• Recent Posts: Influencer Relations

    Analyst Relations Value Forum to discuss Tragic Quadrant

    Analyst Relations Value Forum to discuss Tragic Quadrant

    The IIAR has updated its Tragic Quadrant, which ostensibly ranks the ten top analyst firms in terms of impact, relevance and ease of doing business with. Earlier posts have mentioned the weaknesses of both the Quadrant and the underlying method. The IIAR’s 2017 top ten drops PAC, the fifth most valuable analyst firm. Crisp Research, ESG and Machina (Gartner’s IoT […]

    Your pitch to analysts isn’t just about your solution

    Your pitch to analysts isn’t just about your solution

    In pitches to analysts, there are many conversations going on. At one level, there’s a communication about the business solution. There’s also a conversation about the wider market and about the personal credibility of the participants. Sometimes the slides used in pitches are just excuses for the interaction. The slides are used to assess both the market vision of the firm and the […]

    KPMG pushes out 451 in 2017 Strategy Analyst Firm Awards

    KPMG pushes out 451 in 2017 Strategy Analyst Firm Awards

    For the strategic heavy lifting, executives are reaching out to a very wide range of advisors. Gartner heads up the list when we look at the Analyst Value Survey data to find the analyst firms most valued by people who work on strategy. It creates almost 19% of all the value being produced by analyst services around strategy (If CEB, […]

    Save the date for our Analyst Firm Awards

    Save the date for our Analyst Firm Awards

    This year we’re publishing our analyst firm awards more or less monthly. Please put the dates in your diary. If you’re a subscriber to the Analyst Firm Awards, you can also access a webinar for each of these events, held on the final Thursday or each month. January – Global January 18 – Outstanding reports February 17 – Strategy March 15 – Internet […]

    IDC could flourish after IDG’s sale to Chinese consortium

    IDC could flourish after IDG’s sale to Chinese consortium

    As we predicted in our April Fool’s Joke last year, IDC has been sold as part of a Chinese-led purchase that leaves CEO Kirk Campbell at the helm. IDG Capital will take control of the IDG Ventures; China Oceanwide will control IDG and most of IDC, and an independent trustee will take control of IDC’s High Performance Computing (HPC) practice, […]

Research consumer’s turn — How industry analysts can be better prepared for inquiries

icon-phone-headset.jpgFor the most part the SageCircle blog concentrates how various members of the tech analyst ecosystem interact more effectively with the analysts (e.g., AR best practices and research consumer tips). This post is an experiment to give the community a chance to give a few friendly tips to the analysts.

SageCircle heavily encourages the use of inquiry for both communications and IT vendor AR teams and end-user client researcher consumers.  While most analysts are well prepared for inquires we have personally experienced and received comments from members of the analyst ecosystem about those analysts that might have needed a bit more coffee before getting on the phone. One not so amusing story is the analyst who could not discuss the research he had written, could not remember writing it and could not even find it once the inquiry had started. This blunder occurred even though the inquiry was explicitly arranged to discuss this specific piece of research. 

We have some suggestions for analysts, but would like to solicit readers’ comments on how analysts can improve what they do.  Inquiry users can leave suggestions via comments to this post (anonymously if you like) or by sending SageCircle an e-mail (info [at] sagecircle dot com). We will aggregate e-mailed suggestions and add them to this post.

To get the ball rolling here are few ideas that should only take an analyst a few minutes to do immediately prior to any inquiry:

  • Work with your inquiry process to ensure you fully understand the topic and expectations of the client.
  • Review the information or materials that the client has (hopefully) sent you regarding the inquiry.
  • Review notes on past inquiries from this client
  • Locate all published and unpublished research materials that might apply. Be prepared to send documents.
  • Compile a list of similar inquiries from other clients
  • Engage your mind in the inquiry by gathering background on the client’s specific situation rather relying solely on notes made by the firms’ client service representative
  • Note action items as they arise during the inquiry and review them at the end of the inquiry
  • Follow up to see if the client has additional questions or would like another inquiry.

There is more than simply delivering good client service behind these suggestions. Analysts that come to vendor-client inquiries ill-prepared can make it more difficult for the AR teams to convince management and domain experts to interact with the analysts and invest in analyst relations. Analysts’ credibility is hurt when they fumble an inquiry with vendor executives leading to the attitude “Why should we bother to brief the analysts when they only get it wrong anyway?”

Question:  Analyst clients, end users or vendors – What examples do you have of analysts coming to an inquiry ill-prepared?

Are you getting the most from your analyst contracts? SageCircle can help. Our strategists can:

  • Evaluate the usage of your contracted analyst services and suggest ways to maximize business value from your investment
  • Train your colleagues with analysts seats (e.g., Gartner Advisory and Forrester Roleview) through efficient and effective distance learning via webinar or teleconference
  • Critique your upcoming analyst contracts to ensure you are getting the right services from the right firms to meet your business needs
  • Save you time, money and aggravation

To learn more contact us at info [at] sagecircle dot com or 650-274-8309.

Advertisements

One Response

  1. […] come to briefings better prepared Posted on May 1, 2008 by sagecircle After we published Research consumer’s turn – How industry analysts can be better prepared for inquiries we received several suggestions about how we should give AR managers’ their turn. In this […]

Comments are closed.

%d bloggers like this: