This is the third in a series of posts that will explore the resources required and the advantages gained in using a formal analyst relationship management (ARM) system. In this post we review some best practices in using a system. Other posts will explore metrics and look at the values that can be obtained. Your comments are encouraged.
Data entry needs
A good ARM will allow you to append interaction information to each analyst record. This information can include personal entries about analyst perception, but most significantly it can be the corporate memory of analyst interactions. By recording the date, type, and results of each interaction with each analyst you build a history that is available to the entire AR staff as well as new members.
We have heard comments from AR managers who believe that data entry into any ARM takes too much effort and the value is not worth the work involved.* This is a short sighted view for several reasons.
- Generating metrics – SageCircle is a strong believer in metrics. If you don’t record your activities and (more…)