| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Amber Friesen, General Manager, Digitas Health LifeBrands | London - about 35; size has been relatively stable the last 2 years but average turnover rates |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | £3.8M |
| 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. | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | 2016 Clients AstaZeneca – Embedded team J&J – Nicorette – EMEA & UK Janssen – EMEA Corporate Comms social media programme Pfizer UK – Sayana Press & Medical Affairs Sanofi Corporate Comms – Connecting Nurses social media programme Sanofi - Dengue - Social media influence analysis Novartis – Cosentyx unbranded patient awareness programme for Ankylosing Spondylitis Novartis – Target App MCM campaign Novartis – Hyptertension App Design Merck Serono – Fertility Franchise – B2C website strategy, UX & design Merck Serono – Fertility Franchise – B2B MCM strategy & website design Boehringer Ingelheim – Jardiance digital AOR Boehringer Ingelheim – Transformation & Innovation Programme 2015 Clients AstaZeneca – Embedded team AstaZeneca – Symbicort AstraZeneca UK Corporate Comms – social media programme Boots Pharmaceuticals J&J – Nicorette – EMEA & UK Janssen – EMEA Corporate Comms social media programme Pfizer UK – Sayana Press & Medical Affairs Sanofi Corporate Comms – Connecting Nurses social media programme Novartis – Cosentyx unbranded patient awareness programme for Ankylosing Spondylitis Novartis – Target App MCM campaign Merck Serono – Fertility Franchise – B2B MCM strategy & website design Mylan – Global corporate rebrand and integrated campaign Mylan – EMEA AOR Mylan – France social media 2014 Clients AstaZeneca – Embedded team AstaZeneca – Symbicort AstaZeneca – Crestor AstraZeneca UK Corporate Comms – social media programme Boots Pharmaceuticals Janssen – EMEA Corporate Comms social media programme Sanofi Corporate Comms – Connecting Nurses social media programme Medtronic Diabetes – Global HCP website Mylan – EMEA AOR Pfizer Pradaxa (via sister agency) Novo Nordisk Global Reckitt Benckiser – Nuromol |
| Bullet point the services you offer your clients: | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | - Digital marcoms - Multichannel brand strategy (MCM) - Creative campaigns - Social media strategy, governance, activation & community management - Innovation & transformation - Customer and market insights - Web & mobile app design - Data analytics - Experience design & UX - Content strategy |
| What percent of new revenue comes from the following sources: | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | 51-60% |
| Expanding on your answer above, how has most new business come in? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | The vast majority of our pitches come from formal RFPs, where the opportunity comes in at the PH or Groupe level, and then is passed to the best agency for that opportunity. We have our lowest success rate on these opportunities. The majority of our growth in 2016 has come from extending our existing relationships and organisational reach to secure a greater remit or new opportunities. While this is harder to track formally, it has proven to be a more effective growth strategy |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | in 2010-2014, DH ran an external event called "ThinkDigital" which brought industry expects together for a day of organised presentations and conversations. While this did help with our industry reputation, it rarely lead to direct new business opportunities. Since 2014, very little external business development has happened. Much of this could be attributed to changes in agency leadership during 2014-2016 and more focus on stabilising the organisation. I also think that relevant RFPs have been on the rise |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | We track new business activity in SalesForce as does everyone in PH; we use nothing further than that |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | |
| How aligned would you say your management / new business team is as it relates to new business approach? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | I would say that our new business approach is incoherent and inconsistent. We respond to a very wide range of RFPs, and do not have a consistent approach or method for our response. Additionally, client expectations vary widely and every RFP requires a high level of interpretation, to understand the core ask, as digital requests can come in many guises. As a team, our pitch processes require significant improvement, hence our focus on this planning. |
| How many Competitive Reviews/RFPs will you enter this year? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | 11-15 |
| Of those, what percentage do you expect to win? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | 20-30% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | 5-7 |
| Of those, what percentage did you win? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | 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)? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | 25% |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | 25% |
| On the smaller half of your Competitive Reviews/RFPs, how much do you typically spend on each (out of pocket on average)? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | $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)? | |
| Amber Friesen, General Manager, Digitas Health LifeBrands | $5,000-$10,000 |