| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Jacque Fisher, EVP Managing Director | 36 - doubled in past year |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Jacque Fisher, EVP Managing Director | $5.5M |
| 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. | |
| Jacque Fisher, EVP Managing Director | AbbVie - multiple brands/customer channels (Humira, Viekira Pak, venetoclax; payer, health system, employer, pharmacy) Pfizer - Qullivant XR, DuaVee/Premarin franchise; payer marketing Mylan - Epipen, Respiromat; payer marketing Boehringer Ingelheim - Gilotrif; payer marketing Genentech - above brand, channel marketing sanofi pasteur - Fluzone, Adacel; health systems marketing sanofi - Multaq; payer marketing Auxilium - Xiaflex; payer marketing |
| Bullet point the services you offer your clients: | |
| Jacque Fisher, EVP Managing Director | We provide insight and expertise to design innovative managed markets solutions to optimize access and strengthen brand plans: • Creating market access strategies to secure market readiness and product resonance • Researching channel market opportunities • Developing value proposition messaging and tactics • Translating economic research data to support brand goals • Designing pull-through strategies using nonpersonal and personal approaches • Generating total office call solutions • Formulating training materials for account management and field sales teams |
| What percent of new revenue comes from the following sources: | |
| Jacque Fisher, EVP Managing Director | 81-90% |
| Expanding on your answer above, how has most new business come in? | |
| Jacque Fisher, EVP Managing Director | referrals from existing clients to colleagues in same company (AbbVie); expansion of client work on existing accounts - rollover business has increased |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Jacque Fisher, EVP Managing Director | Worked with network agency partners to collaborate on pitches/new business opportunities Responded directly to RFI/RFP requests direct to Maxcess Pursued known contacts - old clients etc |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Jacque Fisher, EVP Managing Director | Jut started using salesforce.com |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| Jacque Fisher, EVP Managing Director | |
| How aligned would you say your management / new business team is as it relates to new business approach? | |
| Jacque Fisher, EVP Managing Director | new and shy to proactive new business approaches - has been more comfortable in round table dialogue that results in growing business - solution oriented. |
| How many Competitive Reviews/RFPs will you enter this year? | |
| Jacque Fisher, EVP Managing Director | 11-15 |
| Of those, what percentage do you expect to win? | |
| Jacque Fisher, EVP Managing Director | 20-30% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| Jacque Fisher, EVP Managing Director | 5-7 |
| Of those, what percentage did you win? | |
| Jacque Fisher, EVP Managing Director | 30-40% |
| 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)? | |
| Jacque Fisher, EVP Managing Director | 50% |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| Jacque Fisher, EVP Managing Director | 25% |
| On the smaller half of your Competitive Reviews/RFPs, how much do you typically spend on each (out of pocket on average)? | |
| Jacque Fisher, EVP Managing 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)? | |
| Jacque Fisher, EVP Managing Director | $1,000-$5,000 |