The Competitive Advantage

July 21, 2015

Marketing & Sales Advice from Leaders in our Industry, Part 5

This is the last of five posts in which we have interviewed noted business owners and leaders from across the Market Research industry to explore how top firms look at and utilize marketing & sales for their businesses.

This week, we talked with Steve Schlesinger, CEO at New York-based Schlesinger Associates.

July 14, 2015

Marketing & Sales Advice from Leaders in our Industry, Part 4

This is the fourth of five posts in which we are interviewing noted business owners and leaders from across the Market Research industry to explore how top firms look at and utilize marketing & sales for their businesses.

This week, we talked with Anne Bailey Berman, President and CEO of Chadwick Martin Bailey, based in Boston, Mass.

July 7, 2015

Marketing & Sales Advice from Leaders in our Industry, Part 3

This is the third in a series of posts where we’ve interviewed business owners and leaders from across our industry to help get an understanding of how top firms look at and utilize marketing & sales for their firms.

This week, we talked with Merrill Dubrow, President & CEO of M/A/R/C Research, based in the Dallas/Ft. Worth area.

June 30, 2015

Marketing & Sales Advice from Leaders in our Industry, Part 2

Last week, we began a 5-part series on how business owners and leaders in the market research industry really feel about marketing & sales. For this week’s post, we interviewed Brett Watkins, CEO at L&E Research, based in Raleigh, NC.

June 29, 2015

Getting first-time clients to take a chance on you.

Imagine that a research buyer at a Fortune 1000 firm is about to start looking for a new agency to work with. She starts with a list of potential suppliers, gets some recommendations from colleagues and industry contacts, does some online research… and eventually narrows it down to a short list of 4 or 5 – and your firm is one of them!

Congratulations! All of your marketing – your new website, your active social media sites, your email marketing, networking and advertising – has paid off.

But now the real fun begins… what can you do to convince the buyer to select your firm… to mitigate any fears she has about switching suppliers… to convince her to take a chance on you?

Well, if you’ve made it to the “Final Round,” then you have two big opportunities to answer that question… at capabilities presentation time and with your proposal.

June 24, 2015

Marketing & Sales Advice from Leaders in our Industry, Part 1

Marketing & sales – and the results they produce – are important to everyone in a firm… but perhaps to no one more so than the owners and senior leaders of those firms… those who have P&L responsibility and who are charged with the growth and sustainability of those businesses.

To get an inside look at how marketing & sales are viewed inside the “C Suite,” we interviewed the leaders of five very well-known, highly-regarded firms in our industry. We think their perspective will be helpful to those struggling with marketing & sales in their firms.

Up first in this 5-part series… Paul Metz, Executive Vice President/Managing Partner at C+R Research in Chicago.

June 20, 2015

Hiding in your booth? Really?!

I attended IIeX NA in Atlanta this past week… a very interesting event with a focus on technology and emphasis on the future of research. And attended by 750 people!

A gold mine for those companies exhibiting… or so you would think.

June 9, 2015

8 ‘Lazy’ LinkedIn Mistakes Too Many Users Make

We all know about LinkedIn – THE social network for businesspeople. Rarely do I come across a client, prospect or vendor who is not on it. I am not a ‘power user’ (I still take advantage of a free account), but I am an active user – connecting often, posting frequently and participating in online conversations.

And as an active user, I see way too many mistakes made by way too many users – all of which happen simply because they are too lazy to take a few minutes to “do it right.” Here are the most egregious of the LinkedIn mistakes (in no particular order)…