Q. How can I be sure that your agents will represent my business in an appropriate manner?
A. Our agents are mature (average age in mid-forties), articulate, accomplished individuals with extensive business and life experience. Among the group are MBAs, CPAs, bankers, entrepreneurs, recruiters and other professionals. They are carefully screened and profiled to match their background and experience with our client’s need. They receive intense training on our client’s business, history, values, culture and website. TOP

Q. How can I be certain that your agents will not call upon my current customers?
A. We produce a list of prospects which is reviewed by our client to identify current clients, currently active prospects or undesirable known prospects, which are removed from the database. TOP

Q. How do I get started with a program?
A. We always start a new client relationship with a low-risk, short-duration pilot program to develop a reliable, replicable and cost-justifiable model. TOP

Q. What happens when my pilot program ends?
A. Whatever the client desires. We can stop all activity, take a brief hiatus, or continue calling with the same, lesser or greater intensity. Our clients are not locked in to any long-term commitments. TOP

Q. What if I don’t have a well-developed value proposition?
A. We work with clients to develop a succinct and compelling value proposition that our agents use to create interest and perceived need. Often we interface with the client’s outside ad agency and internal marketing people. Our client often incorporates this theme into their other marketing communications. TOP

Q. What if I don’t have a good list of prospects?
A. Most of our clients don’t. One of the most significant values that we provide our clients is assistance and guidance on the development of the prospect database, including defining the desirable demographics, researching available databases, choosing the data elements, acquiring and formatting the data, etc. TOP

Q. Who owns the database after work has been done on it?
A. Our client always owns the database and it is never shared with anyone who is not directly involved in the provision of services to the client. We sign a strict non-disclosure agreement, which is written to comply with Title V of the Gramm-Leach-Bliley Act. TOP

Q. How do you get information on my firm to prospects that are not immediately interested in meeting with me?
A. We know that effective business development is based on a continuum of activity, not a single event. We also have found that the more information that you send a prospect, the less that they will read and absorb. For each client project we develop a “one pager” that succinctly gives the prospect enough (and only enough) information to want to learn more. This PDF document is e-mailed or faxed to the prospect and the e-mail address and/or fax numbers are captured. We follow up on all one pagers sent. TOP

Q. How will I know how my program is going?
A. We are great believers in accountability. Our clients receive a detailed call report on whatever schedule they desire (typically weekly). The report (view sample), which can be generated real time through our Web-based application, includes the following statistics and metrics (by day, week or month):

Statistics

•   Hours worked

•   Calls made

•   Decision makers contacted

•   Appointments made

•   Willing-to-Meet (WTM- an appointment where the time and date are to be determined)

•   Lead (an opportunity for the client outside the scope of the current project)

•   One pagers sent

 
Metrics

•   Average calls per hour

•   Average hours per appointment

•   Average calls per appointment

•   Average presentations (conversations with a confirmed decision maker) per appointment TOP

Q. How can I get information on a particular prospect and the contacts that have been made with that prospect?
A. Our client gets a lead sheet by e-mail on every appointment, lead or when important client intelligence is gathered. In addition, our clients can access our Web-based application 24 hours a day to look at the progress of their project. For instance, they can drill down to a particular prospect to see all the activity to date and our agents' detailed notes on each call. We provide our clients with the updated database with all contact and call detail on a regular basis. TOP