Research Sponsors & Channels

The degree of Information Sharing is directly related to the value both parties expect from the relationship. The value of information is the “unknown” in most relationships, since the value of the relationship to both parties is “unknown.” As such, we use an “Ideal” Customer Profile to guide our clients to decisions regarding the the attractiveness of a particular set of clients, and the potential value of having long term, mutually rewarding strategic relationships. At the outset, we conduct an “At Risk” Assessment to determine what the strategic and economic impact would be if the research sponsor or customer was lost to the institution. Based on this analysis, we prepare customer profiles and assess the attractiveness of the overall value proposition (i.e. meeting the needs of the research sponsor,contributing positively to the overall quality of our relationship, etc.). We compare and contrast the existing relationship situation against a set of seven Relationship Essentials and Laws of Expectation Management to arrive at a Relationship Strategy & Plan. This provides the basis to manage critical client relationships and secure long term funding.