• Recent Posts: Influencer Relations

    Saying farewell to David Bradshaw

    Saying farewell to David Bradshaw

    A funeral and celebration for David Bradshaw (shown left in this 2000 Ovum awayday photo, arm raised, with me and other colleagues) is to take place at West Norwood Crematorium, London SE27 at 2.45pm on Tuesday 23rd August and after at the Amba Hotel above London’s Charing Cross Station, on the Strand. David considered that that Ovum in that incarnation was […]

    David Bradshaw 1953-2016

    David Bradshaw 1953-2016

    David Bradshaw, one of the colleagues I worked with during my time as an analyst at Ovum, died on August 11. He led Cloud research in Europe for IDC, whose statement is below. David played a unique role at Ovum, bridging its telecoms and IT groups in the late 1990s by looking at computer-telecoms integration areas like CRM, which I […]

    AR managers are failing with consulting firms

    AR managers are failing with consulting firms

    Reflecting the paradoxical position of many clients, Kea’s Analyst Attitude Survey also goes to a wide range of consultants who play similar roles to analysts and are often employed by analyst firms. The responses to the current survey show that consultants are generally much less happy with their relationships with AR teams than analysts are. The paradox is that as […]

    Fersht: some IIAR award-winners “just tick the boxes”

    Fersht: some IIAR award-winners “just tick the boxes”

    Some of the firms mentioned by the IIAR’s analyst team awards fall short of excellence. That’s the verdict of several hundred analysts who took our Analyst Attitude Survey, and of the CEO of one of the top analyst firms. Phil Fersht left the comment below on our criticism of the IIAR awards. We thought we’d reprint it together with the […]

    Do the IIAR awards simply reward large firms?

    Do the IIAR awards simply reward large firms?

    The 2016 Institute for Industry Analyst Relations’ awards seem to be rewarding firms for the scale of their analyst relations, rather than their quality. In a blog post on July 6th, the IIAR awarded IBM the status of best analyst relations teams, with Cisco, Dell and HP as runners-up. Together with Microsoft, which outsources much of its analyst relations to […]

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?

Follow

Get every new post delivered to your Inbox.

%d bloggers like this: