• Recent Posts: Influencer Relations

    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, […]

    Kea Company acquires UK analyst relations consultancy Active Influence

    Kea Company acquires UK analyst relations consultancy Active Influence

    Merger consolidates Kea Company’s position as world’s largest analyst relations consultancy January 19, 2017. London — Kea Company, the world’s largest analyst relations consultancy, today completed its acquisition of Active Influence. Founded in 2010, Active Influence has helped many of the world’s largest technology companies to gain measurable business benefit from their relationships with analyst firms. Founder Richard East has become […]

Notes on managing your budget in a recession — SageCircle’s Coffee Talk

icon-budget-cuts-105w.jpgOn Tuesday April 1 SageCircle conducted a web-based Coffee Talk around the potential impacts of budget cuts and how AR teams can best handle them.  We began with a few slides to review the techniques for managing a budget and then opened the session to questions from the participants.

Often when resources are trimmed certain areas experience across-the-board and significant cuts.  While some of these areas can be quick to recover in the future analyst relations is generally not one of them.  Developing relationships that can truly provide a positive revenue impact takes sustained effort over time.  Once your program begins to slip the effort required to get it back on target can be very large and long.  We have seen programs take years to recover, if at all.

A quick poll showed that about half of the people had already seen some budget restrictions or were expecting them.  Our introduction suggested ways to proactive deal with budget issues rather than accepting an across-the-board cut.

Focus and Innovate

  • Review charter, mission, objectives and current spending patterns to see if you are spending on the right activities or are being charged for things that rightly belong to other departments.
  • Find ways to reduce costs for events while improving the impact
  • Shift sponsorships to the lead generation group

Analyst Contracts

  • Review services and cut underutilized activities
  • Use boutiques or less expensive firms where appropriate
  • Shift to less expensive services such as using inquiry in place of some analyst consulting days
  • Shift “pet” analysts to sponsoring executives

The participant questions included:

  • What do you mean by refining the charter, objectives and priorities?
  • How do we prove the ROI of AR?
  • What do you mean by “deep dive?”
  • Won’t the analysts think less of us if we do not hold our annual analyst conference at a nice resort?
  • Won’t the analysts get angry if we cut our spending with them?
  • Won’t we annoy the analysts if we transfer analyst conference sponsorships to the field marketing people who decide not to sponsor a conference?
  • How can inquiry substitute for SAS?

Bottom Line: Budget restrictions can be an opportunity to review your current programs and find different and perhaps better ways of meeting your goals. 

Question: AR Teams: Are you facing budget restrictions?  How much control do you have in allocation those resources?

Our next Coffee Talk will be May 7.  See the link on the website for more information and to register.

Want more information on budget planning? SageCircle can:

  • Review your AR goals and objectives
  • Assist in creating a balanced scorecard for metrics and ROI
  • Provide advice on more efficient ways to conduct analyst events and briefings

SageCircle AR Diagnostic Mini-WorkshopA SageCircle Strategist can conduct a free SageCircle AR Diagnostic and provide you with a concise analysis of your program.

Click here or on grahic for SageCircle’s AR Diagnostic Mini-Workshop brochureIt’s free, it’s fast and it’s easy. 

Contact us at info [at] sagecircle dot com or 650-274-8309 for more information about how SageCircle can help take your AR program to the next level.

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