| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Michael Burkin, VP, Business Development | total: 100 - NYC: 80, London: 20 |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Michael Burkin, VP, Business Development | $18M |
| 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. | |
| Michael Burkin, VP, Business Development | Current major clients by industry Kitchen & Housewares: OXO Health: Sanofi, Cigna, J&J, Bayer, UCB Financial Services: Amex, Capital One, Affinity Consumer Electronics & Technology: Google, Samsung, nPower, Schneider Electric, Mira Fitness, HP CPG: PepsiCo, SC Johnson Transportation: Ford, Lufthansa Non-profit: Rockefeller Foundation, National Campaign to Prevent Teen & Unwanted Pregrancy |
| Bullet point the services you offer your clients: | |
| Michael Burkin, VP, Business Development | Insights Strategy Design Realization & Piloting |
| What percent of new revenue comes from the following sources: | |
| Michael Burkin, VP, Business Development | 51-60% |
| Expanding on your answer above, how has most new business come in? | |
| Michael Burkin, VP, Business Development | New business primarily comes in via the following methods (ranked top to bottom): 1. Current accounts: organic growth within current relationships/stakeholders 2. Current accounts: expansion to new relationships/stakeholders 3. Referrals: combination of previous clients who moved to new companies and take us with them, and clients who refer us to their own professional networks. 4. Competitive reviews/RFP's: many of whom find us referrals or via organic search on terms like "innovation" 5. Marketing: mostly though our owned channels (website, Femme Den, Salons, social media) 5. Proactive prospecting |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Michael Burkin, VP, Business Development | During the last 12-18 months we've actively increased activities and resource allocation in this area: 1. For 12 months we had part-time BD resource in LDN dedicated to leveraging Smart POV content in key verticals (financial services, health, etc) to win business for both the LDN and NY studios. We saw some strong signals of success in LDN (e.g. winning Capital One UK). But that resource moved to China to work for a competitor. 2. We're testing the use of an external BD firm to replace this resource in London: Entourage. Early signs have been encouraging. We're looking into using Catapult in the US for the same type of services. 3. We're put an increased focus on engaging current and past clients in a consultative content-led way. We call the effort "3030" and we've seen some good momentum and impact from this efforts. 4. We're ramping up a more industry focused external BD strategy for 2016. Focus industries are: health, financial services, and transportation. |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Michael Burkin, VP, Business Development | Salesforce. |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| Michael Burkin, VP, Business Development | |
| How aligned would you say your management / new business team is as it relates to new business approach? | |
| Michael Burkin, VP, Business Development | Well aligned. |
| How many Competitive Reviews/RFPs will you enter this year? | |
| Michael Burkin, VP, Business Development | 21-30 |
| Of those, what percentage do you expect to win? | |
| Michael Burkin, VP, Business Development | 30-40% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| Michael Burkin, VP, Business Development | 30+ |
| Of those, what percentage did you win? | |
| Michael Burkin, VP, Business Development | 20-30% |