• 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 […]

Integrating your ARM into your daily activities using an Outlook plug-in

icon-tools.jpgWe often hear AR teams complain about the difficulty getting full team participation in their Analyst Relationship Management (ARM) application.  It seems that some team members don’t appreciate the value or perhaps are not sufficiently trained.  When only part of the data is entered it limits the ability to generate metrics or encourage good collaboration.

Dave was speaking with the CTO of ARInsights the other day during one of the periodic calls we have with them about ways their product can more effectively manage an AR program.   The discussion was about their soon to be released Add-In for Outlook 2007.  Just as with the 2003 version this code helps to integrate their ARchitect product into the normal work day and automate data entry.

If you send an email to one or more analysts, even using blind carbons, the integration allows you to create an interaction and post the data directly into the ARM.  This makes tracking activity such as sending out quarterly earnings, press releases, or simple exchanges very easy.  You can also track your email threads automatically – allowing team members to know about activity with analysts you have in common.

Forward planning is critical for an effective AR program.  Integration between your Outlook calendar and ARchitect enables you to easily create future interactions, add then to your personal Outlook, log them to ARchitect, and display them on a calendar that is easily visible to all team members.  For managers this is a great way to review team resources and understand how to shift priorities to the most important activities.

The key to a good ARM is integrating it into the daily routine.  Teams need to establish simple and actionable standards that result in getting more value output from the ARM than the input effort.  When a process delivers high value it is much easier to gain full team participation.  Tools like this Outlook Add-In are one way to improve your processes.

SageCircle Technique:

  • Review the goals and processes of your AR program periodically to be sure you are properly focused
  • Consider how your tracking process can be simplified to encourage full team participation
  • Schedule a short time segment during each staff meeting to discuss your tracking and metrics
  • Plan an extended session at least once a year to review your overall tracking and metrics process with a goal of automation and increased efficiency.
  • Encourage team participation with a simple form of acknowledgement or reward.

Bottom Line: A well implemented Analyst Relationship Management System can produce more value that the effort required to input data and be the foundation for team collaboration.

Question: How do you measure the effectiveness of your analyst tracking?

SageCircle Clients will find more information about ARMs in the Online SageContent Library and may schedule an inquiry to discuss other ways to encourage team participation.

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