business come in? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | I think the figures above are somewhat artificial as B sets us up for C. Sometimes we can prospect an win the work outright, but more often than not, we prospect, build relationships, then we get included in the RFP. When we have those relationships in place prior to the RFP, it's our proven best chance for success. |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Janelle Starr | SVP, General Manager - Heartbeat West | We focus on thought leadership marketing to develop new business. As of 2014 Heartbeat officially did away with a focused business development team/sales people and instead the CEO and management team take on this role. |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | We have a custom Salesforce implementation that is the hub of our marketing and new biz efforts. |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| Janelle Starr | SVP, General Manager - Heartbeat West | |
| How aligned would you say your management / new business team is as it relates to new business approach? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | Well aligned |
| How many Competitive Reviews/RFPs will you enter this year? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | 16-20 |
| Of those, what percentage do you expect to win? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | 60-70% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | 16-20 |
| Of those, what percentage did you win? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | 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)? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | 25% |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | 25% |
| On the smaller half of your Competitive Reviews/RFPs, how much do you typically spend on each (out of pocket on average)? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | $5,000-$10,000 |
| On the larger half of your Competitive Reviews/RFPs, how much did you typically spend on each (out of pocket on average)? | |
| Janelle Starr | SVP, General Manager - Heartbeat West | $30,000-$50,000 |