Phelps Research Services Experience


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Summary of Services and Success Stories of Phelps Research Services

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  • Phelps Research Services Experience

    1. 1. Your Competitive Advantage Providing Objective Intelligence to Support Knowledge-Based Decision Making
    2. 2. <ul><li>Phelps Research Services founded in 2002 </li></ul><ul><li>30 years experience in research, business development, and consulting </li></ul><ul><ul><li>Media Industry </li></ul></ul><ul><ul><li>Financial Services </li></ul></ul><ul><ul><li>Software & Web Services </li></ul></ul><ul><ul><li>Manufacturing </li></ul></ul><ul><ul><li>Healthcare/Biotech </li></ul></ul><ul><ul><li>Distribution </li></ul></ul><ul><ul><li>Non-Profit </li></ul></ul><ul><li>5 year membership in Society of Competitive Intelligence Professionals (SCIP) </li></ul><ul><li>Wisconsin-SCIP Coordinator the last 2 years </li></ul>
    3. 3. <ul><li>Create Competitive Advantage </li></ul><ul><li>for Our Clients </li></ul>
    4. 4. <ul><li>Market Intelligence </li></ul><ul><li>Competitive Intelligence </li></ul><ul><li>Business Development </li></ul>
    5. 5. <ul><li>Some common objectives of market intelligence </li></ul>
    6. 6. <ul><li>Client Benefits </li></ul><ul><li>Receive an analysis of a market from several perspectives </li></ul><ul><li>Understand market sizing & segmentation </li></ul><ul><li>Identify the key players and their respective strengths and weaknesses </li></ul><ul><li>Understand best practices and how they are changing </li></ul><ul><li>Understand the key dynamics of the marketplace </li></ul><ul><li>Align client’s core competencies with market realities </li></ul>
    7. 7. <ul><li>Auto Insurance Market </li></ul>Primary Need: Better understand dynamics of auto insurance industry to provide input to client’s product development and marketing plans Deliverables Data usage patterns and trends in auto insurance industry Unmet needs of auto insurers – recommendations for new offerings In-depth profiles and SWOTS of client’s competitors Client: Detroit-based large information provider to auto industry
    8. 8. <ul><li>Healthcare Market </li></ul>Client: Mid-sized Iowa provider to hospitals & clinics <ul><li>Primary Needs: </li></ul><ul><li>Better understand how U.S. hospital OB departments and </li></ul><ul><li>OBGYN clinics are adapting to electronic healthcare systems </li></ul><ul><li>Develop a knowledge-based approach to more effectively market </li></ul><ul><li>EHR to hospitals & clinics </li></ul>Deliverables Hospital OB departments’ electronic health record trends & dynamics OBGYN clinics electronic health record trends & dynamics Profiles of leading vendors of obstetrics-based EHR applications
    9. 9. <ul><li>Some common objectives of competitive intelligence </li></ul>
    10. 10. <ul><li>Client Benefits </li></ul><ul><li>Become aware of competitors’ strengths, weaknesses and the related opportunities and threats </li></ul><ul><li>Realize vulnerability of each competitor </li></ul><ul><li>Learn how to sell against specific competitors </li></ul><ul><li>Launch new products & services with better understanding of the competitive environment </li></ul><ul><li>Understand pricing policies and differentiation </li></ul><ul><li>Get tactical intelligence on previously unconfirmed competitor initiatives </li></ul>
    11. 11. <ul><li>Manufacturing Industry </li></ul>Client: Midwest-based manufacturer of industrial cleaning equipment Primary Need: Understand how well competitors of a new category of cleaning equipment were satisfying the needs of their customers Deliverables Strengths & weaknesses of existing competitors Preview of new competitive products under development Recommendations for client’s new product launch
    12. 12. <ul><li>Software Industry </li></ul>Client: Small Georgia-based software company <ul><li>Primary Needs: </li></ul><ul><li>Determine strengths & weaknesses of competitors to their financial services </li></ul><ul><li>software product </li></ul><ul><li>Determine launch date prioritization for new software updates </li></ul>Deliverables Perception of client’s software vs. perception of competitors’ offerings Insight into how customers would potentially react to new features/functions Prioritization of client’s feature/function product launches
    13. 13. <ul><li>Some Common Objectives of Business Development </li></ul>
    14. 14. <ul><li>Client Benefits </li></ul><ul><li>Qualify prospects </li></ul><ul><li>Learn how to approach each of your top ten prospects </li></ul><ul><li>Determine who are the key decision makers and influencers </li></ul><ul><li>Understand specifically how vendor selection decisions are made </li></ul><ul><li>Measure price sensitivity by prospect </li></ul><ul><li>Customize selling statements based on prospect intelligence </li></ul><ul><li>Learn specifically why you won or lost a sale </li></ul>
    15. 15. <ul><li>Financial Services </li></ul>Client: Large Illinois-based supplier of data to banks <ul><li>Primary Needs: </li></ul><ul><li>Identify best sales prospects based on sophistication requirements </li></ul><ul><li>& dissatisfaction levels </li></ul><ul><li>Customize high-level sales presentations to each key prospect </li></ul>Deliverables Qualification of 25 specific key prospects for high-end offering Identification of decision makers, current vendors, and vendor criteria Details of each prospect’s needs, frustrations, and current vendor loyalty
    16. 16. KIT Definition Intelligence Analysis Presentation of Findings Preparation of Deliverables Statement of Work Project Authorization Data Collection Knowledge Objectives
    17. 17. Where does actionable intelligence come from?
    18. 18. Where does actionable intelligence come from?
    19. 19. Where does actionable intelligence come from? Subscription-based archives of articles, corporate profiles, etc.
    20. 20. Where does actionable intelligence come from? Subscription-based archives of articles, corporate profiles, etc. Interviews with competitors, customers, business partners, & industry experts
    21. 21. <ul><li>Newspapers & magazines </li></ul><ul><li>Industry & association trade journals </li></ul><ul><li>Press releases </li></ul><ul><li>News wire services </li></ul><ul><li>Trade conference proceedings </li></ul><ul><li>Company websites </li></ul><ul><li>Annual reports </li></ul><ul><li>Corporate information databases </li></ul><ul><li>Interview transcriptions (e.G. Earnings conferences) </li></ul><ul><li>Market research reports </li></ul><ul><li>SEC reports </li></ul><ul><li>Patent Office </li></ul><ul><li>Many others </li></ul>
    22. 22. <ul><li>Primary research is the most effective method of </li></ul><ul><li>intelligence for many situations. </li></ul><ul><li>The open-ended interviewing format allows in- </li></ul><ul><li>depth exploration </li></ul><ul><li>The information is current </li></ul><ul><li>It is often a referral source to additional </li></ul><ul><li>knowledge holders </li></ul><ul><li>It is often a referral source to additional </li></ul><ul><li>secondary information sources </li></ul>
    23. 23. Typical Sources of Primary Research
    24. 25. 2701 University Avenue #470 Madison, WI 53705 (608) 661-4595 [email_address] Thank You