• 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 […]

Former analysts can do more than AR for vendors

One of the most hotly commented on SageCircle posts was What are the pluses and minuses of former analysts taking on vendor AR roles?  The blog post had 42 comments with about as many from analysts as from vendors.  There was a pretty even split in attitude with half feeling that hiring former analysts into vendor AR would be a mistake and the rest saying it was a brilliant move. It is also significant to note one of the points raised several times in the comments was that former analysts could likely make a better contribution to a vendor outside of analyst relations.

This post came to mind while reading The Secrets of the Talent Scouts by George Anders in the Sunday New York Times. The bottom line of the article is that smart companies continue to hire in a recession and pick up great talent that is temporarily available when there are fewer companies bidding for their services. Another point from the article “is to cast a wide net, finding intriguing candidates who might never appear on rivals’ radar screens.”

Former analysts can certainly fit into the “intriguing candidates” category for a wide range of jobs inside of a vendor including (in alphabetical order):

  • Competitive intelligence
  • Market research
  • Mergers & Acquisitions
  • Messaging 
  • Planning
  • Product evangelist
  • Sales training and support
  • Strategy development

SageCircle Technique:

  • AR professionals should evaluate which former analysts have the skills, personality, and smarts to make a contribution to their companies
  • AR professionals should then actively sell potential hiring executives on the value on acquiring unique talent
  • Once a position has been approved, AR can then act as the match maker between the executive and the former analyst
  • If a former analyst is hired, AR should casually drop that piece of information when chatting with analysts at firms, both the former analyst’s firm and others

Bottom Line: While this might take some time on the part of AR – a critical resource during a recession – this could be a valuable investment in relationship building. Not only would AR have a potential ally in a critical position inside the company, but analysts still employed would appreciate the vendor looking out for a former colleague or peer that got caught up in a layoff.

Are you intrigued by this idea but wonder how you can carve time out your packed schedule to make time to educate executives on hiring former analysts? Check out SageCircle’s STRATEGIC ISSUES: Challenges for AR Team seminar which puts a lot of emphasis on how to manage AR workload to make more time for strategic activities. The next seminar will be held on March 24-25, 2009 in Cupertino in the Silicon Valley. Click here for more information including agenda, registration and future sessions.

Question: AR – Have you ever thought about being a “talent scout” for your company? What other roles could a former analyst play in a technology or telecommunications vendor?

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