The Artemis Partnership is conducting research into the impact of the global pandemic on business development activities and priorities. The survey should take about 15 minutes to complete. There is an opportunity at the end of the survey to request a pre-publication copy of the results. Your request will not be linked to your responses to preserve anonymity. You’ll also have the opportunity to receive a free one-hour consulting session with Artemis to support your business development efforts. (One per business unit.)

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* 1. What type of business is your operating unit in?

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* 2. What was the approximate annual revenue of your operating unit in 2019 (US$)?

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* 3. The location of your business unit

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* 4. This survey covers both “Sellers” – individuals who participate on teams that are responsible for business development, or lead the business development process – and “Buyers” – individuals who are part of or lead the decision-making process among firms that submit proposals to work with your business unit. Based on your role within your organization, please select one of the following:

Business Development Issues for Sellers

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* 5. In 2019, what was the average number of RFPs and RFQs per month received by your business unit?

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* 6. During the pandemic, how did the average number of RFPs and RFQs per month change?

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* 7. For the remainder of 2020, what do you anticipate will happen to the number of RFPs and RFQs you will receive?

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* 8. Looking ahead to 2021, what do you expect will happen to the number of RFPs and RFQs you will receive?

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* 9. Since the pandemic started, regardless of how many RFPs and RFQs you received, what have you seen regarding the typical value of each opportunity?

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* 10. For the remainder of 2020, what do you expect will happen to the value of RFPs and RFQs??

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* 11. Looking ahead to 2021, what do you anticipate will happen to the value of RFPs and RFQs?

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* 12. Prior to the pandemic, what was your win rate for the RFPs and RFQs?

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* 13. During the pandemic, what happened to that win rate?

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* 14. For the remainder of 2020, what do you anticipate your win rate will be?

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* 15. Looking ahead to 2021, what do you anticipate your win rate will be?

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* 16. Prior to the pandemic, what were the most often cited reasons you WON competitive pursuits, as reported to you by your prospects? Please select the top four in order of importance, where #1 was the most cited reason, #2 the second most cited reason, etc

  1 2 3 4
the best solution
the lowest price
the best team
more trusted than the competition
worked with the prospect before
better at understanding their real needs
the best chemistry with the prospect
the right political choice
Not sure / don't know
Other (fill in blank below)

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* 17. Prior to the pandemic, what were the most often cited reasons you LOST competitive pursuits, as reported to you by your prospects? Please select the top four in order of importance, where #1 was the most cited reason, #2 the second more cited reason, etc.

  1 2 3 4
Not the best solution
Not the lowest price
Not the best team
Not as well trusted as the competition
Hadn't worked with the prospect before
Not the right political choice
Not sure / Don't know
Other (please explain below)

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* 18. During the pandemic, what were the most cited reasons you WON competitive pursuits, as reported to you by your prospects? Please select the top four in order of importance, where #1 was the most cited reason, #2 the second more cited reason, etc.

  1 2 3 4
the best solution
the lowest price
the best team
more trusted than the competition
worked with the prospect before
better at understanding their real needs
the best chemistry with the prospect
the right political choice
Other (fill in blank below)

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* 19. During the pandemic, what were the most cited reasons you LOST competitive pursuits, as reported to you by your prospects? Please select the top four in order of importance, where #1 was the most cited reason, #2 the second more cited reason, etc.

  1 2 3 4
Not the best solution
Not the lowest price
Not the best team
Not as well trusted as the competition
Hadn't worked with the prospect before
Didn't understand their real needs
Didn't have the best chemistry with the prospect
Not the right political choice
Other (fill in blank below)

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* 20. During the pandemic, which of the following applies? (Check all that apply)

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* 21. For the balance of 2020, which of the following do you anticipate will be true? (Check all that apply)

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* 22. Now looking ahead to 2021, of the answers that you selected in Q21, which of them do you expect to remain the same? (Check all that apply)

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* 23. Prior to 2020, from your perspective, what priority was given to revenue growth by your business unit?

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* 24. During the pandemic, from your perspective, what priority was given to revenue growth?

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* 25. For the balance of 2020, from your perspective, what priority will be given to revenue growth?

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* 26. Looking ahead to 2021, from your perspective, what priority will be given to revenue growth?

If you answered Q4 as a "seller," please proceed to Q40.
If you answered Q4 as both a "seller" and a "buyer," please proceed to Q27.
Decision-Making Issues for Buyers

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* 27. Prior to the pandemic, what was the average number of RFPs and RFQs per month that your business unit issued to prospective providers?

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* 28. During the pandemic, how did the average number of RFPs and RFQs per month change?

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* 29. For the balance of 2020, what do you expect will happen to the number of RFPs and RFQs you will issue?

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* 30. Looking ahead to 2021, what do you anticipate will happen to the number of RFPs and RFQs that you will issue?

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* 31. Prior to the pandemic, what were the most important criteria for selecting the WINNER of a bid? Please select the top four in order of importance, where #1 was the most cited reason, #2 the second more cited reason, etc.

  1 2 3 4
The best solution
The lowest price
The best team
More trusted than the competition
Worked with the prospect before
Better at understanding their real needs
The best chemistry with the prospect
The right political choice
Not sure / Don't know
Other (explain below)

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* 32. Prior to the pandemic, what were the most important reasons a firm LOST a bid? Please select the top four in order of importance, where #1 was the most cited reason, #2 the second more cited reason, etc.

  1 2 3 4
Not the best solution
Not the lowest price
Not the best team
Not as well trusted as the competition
Hadn't worked with the prospect before
Didn't understand their real needs
Didn't have the best chemistry with the prospect
Not the right political choice
Not sure / Don't know
Other (please specify below)

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* 33. During the pandemic, which of these became MORE important to you in selecting a firm to work with through an RFP or RFQ process? Please select all that apply

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* 34. During the pandemic, which of these became LESS important to you in selecting a firm to work with through an RFP or RFQ process? Please select all that apply

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* 35. Looking ahead to 2021, what do you anticipate will be the case for your decision-making criteria at the conclusion of the RFP or RFQ process?

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* 36. What do you anticipate will change in your decision-making criteria in 2021? Check all that apply.

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* 37. During the pandemic, regardless of how many RFPs and RFQs you sent out, what has been your expectations for the fees you would eventually pay the winning provider?

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* 38. For the balance of 2020, what do you expect will be the case for fees paid to winning providers, compared to before the pandemic?

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* 39. Looking ahead to 2021, what do you anticipate will be the case for fees paid to winning providers, compared to before the pandemic?

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* 40. You’re eligible to receive a pre-publication, detailed report of the results of this survey. (The published version will be topline only.) You’re also eligible for a free one-hour consulting session with Artemis to discuss the implications of the study to your business development efforts. (One per business unit.) Accepting either will not change the anonymity of your responses. Please select below:

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* 41. If yes to any answer in Q40

Thanks for participating!

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