QRCA-Philadelphia Event Study

Philadelphia Chapter member of the QRCA...

I am looking forward to participating in your March meeting and chatting with you and your colleagues about marketing & sales. To help me customize my presentation and comments - and make them as relevant as possible - I would like to get your input. Please take 3 minutes to complete the brief survey below.

Thanks, in advance, for your help,

Steve Henke
Harpeth Marketing

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* 1. How many employees in your firm?

1 - it's just me!

2-5

6-15

16+

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* 2. Estimate the percentage of your revenue that is from 'subcontracting' (with larger MR firms) vs. working directly with research buyers/end users?

<25%

25-50%

50-75%

75%+

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* 3. When it comes to bidding for projects...

	< 20%	20-40%	40-60%	60-80%	80%+
For what percentage of projects do you submit a competitive bid?	For what percentage of projects do you submit a competitive bid? < 20%	For what percentage of projects do you submit a competitive bid? 20-40%	For what percentage of projects do you submit a competitive bid? 40-60%	For what percentage of projects do you submit a competitive bid? 60-80%	For what percentage of projects do you submit a competitive bid? 80%+
Of those you submit, what percentage do you win?	Of those you submit, what percentage do you win? < 20%	Of those you submit, what percentage do you win? 20-40%	Of those you submit, what percentage do you win? 40-60%	Of those you submit, what percentage do you win? 60-80%	Of those you submit, what percentage do you win? 80%+

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* 4. Do you create and work from some sort of [written] marketing & sales plan?

Yes

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* 5. Please rate your level of difficulty for each of these marketing & sales strategies:

	No problem	A little challenging	Difficult for us	Very challenging
Positioning/differentiating our firm in the marketplace	Positioning/differentiating our firm in the marketplace No problem	Positioning/differentiating our firm in the marketplace A little challenging	Positioning/differentiating our firm in the marketplace Difficult for us	Positioning/differentiating our firm in the marketplace Very challenging
Building awareness - getting prospects to know who we are	Building awareness - getting prospects to know who we are No problem	Building awareness - getting prospects to know who we are A little challenging	Building awareness - getting prospects to know who we are Difficult for us	Building awareness - getting prospects to know who we are Very challenging
Generating sales leads	Generating sales leads No problem	Generating sales leads A little challenging	Generating sales leads Difficult for us	Generating sales leads Very challenging
Nurturing sales leads until they're ready to buy	Nurturing sales leads until they're ready to buy No problem	Nurturing sales leads until they're ready to buy A little challenging	Nurturing sales leads until they're ready to buy Difficult for us	Nurturing sales leads until they're ready to buy Very challenging
Convincing prospects to do business with us the very first time	Convincing prospects to do business with us the very first time No problem	Convincing prospects to do business with us the very first time A little challenging	Convincing prospects to do business with us the very first time Difficult for us	Convincing prospects to do business with us the very first time Very challenging
Ensuring repeat clients	Ensuring repeat clients No problem	Ensuring repeat clients A little challenging	Ensuring repeat clients Difficult for us	Ensuring repeat clients Very challenging

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* 6. How often are you conducting the following marketing & sales activities?

	Frequently	Sometimes	Rarely/Never	... and I want to do more!	What is this?
Advertising – digital	Advertising – digital Frequently	Advertising – digital Sometimes	Advertising – digital Rarely/Never	Advertising – digital ... and I want to do more!	Advertising – digital What is this?
Advertising – directory listings	Advertising – directory listings Frequently	Advertising – directory listings Sometimes	Advertising – directory listings Rarely/Never	Advertising – directory listings ... and I want to do more!	Advertising – directory listings What is this?
Advertising – pay-per-click (PPC)	Advertising – pay-per-click (PPC) Frequently	Advertising – pay-per-click (PPC) Sometimes	Advertising – pay-per-click (PPC) Rarely/Never	Advertising – pay-per-click (PPC) ... and I want to do more!	Advertising – pay-per-click (PPC) What is this?
Advertising – print	Advertising – print Frequently	Advertising – print Sometimes	Advertising – print Rarely/Never	Advertising – print ... and I want to do more!	Advertising – print What is this?
Being ‘active’ on FaceBook	Being ‘active’ on FaceBook Frequently	Being ‘active’ on FaceBook Sometimes	Being ‘active’ on FaceBook Rarely/Never	Being ‘active’ on FaceBook ... and I want to do more!	Being ‘active’ on FaceBook What is this?
Being ‘active’ on Google+	Being ‘active’ on Google+ Frequently	Being ‘active’ on Google+ Sometimes	Being ‘active’ on Google+ Rarely/Never	Being ‘active’ on Google+ ... and I want to do more!	Being ‘active’ on Google+ What is this?
Being ‘active’ on LinkedIn	Being ‘active’ on LinkedIn Frequently	Being ‘active’ on LinkedIn Sometimes	Being ‘active’ on LinkedIn Rarely/Never	Being ‘active’ on LinkedIn ... and I want to do more!	Being ‘active’ on LinkedIn What is this?
Being ‘active’ on Twitter	Being ‘active’ on Twitter Frequently	Being ‘active’ on Twitter Sometimes	Being ‘active’ on Twitter Rarely/Never	Being ‘active’ on Twitter ... and I want to do more!	Being ‘active’ on Twitter What is this?
Blogging	Blogging Frequently	Blogging Sometimes	Blogging Rarely/Never	Blogging ... and I want to do more!	Blogging What is this?
Conducting a competitive analysis	Conducting a competitive analysis Frequently	Conducting a competitive analysis Sometimes	Conducting a competitive analysis Rarely/Never	Conducting a competitive analysis ... and I want to do more!	Conducting a competitive analysis What is this?
Content marketing: articles, ebooks, white papers, case studies	Content marketing: articles, ebooks, white papers, case studies Frequently	Content marketing: articles, ebooks, white papers, case studies Sometimes	Content marketing: articles, ebooks, white papers, case studies Rarely/Never	Content marketing: articles, ebooks, white papers, case studies ... and I want to do more!	Content marketing: articles, ebooks, white papers, case studies What is this?
Direct (snail) mail	Direct (snail) mail Frequently	Direct (snail) mail Sometimes	Direct (snail) mail Rarely/Never	Direct (snail) mail ... and I want to do more!	Direct (snail) mail What is this?
Email marketing	Email marketing Frequently	Email marketing Sometimes	Email marketing Rarely/Never	Email marketing ... and I want to do more!	Email marketing What is this?
Exhibiting at conferences	Exhibiting at conferences Frequently	Exhibiting at conferences Sometimes	Exhibiting at conferences Rarely/Never	Exhibiting at conferences ... and I want to do more!	Exhibiting at conferences What is this?
Managing Key (large) Accounts	Managing Key (large) Accounts Frequently	Managing Key (large) Accounts Sometimes	Managing Key (large) Accounts Rarely/Never	Managing Key (large) Accounts ... and I want to do more!	Managing Key (large) Accounts What is this?
Measuring my marketing & sales	Measuring my marketing & sales Frequently	Measuring my marketing & sales Sometimes	Measuring my marketing & sales Rarely/Never	Measuring my marketing & sales ... and I want to do more!	Measuring my marketing & sales What is this?
Networking at conferences	Networking at conferences Frequently	Networking at conferences Sometimes	Networking at conferences Rarely/Never	Networking at conferences ... and I want to do more!	Networking at conferences What is this?
Presenting webinars	Presenting webinars Frequently	Presenting webinars Sometimes	Presenting webinars Rarely/Never	Presenting webinars ... and I want to do more!	Presenting webinars What is this?
PR – sending out press releases	PR – sending out press releases Frequently	PR – sending out press releases Sometimes	PR – sending out press releases Rarely/Never	PR – sending out press releases ... and I want to do more!	PR – sending out press releases What is this?
Sales calls – delivering capabilities presentations	Sales calls – delivering capabilities presentations Frequently	Sales calls – delivering capabilities presentations Sometimes	Sales calls – delivering capabilities presentations Rarely/Never	Sales calls – delivering capabilities presentations ... and I want to do more!	Sales calls – delivering capabilities presentations What is this?
Sales calls – in-person meetings	Sales calls – in-person meetings Frequently	Sales calls – in-person meetings Sometimes	Sales calls – in-person meetings Rarely/Never	Sales calls – in-person meetings ... and I want to do more!	Sales calls – in-person meetings What is this?
Sales calls – telephone meetings	Sales calls – telephone meetings Frequently	Sales calls – telephone meetings Sometimes	Sales calls – telephone meetings Rarely/Never	Sales calls – telephone meetings ... and I want to do more!	Sales calls – telephone meetings What is this?
SEO/M – search engine optimization/marketing	SEO/M – search engine optimization/marketing Frequently	SEO/M – search engine optimization/marketing Sometimes	SEO/M – search engine optimization/marketing Rarely/Never	SEO/M – search engine optimization/marketing ... and I want to do more!	SEO/M – search engine optimization/marketing What is this?
Surveying clients	Surveying clients Frequently	Surveying clients Sometimes	Surveying clients Rarely/Never	Surveying clients ... and I want to do more!	Surveying clients What is this?
Speaking at conferences	Speaking at conferences Frequently	Speaking at conferences Sometimes	Speaking at conferences Rarely/Never	Speaking at conferences ... and I want to do more!	Speaking at conferences What is this?
Updating your website	Updating your website Frequently	Updating your website Sometimes	Updating your website Rarely/Never	Updating your website ... and I want to do more!	Updating your website What is this?

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* 7. Please rank the following 'obstacles to your success' when it comes to your marketing & sales? (1 = biggest obstacle)

Lack of Money

Lack of Time

Lack of Know-How

QRCA-Philadelphia Event Study

Question Title

* 1. How many employees in your firm?

Question Title

* 2. Estimate the percentage of your revenue that is from 'subcontracting' (with larger MR firms) vs. working directly with research buyers/end users?

Question Title

* 3. When it comes to bidding for projects...

Question Title

* 4. Do you create and work from some sort of [written] marketing & sales plan?

Question Title

* 5. Please rate your level of difficulty for each of these marketing & sales strategies:

Question Title

* 6. How often are you conducting the following marketing & sales activities?

Question Title

* 7. Please rank the following 'obstacles to your success' when it comes to your marketing & sales? (1 = biggest obstacle)

Question Title

* 8. If the presentation were to cover just one topic on marketing & sales that would be of most benefit to you, what would that be?

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* 9. Any other comments / ideas / suggestions for Steve?