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Office renovation in Spain and Brazil
Study of Spanish and Brazilian property managers and owners who are involved/carrying out office renovations
Business Challenge
Understand the renovation market in those countries by looking at different sectors (e.g. Office buildings, residential buildings, hospitality buildings)
Solution
180 qualitative phone interviews in Brazil and Spain, with full verbatim comments and transcripts for analysts to review
Results
Transcripts provided to client to review
Skills and Demands in the UK Engineering industry
To establish the engineering skills shortages amongst business partners and on=-business partners of the client (a trade association)
Business Challenge
Survey required to find out the skill shortfall in the engineering industry. This is the 5th annual study and will be used to understand the industry’s demand for skills, and will act as a PR tool
Solution
400 CATI interviews of business partners and non-business partners
Results
Industry has had an upturn since the recession, with more companies actively recruiting staff to meet their needs
European floor finish market
Investigation into the current floor finish market in Europe for potential market entry of new finishing product
Business Challenge
Identify market structure, market size, key players and reception to a product suggestion across Europe
Solution
Desk research to understand key players in the market and the structure of the market, and then 490 CATI interviews of contractors, sales channels and end users of floor finish chemicals
Results
Multiple products used throughout Europe on different floor types, with no single brand controlling the market. Client’s proposition is deemed interesting and 30%R would switch to it if available
IT Students/Staff at Technical institutions
Opinions of students and staff on IT certifications
Business Challenge
Understand the habits, practices, and needs of individuals attending technical institutions with the goal to find a career in the technology space
Solution
Focus groups of students and staff at technical IT institutions
Results
Groups recruited for and deemed successful by client
SAS, SPSS and R Skill Jobs
Establish opportunities for SAS and SPSS skills
Business Challenge
Identify the job opportunities in the UK for those with SAS, SPSS or R Skills.
Solution
Comprehensive desk research survey using mainly online sources and supplemented by primary telephone interviews with leading ICT recruitment agencies.
Results
Established the scope of job roles from graduate to experienced levels for both analytical and IT support. Also identified the balance of contract versus permanent vacancies for UK jobs plus overseas jobs advertised in the UK.
Market development for financial services
Introduction of new strategies to introduce additional services to customers and engage with first time home buyers.
Business Challenge
Provide information to develop appropriate customer and first time buyer development strategies.
Solution
Two separate surveys were implemented as the objectives for each target group were independent.
- 450 telephone interviews with representative numbers in the customer segments
- Online survey with 360 first time or pre first time home buyers.
Results
New strategies were implemented firstly to cross introduce identified financial services to mortgage customers and secondly to start a long term strategy to engage with young aspiring professionals for financial services prior to purchase of their first home.
Legal market potential
Legal market analysis in the UK
Business Challenge
Competitive legal environment for IP, anti-trust, and international business.
Solution
20 telephone depth interviews with large US firms with operations in the UK or UK-based firms with operations on the European continent.
Results
Findings provided the basis to develop a market entry strategy for a new legal product line in the UK.
Flooring market
Market development for flooring products
Business Challenge
Identity the market entry strategy for a range of flooring products into Sweden and Denmark.
Solution
300, telephone interviews with architects, flooring contractors and flooring end users in Sweden and Denmark.
Results
A market entry and penetration strategy was developed starting with the identification of an appropriate channel strategy.
Multi function printer preferences
Attitudes to a new MFP introduction
Business Challenge
A previous printer launch had failed to meet target sales. A new MFP based on the same printer engine was to be introduced and research was required to identify the factors necessary to ensure a successful European launch.
Solution
90 telephone depth interviews took place with VARs, resellers and IT dealers in the UK, France and Germany. Half the sample was sales channels of the client and the remainder those of competitors.
Results
The results enabled the product features and benefits of greatest impact to be identified as well as the areas of service and support necessary to secure an enthusiastic response from sales channels.
Development of Inkjet Printer Market
To establish the attitudes of SMB organisations in Europe to inkjet printers.
Business Challenge
To develop a strategy to grow the inkjet market in Europe without adversely affecting the colour laser jet markets.
Solution
CATI survey with printer decision makers in UK, France, Germany, Italy and Spain using a 20 minute questionnaire.
Results
Established the key benefits of inkjet compared to laser enabling differentiated marketing strategies to be developed.
Healthcare Database
Understand attitudes of NHS Physicians to an online disease information tool.
Business Challenge
A new online information tool is to be introduced to the UK from the US against free competition. A strategy requires to be developed to penetrate and develop the NHS sector.
Solution
20 in depth discussions took place with consultant physicians after a 1 week trial with the database.
Results
The findings enabled the client to identify the attitudes and opinions of physicians to its solution, establish key benefits. Selling proposition and develop an effective market entry strategy.
Automation Controls
Value add opportunities in the global process industries.
Business Challenge
The client required understanding the market needs for various value added services to improve the performance of production assets in the process industries, together with the anticipated market sizes and growth.
Solution
Telephone interviews tool place with Plant Managers and VPs of Operations in process industries in the US, Canada, UK, Germany, France, Italy, Scandinavia, China, Korea, Singapore, Malaysia and Australia.
Results
The survey identified the key areas of growth as well as providing the parameters necessary for the product development and marketing strategies - main competitive offerings and market position, key market drivers, decision process and DMs, budget requirements, partner strategies.
Colour Laser Printer Manufacturer
The product represented a new entry to the competitive European colour laser market.
Business Challenge
Client wished to establish the attitudes of both resellers and business users towards the new printer, to identify a competitive market entry strategy.
Solution
Web assisted telephone interviews were completed with 150 business users (<200 employees) and 250 resellers in the UK. In addition 10 depth interviews (lasting 1 hour) took place with larger resellers.
Results
Feedback enabled the product USPs to be identified so that marketing programmes could be developed for both the resellers and users. The requirements to gain reseller adoption and commitment were also identified enabling a new reseller strategy to be established.
LCD Monitor Vendor
Attitudes and opinions of resellers and SMB organisations.
Business Challenge
The product was a new introduction to an impressive line up of monitors. Client wished to establish the attitudes of both resellers and business users towards the monitors in order to establish a competitive market development strategy.
Solution
5 Focus groups took place in the UK with resellers, reseller sales representatives and SMB organisations.
Results
Feedback enabled the product USPs and weaknesses to be identified so that marketing programmes could be developed for both the resellers and users. The requirements to gain reseller adoption and commitment were also identified, so laying the foundation for a new reseller strategy.
Healthcare Vendor
Test opinions of a software diagnostic tool amongst European healthcare practitioners.
Business Challenge
Test opinions to a US developed database to help healthcare practitioners diagnose patient problems and identify appropriate evidence based remedies. The challenges were that the software was based on US protocols and required a fee based licence in a European market where much information is free.
Solution
CATI survey comprising 200 interviews of 20 minutes each with physicians, hospital senior management and chief pharmacists in France and Germany.
Results
Findings defined the product development, pricing and marketing communications strategies to enter and penetrate the French and German markets.
Telecommunications vendor
Entry to the Information Security Sector.
Business Challenge
Client had acquired an Information Security Consultancy and needed to establish how to integrate the company into its organisation, the branding to use and how to develop the business by understanding the requirements from suppliers of information security and business continuity services.
Solution
Telephone interviews took place with ICT decision makers for information security and risk management in a number of sectors with high security concerns; (central government, police and justice, NHS, insurance and banking, retail, air and rail travel and Telcos/ISPs/ASPs).
Results
A clear branding strategy was recommended and implemented, enabling the client to capitalise on the reputation gained by the Consulting firm whilst building on the Enterprise credibility of its corporate brand. Strategies were established, based on a detailed understanding of the market requirements, which have enabled a rapid presence to be established in the Security market.
Stock Market
Attitude and opinion of organisations that raised funds through AIM.
Business Challenge
Identify the experiences of those who have listings with AIM to establish whether they were prepared for the process, to determine possible weaknesses in the process to secure an IAM listing and evaluate the resources deployed for the listings.
Solution
200 telephone interviews each lasting 15 minutes with FDs/CEOs of organisations who had recently secured a listing with AIM.
Results
The findings are used annually to enable the client to position themselves as knowledge experts regarding AIM.
Software
Investigate attitudes to an impending global recession and plans for ICT budgets and data storage.
Business Challenge
Business partners provide a potential source of funds that could be developed and this required to be tested. Establish packages that appeal to business partners together with package contents, propensity to consider, barriers to consideration and price positioning. Identify the appeal of the institution and the proposed packages to non business partners.
Solution
100 telephone interviews using a 10 minute questionnaire with IT managers and directors in medium to large organisations.
Results
The findings were used as part of PR program to position the client as an expert in data storage.
Pharmaceutical
Understand the prescribing characteristics of dermatologists
Objective
Segment dermatologists and identify the key target segments for future promotion.
Business Challenge
The growth of sales in the plaque psoriasis market for biologicals had not lived up to expectations. More effective targeting of dermatologists was required which would lead to them being higher biological prescribers in the future.
Solution
A qualitative phase of 100 interviews in UK, France, Germany, Italy and Spain followed by 200 quantitative online interviews lasting 30 minutes with dermatologists.
Results
Subsequent segmentation analysis and discussion allowed the market segments to be identified. A classification tool was then provided so KAMs, could identify the type of physician falling into each segment.
Pharmaceutical
Differentiate a mature chemotherapy agent used to treat breast, lung & prostate cancer from new competitive products in the three tumour types.
Business Challenge
Compare & benchmark healthcare professionals’ perception of the chemotherapy agent with its key competitors per cancer market to establish its key differentiating attributes.
Solution
100 specialist oncologists, registrar & consultant grades were recruited for semi-qualitative telephone interviews in the UK & US over a 6 week period.
Results
Findings were used to establish a revised market position and global
marketing communications strategy.
Utilities Provider
Chemical sector outsource requirements.
Business Challenge
To understand the needs and requirements of the outsource market in the chemical sector.
Solution
Telephone depth interviews taking 35 minutes each with outsource decision makers and plant managers in the operating plant of the UK chemical sector. Followed by 1 hour face to face qualitative interviews with General Managers of chemical plants.
Results
The information formed the basis for the development strategy for the chemical sector as well as developed material used for an extensive marketing program of PR, seminars and training.
IT Vendor
Understand attitudes towards risk management in the Oil and Gas industry.
Business Challenge
To understand the market size and spending patterns for energy trading software and risk management in the European Oil and Gas sectors.
Solution
The focus was 25 specific organisations in East and West Europe . Telephone interviews took place with IT decision makers throughout several European countries.
Results
The findings enabled the client to develop a forecasting model.
Specialist International Printer
Label solution for medicine bottles.
Business Challenge
To examine whether consumers read and retain the product information on medicine bottles and examine how to influence readership and retention.
Solution
Medicine blister packs and bottles were used as stimulus material. 400 face-to-face interviews then took place with consumers using a questionnaire that took less than 10 minutes to complete.
Results
The information provided the information framework to introduce a more effective bottle labeling solution to replace blister packs that were found to crate problems regarding information retention.
FMCG Consultancy Group
Viability of a new out of town shopping centre.
Business Challenge
The client had just obtained planning permission for a new out of town shopping centre in the SE. Company needed to identify the market and shopping profile of likely customers; who were defined as being resident within a 30-mile radius. The information would be used to attract the type of shops and brands shoppers were likely to require. The likelihood of usage compared to other shopping centres in the catchments were also required, together with the identification of the initiatives to maximize the shopping experience and traffic to the new site.
Solution
A multistage approach was adopted starting with 1,000 face to face street interviews with consumers in the catchments. As specific topics or issues emerged these were examined in later qualitative stages, mainly focus groups, so the client could observe feedback and gain the required insight first hand. For this project the interpretative expertise was from the consultancy group while the research team focused on the research design, data collection and reporting of the findings.
Results
The client has identified the shops and leading brands required, factors of importance to potential shoppers and initiatives to ensure the offering from the total shopping experience would exceed that of the competitive shopping centres. The resulting business plan was accepted.
IT Vendor
Identification of the global IT infrastructure and needs of the automotive sector.
Business Challenge
The client had introduced a new IT solution and required to establish the needs it would resolve and the demand from the automotive sector.
Solution
The focus was the top 8 automotive manufacturers. The ICT decision-making centres were identified in the Americas, Europe and Asia and Executive telephone depth discussion took place with those responsible for global communications policy. A profile was developed of the communications needs and current network infrastructures of the top 8 automotive organisations including mobile, data and voice requirements, problems and attitudes toward the client proposition.
Results
The level of detail has enabled the propositions to be developed to meet the differing needs of each manufacturer; the decision-making structures have enabled communications strategies to be developed to enable the client to introduce the propositions.
Telecoms Service Provider
Identification of the global network requirements of the leading Nordic Companies.
Business Challenge
The client provides bandwidth throughout Europe as well as products and services to upgrade and maintain company network solutions. Background information was required on the leading Nordic organisations to identify the current network infrastructure, competitive environment, purchasing policies and decision makers.
Solution
A number of telephone discussions took place with middle management ICT personnel to identify the network issues, key gatekeepers and decision makers for every area of the ICT networks.
Results
The database information was developed to enable sales and communications strategies to be established.
Headphone Microphone Vendor
Development of the East European Market.
Business Challenge
The client had a strong presence throughout Western Europe and wished to develope a significant market share in Eastern Europe.
Solution
Secondary research was completed to identify the competitive arena and applications for the technologies in Eastern Europe. A telephone survey was then competed with the target market and the potential sales channels.
Results
The information necessary for the business plan was developed together with a regional market entry strategy. This was based on a clear understanding of the market and sales potential, routes to market, requirements to develop viable sale channels and their commercial requirements and a clear understanding of the target market and how best to communicate with and sell to them.
Network Security
Evaluation of the identity authentication market.
Business Challenge
To understand the attitudes and state of development of key market sectors towards identify authentication and the use of biometrics for network access.
Solution
Executive interviews with 3 industry experts to establish an overview and general trends in the market. Followed by 25 telephone depth interviews taking 35 minutes each with those responsible for network security in oil & gas, healthcare, law enforcement, aerospace and finance.
Results
The information formed the basis for the development strategy for fingerprint biometric solutions for network security.
Energy Efficiency
Development of UK energy efficiency and alternative energy sector.
Business Challenge
To establish the consumer demand for products which improve energy efficiency in the home and / or provide alternative sources of energy.
To identify the energy efficiency and alternative energy product areas of greatest interest and potential together with measures of propensity to consider and barriers to adoption.Solution
500 online interviews each taking 25 minutes took place with home owners.
Results
The findings enabled the client to identify the opportunities in the energy market, select the product areas to champion and determine market development and product development strategies.
Assurance Society
Profile of the UK Legal Sector.
Business Challenge
To establish the profiles of those who work in the legal profession.
Solution
200 telephone interviews each taking 10 minutes took place with partners, associate solicitors and trainee solicitors throughout England.
Results
The findings identified the demographics, interests, attitudes and opinions of solicitors in the UK, enabling the client to tailor its products and marketing communications to meet the needs of the legal profession.
Directory Service
ROI for directory users.
Business Challenge
Develop parameters to enable advertisers in the printed directories to establish the return on investment.
Solution
4,250 interviews by CATI in two stages investigating the effectiveness of 55 directory headings. Interviews took 5 minutes to complete with advertisers across the UK.
Results
The return on investment findings were provided for a number of categories and are used to inform potential advertisers and reinforce the effectiveness of the service with existing advertisers.
Airport Authority
The marketing focus was to build a unique and meaningful voice for the West Midlands Region from tourism and business to government and media at leading European airports.
Business Challenge
Establish the attitudes and opinions of frequent managerial flyers to business travel and European airports.
Test a proposed concept that could be introduced at airports based on use of a laptop /mobile phone booth providing convenience for travelers and a promotional vehicle for the client.Solution
3 focus groups in the UK, France and Germany with senior business people who are ‘directors’ or head up a team in excess of 8 people or are self employed consultants.
Results
The concept did not fulfil the client objectives and was of limited interest to travelers. The concept was not developed and the study identified other motivators of greater interest to travelers.
Healthcare Recruitment Consultancy
Evaluation of the recruitment requirements of the pharmaceutical industry.
Business Challenge
The client required understanding the clinical staff needs of pharmaceutical employers as well as attitudes towards recruitment agencies.
Solution
Telephone interviews took place with 69 HR managers/directors in the pharmaceutical organisations.
Results
The survey identified the requirements to establish an effective strategy to penetrate the clinical staff recruitment market in the UK.
High Street Retailer
Understand how and why consumers select and buy from particular shops.
Business Challenge
Consumers can purchase music CDs and film DVDs from a variety of sources including internet downloads. The long term purchasing intentions of consumers for CDS and DVDs was required to enable a well known high street retailer to develop its market position and long term strategy.
Solution
Street intercept interviews of 10 minutes each took place with 450 respondents in Manchester, Birmingham and Brighton.
Results
The findings enabled the client to identify the attitudes and opinions of consumers to its shops so that market positions and communication strategies could be developed and long-term investment plans established.
Bath and Spa Products
Understand the unit sales of bathroom and spa products across Europe.
Business Challenge
Evaluate the competitive market for bathroom and spa products across Europe together with sales projections over the next 2 to 5 years.
Solution
360 CATI interviews each lasting over 30 minutes in duration with those responsible for the selection of bathroom and spa products in wholesalers, distributors, and dealers of hot tubs/shower products in Germany, France, Spain/Portugal, Italy, Russia and Scandinavia.
Results
The information enabled the client to establish a market entry strategy for Europe.
Private Education Motivators
Establish the motivators for parents to use single sex private education.
Business Challenge
Determine what influences parents to choose / reject single sex education for their daughters. Also to identify what say the girls have in school choices.
Solution
6 focus groups were run throughout England with parents whose children attend private schools, parents whose daughters attend single sex schools, parents who were considering private education in single sex schools for their daughters and with girls who attend single sex private education.
Results
The benefits of single sex education for girls was clearly explored at both emotional and rational levels enabling recruitment strategies to be developed and marketing communications material developed.
Publication Readership Profiles
Establish the readership profile of its publications.
Business Challenge
The association had several leading publications and required to identify the profile of its readership in order to attract advertising revenues.
Solution
A readership list was compiled and 4,000 questionnaires dispatched by post.
Results
The information clearly demonstrated the clients leading position against competing publications enabling it to attract significant advertising.
Development of Farm Information Solution
Use of farmland data.
Business Challenge
The organisation regularly collected data on every farm and farmland sale in the UK . Analysis was required to apply the data.
Solution
Investigation of the database comprising 10 years of data together with numerous reports. Multivariate techniques were suggested to develop the data into meaningful and useful information.
Results
New reports and publications are provided for the farm community in the UK based on new analysis techniques which providing useful and insightful information. The publications raise the image profile of the client.
Evaluation of Professional Publication
Attitudes towards a membership publication for a financial institution.
Business Challenge
Determine attitudes towards a publication prior to phasing out plus attitudes towards networking as a means of communication.
Solution
On line survey to members.
Results
The publication was phased out and new initiatives introduced to capitalise on the beneficial aspects of the publication.
Test and Price Position New Service Propositions
Investigate the requirements for a new range of proposed services for business partners and determine fee levels.
Business Challenge
Business partners provide a potential source of funds that could be developed and this required to be tested. Establish packages that appeal to business partners together with package contents, propensity to consider, barriers to consideration and price positioning. Identify the appeal of the institution and the proposed packages to non business partners.
Solution
30 qualitative depth telephone interviews with business partners followed by 220 online interviews of 20 minutes duration with business partners plus 200 CATI interview with non business partners.
Results
From a vast range of possible services a range of packages were identified that appealed to different business partner types and different functions within business partners. The packages formed the basis of a new range of partner services together with the marketing strategy initiatives to introduce them to the market.
Exit Survey
Exit survey of lapsed members.
Business Challenge
Establish reasons for leaving the register, establish propensity to return and enable the institution to develop strategies to reduce the numbers leaving the register.
Solution
CATI survey to 500 organisations that left the client register with each interview taking approximately 5 minutes.
Results
Survey identified that 1 in 5 of lapsed members can be re recruited and so the survey has been established as an annual event.
Development of Warranty Products for New House Builds
To understand the warranty needs of builders, Housing Associations and new homeowners/home buyers with regard to new homes and mixed use developments.
Business Challenge
Determine needs from the warranty portfolio to meet both current and emerging requirements.
Identify developments to improve the current warranty solution .
Define opportunities for the provision of additional warranty related services to meet customer\'s requirements.Solution
8 focus groups took place with residential home builders, mixed use development builders, Housing Associations and and new home owners.
Results
Established and prioritised the needs of builders, Housing Associations and New Home owners from Warranties on new homes.
Home Warranty Administration by Solicitors
Review the acceptance process by solicitors for the registration of warranties on new house builds.
Business Challenge
Review a policy acceptance process in order to aid improvement in effectiveness of warranty administration.
Solution
200 CATI interviews with conveyancing solicitors using a questionnaire that took 15 minutes to complete.
Results
Tracked the procedures and methods used by solicitors to process warranty documentation for new homes, identified potential weaknesses are suggested best practice methods for the administration.
Printer Manufacturer
To establish the attitudes of SMB organisations in Europe to inkjet printers.
Business Challenge
To develop a strategy to grow the inkjet market in Europe without adversely affecting the colour laser jet markets.
Solution
CATI survey with printer decision makers in UK, France, Germany, Italy and Spain using a 20 minute questionnaire.
Results
Established the key benefits of inkjet compared to laser enabling differentiated marketing strategies to be developed.
Evaluation of Consumer Electronics Website
Development of the partner web site to encourage its adoption.
Business Challenge
A web site was established to provide all of the necessary administrative and support services to a dealer channel. However, dealers continued to use the phone, email and post to communicate. Web site use needed to be encouraged, as this would reduce the cost of partner communication so improving channel margins.
Solution
A two-stage approach was adopted. Firstly a pop up questionnaire was used on the partner web site that was used to identify which parts of the site were used and not used. Face-to-face discussions took place with partners with observations made as they used the web site to perform tasks with in front of a facilitator.
Results
The feedback identified a number of areas where the web site caused confusion. The navigation has been simplified, the number of clicks per task has been reduced and the whole web interaction made more user friendly and simple. Web site adoption after 6 months had increased by 45% and further work is now required to gain further adoption.
Wholesale Market for Bandwidth in the UK and Germany
Development of solutions to meet market requirements.
Business Challenge
The UK based Telecoms organisation wished to evaluate the impact of their sales and marketing initiatives on the European market. It was immediately apparent the client had no strategy for identifying the most appropriate target markets and had not matched their capability and propositions to the market needs. This had resulted in disappointing sales results for the year.
Solution
A multistage approach was adopted to identify the bandwidth requirements of the UK and German markets (as the 2 European markets with the largest potential). 500 interviews were completed by phone in the UK and Germany and requirements were matched to the client capability, enabling new products and propositions to be developed. A second stage of telephone interviews and focus groups were completed to identify the decision processes, the awareness and opinions of the client, the optimum methods of communicating with decision makers and the competitive environment.
Results
The findings enabled the client to change from a solution to a marketing led approach, focus on a defined target market, change their product portfolio to solutions that were required, establish a differentiated market position, develop a new (and more direct) communications strategy and introduce more appropriate routes to market. The introduction of a clear vision also enabled the various functions to work in the same direction.
Copier / Printer Strategy for the FG500
Development of a solutions strategy for the global FG500.
Business Challenge
To provide information to decide on the future strategy for the introduction of document management services to the FG500 companies.
Solution
A multistage approach was adopted based on VAR and Systems Integrator (SI) feedback, followed by interviews with IT directors in the FG500. A parallel project provided competitor intelligence by interviews with key decision makers in the two main client competitor organisations.
VAR/SI and IT director interviews took place by means of face to face visits to either our office or the respondent offices, with each interview lasting for 1 hour. Competitor intelligence interviews lasted up to 30 minutes and took place by telephone.Results
Typed transcripts were provided for all interviews together with analysis in the form of separate PowerPoint reports for the FG500/VAR interviews and the competitor intelligence.
Impact of a Recession on IT Budgets
Investigate attitudes to an impending global recession and plans for ICT budgets and data storage.
Business Challenge
Business partners provide a potential source of funds that could be developed and this required to be tested. Establish packages that appeal to business partners together with package contents, propensity to consider, barriers to consideration and price positioning. Identify the appeal of the institution and the proposed packages to non business partners.
Solution
100 telephone interviews using a 10 minute questionnaire with IT managers and directors in medium to large organisations.
Results
The findings were used as part of PR program to position the client as an expert in data storage.
Market Evaluation of the IT Security Market
Entry to the Information Security Sector.
Business Challenge
Client had acquired an Information Security Consultancy and needed to establish how to integrate the company into its organisation, the branding to use and how to develop the business by understanding the requirements from suppliers of information security and business continuity services.
Solution
Telephone interviews took place with ICT decision makers for information security and risk management in a number of sectors with high security concerns; (central government, police and justice, NHS, insurance and banking, retail, air and rail travel and Telcos/ISPs/ASPs).
Results
A clear branding strategy was recommended and implemented, enabling the client to capitalise on the reputation gained by the Consulting firm whilst building on the Enterprise credibility of its corporate brand. Strategies were established, based on a detailed understanding of the market requirements, which have enabled a rapid presence to be established in the Security market.
Development of the Risk Software Market
Understand attitudes towards risk management in the Oil and Gas industry.
Business Challenge
To understand the market size and spending patterns for energy trading software and risk management in the European Oil and Gas sectors.
Solution
The focus was 25 specific organisations in East and West Europe . Telephone interviews took place with IT decision makers throughout several European countries.
Results
The findings enabled the client to develop a forecasting model.
IT Contractual Issues
Understand problems associated with contractual relationships with business partners.
Business Challenge
To understand the problems caused by contractual self-reporting relationships with suppliers and customers where an element of trust is required.
Solution
155 telephone interviews each taking 20 minutes, took place with Contract Managers and Finance Directors in technology organisations throughout Europe, US, Canada, Japan, Singapore, Korea and Australia.
Results
The findings enabled the client to develop strategies to combat the problems caused by the elements of trust in self-reporting contractual relationships.
Automotive IT Infrastructure Needs
Identification of the global IT infrastructure and needs of the automotive sector.
Business Challenge
The client had introduced a new IT solution and required to establish the needs it would resolve and the demand from the automotive sector.
Solution
The focus was the top 8 automotive manufacturers. The ICT decision-making centres were identified in the Americas, Europe and Asia and Executive telephone depth discussion took place with those responsible for global communications policy. A profile was developed of the communications needs and current network infrastructures of the top 8 automotive organisations including mobile, data and voice requirements, problems and attitudes toward the client proposition.
Results
The level of detail has enabled the propositions to be developed to meet the differing needs of each manufacturer; the decision-making structures have enabled communications strategies to be developed to enable the client to introduce the propositions.
Bandwidth Needs of Telecoms Service Providers
Identification of the global network requirements of the leading Nordic Companies.
Business Challenge
The client provides bandwidth throughout Europe as well as products and services to upgrade and maintain company network solutions. Background information was required on the leading Nordic organisations to identify the current network infrastructure, competitive environment, purchasing policies and decision makers.
Solution
A number of telephone discussions took place with middle management ICT personnel to identify the network issues, key gatekeepers and decision makers for every area of the ICT networks.
Results
The database information was developed to enable sales and communications strategies to be established.
East European Market for Headphones and Microphones
Development of the East European Market.
Business Challenge
The client had a strong presence throughout Western Europe and wished to develop a significant market share in Eastern Europe.
Solution
Secondary research was completed to identify the competitive arena and applications for the technologies in Eastern Europe. A telephone survey was then competed with the target market and the potential sales channels.
Results
The information necessary for the business plan was developed together with a regional market entry strategy. This was based on a clear understanding of the market and sales potential, routes to market, requirements to develop viable sale channels and their commercial requirements and a clear understanding of the target market and how best to communicate with and sell to them.
Development of the Network Security Market
Evaluation of the identity authentication market.
Business Challenge
To understand the attitudes and state of development of key market sectors towards identify authentication and the use of biometrics for network access.
Solution
Executive interviews with 3 industry experts to establish an overview and general trends in the market. Followed by 25 telephone depth interviews taking 35 minutes each with those responsible for network security in oil & gas, healthcare, law enforcement, aerospace and finance.
Results
The information formed the basis for the development strategy for fingerprint biometric solutions for network security.
IT Awareness and Usage
Service-oriented architecture.
Business Challenge
Establish the awareness and adoption of service-oriented architecture as well as identify organisations with problems who are unaware of the benefits of SOA.
Solution
120 interviews of 20 minutes each were completed by CATI with CIOs in UK, US, France, Germany and Scandinavia.
Results
Identified applications that can be built by combining loosely coupled and interoperable services as well as perceived benefits of SOA and barriers to consideration.
Laser Printer Evaluation and Development
Attitudes and opinions of resellers and user/choosers for laser printers.
Business Challenge
The product represented a new entry to the competitive European colour laser market. Client wished to establish the attitudes of both resellers and business users towards the new printer, to identify a competitive market entry strategy.
Solution
Web assisted telephone interviews were completed with 150 business users (<200 employees) and 250 resellers in the UK. In addition 10 depth interviews (lasting 1 hour) took place with larger resellers.
Results
Feedback enabled the product USPs to be identified so that marketing programmes could be developed for both the resellers and users. The requirements to gain reseller adoption and commitment were also identified enabling a new reseller strategy to be established.
Energy Provider (Utilities) Loyalty
Evaluation of customer loyalty and drivers to migrate to competitive utility providers.
Business Challenge
The client required understanding the loyalty level of its utility customers as well as evaluating the service levels required to provide to persuade competitive customers to migrate.
Solution
Telephone interviews took place with consumers in UK households who made the decision on the utilities providers to use. 800 interviews took place with the customers of the client and the 3 main competitors.
Results
The client now understands that energy utilities are treated like any other commodity and there is no effective brand loyalty. Service levels were identified to minimise migration to competitors as well as encourage migration towards the client.
Domain Registration Provider
Domain registration for emails and web sites are renewed periodically and this requires a process of reminders to be sent for renewals which is just over 80% successful.
Business Challenge
The primary objective of the project was to provide information to understand the challenges of domain name renewals and to determine how the renewals process can be improved.
Solution
Telephone survey based on 100 interviews in the UK to those responsible for domain registrations and who send reminders to customers.
Results
The survey identified the processes and problems domain organisations go through when renewals are due, together with success rates and a program to improve/simplify the process and better inform customers of the renewal processes.
Publication Readership Profiles
Establish the readership profile of its publications.
Business Challenge
The association had several leading publications and required to identify the profile of its readership in order to attract advertising revenues.
Solution
A readership list was compiled and 4,000 questionnaires dispatched by post.
Results
The information clearly demonstrated the clients leading position against competing publications enabling it to attract significant advertising.
Dermatologist Segmentation
Segment dermatologists and identify the key target segments for future promotion.
Business Challenge
The growth of sales in the plaque psoriasis market for biologicals had not lived up to expectations. More effective targeting of dermatologists was required which would lead to them being higher biological prescribers in the future.
Solution
A qualitative phase of 100 interviews in UK, France, Germany, Italy and Spain followed by 200 quantitative online interviews lasting 30 minutes with dermatologists.
Results
Subsequent segmentation analysis and discussion allowed the market segments to be identified. A classification tool was then provided so KAMs, could identify the type of physician falling into each segment.
Competitive Differentiation
Differentiate a mature chemotherapy agent used to treat breast, lung & prostate cancer from new competitive products in the three tumour types.
Business Challenge
Compare & benchmark healthcare professionals perception of the chemotherapy agent with its key competitors per cancer market to establish its key differentiating attributes
Solution
100 specialist oncologists, registrar & consultant grades were recruited for semi-qualitative telephone interviews in the UK & US over a 6 week period.
Results
Findings were used to establish a revised market position and global
marketing communications strategy
Pharmaceutical Outsource
Provide an outsource Global Market Research Manager on contract.
Business Challenge
Provide an experienced market research director with international, medical, primary research experience within 2 weeks.
Solution
The extensive 2Europe health care network was used to develop a shortlist of suitable candidates within a 1-week timescale. Candidates were evaluated over a second week prior to submission to the client who made the final choice.
Results
An initial 4.5 month contract was completed and which was subsequently extended to 1.5 years with 2Europe providing administrative and IT support throughout.
Evaluation of Attitudes Towards Self-care
Establish the lifestyles and attitudes of residents towards health with a view to introducing self care programmes to reduce the waiting lists for GPs.
Business Challenge
To establish awareness of how lifestyles impact health and awareness of health care programmes and promotion
Solution
540 in home face-to-face interviews took place in one defined primary care trust (PCT).
Results
The findings identified weaknesses in the current healthcare communication campaigns and established the health factors of most interest to the public, enabling revised programmes to be developed to communicate healthcare information to the public.
NHS Attitudes to Disease Information Software
Understand attitudes of NHS Physicians to an online disease information tool.
Business Challenge
A new online information tool is to be introduced to the UK from the US against free competition. A strategy requires to be developed to penetrate and develop the NHS sector.
Solution
20 in depth discussions took place with consultant physicians after a 1 week trial with the database.
Results
The findings enabled the client to identify the attitudes and opinions of physicians to its solution, establish key benefits. Selling proposition and develop an effective market entry strategy.
NPD of Healthcare Diagnostic Software
Test opinions of a software diagnostic tool amongst European healthcare practitioners.
Business Challenge
Test opinions to a US developed database to help healthcare practitioners diagnose patient problems and identify appropriate evidence based remedies. The challenges were that the software was based on US protocols and required a fee based licence in a European market where much information is free.
Solution
CATI survey comprising 200 interviews of 20 minutes each with physicians, hospital senior management and chief pharmacists in France and Germany.
Results
Findings defined the product development, pricing and marketing communications strategies to enter and penetrate the French and German markets.
Healthcare Recruitment
Evaluation of the recruitment requirements of the pharmaceutical industry.
Business Challenge
The client required understanding the clinical staff needs of pharmaceutical employers as well as attitudes towards recruitment agencies.
Solution
Telephone interviews took place with 690 pharmaceutical organisations.
Results
The survey identified the requirements to establish an effective strategy to penetrate the clinical staff recruitment market in the UK .
Introduction of a New Online Diagnostic Solution for Hospital Doctors in Italy
Establish attitudes to an online diagnostic solution for hospital doctors.
Business Challenge
To introduce and evaluate an online diagnostic solution for use by GPs and Hospital Doctors
Solution
About 100 Italian Hospital doctors were contacted by phone and recruited for a one month trial with an online diagnostic solution. After the one month trial the Doctors were contacted again to establish attitudes and opinions of the solution and identify suitability for the Italian market
Results
The findings we used by the business development team to establish the country entry strategy
Loyalty Scheme for Financial Products
Test loyalty schemes.
Business Challenge
Establish a loyalty scheme that will influence new and existing customers to consider/adopt financial services, test loyalty scheme names and communication designs.
Solution
300 web assisted telephone interviews with customers and non customers having mortgages and various types of financial product. Each interview took 20 minutes.
Results
Provide clear direction on the factors required for a successful loyalty scheme as well as conclusive advice on loyalty naming and communication design.
Motor Insurance Brand Position
Establish the brand positioning in the insurance sector.
Business Challenge
To understand the brand positioning and attitudes and opinions of insurance companies and brokers to the service proposition.
Solution
3 F2F and 27 telephone depth interviews took place with insurance companies and brokers. All interviews were at MD/Claims Management levels and took 50 minutes to complete.
Results
The results were used to establish a brand policy for several sub brands, position the company in the market and focus on the stable brand attributes required by its target markets.
Investor Attitudes to DTI Regulations
Awareness and attitudes of institutional investors to new regulations from the DTI.
Business Challenge
The DTI gave 6 months notice for the introduction of new regulations concerning the content of annual reports for publicly quoted companies. The client required to know if the market was aware of and understood the impact of the changes.
Solution
A number of executive telephone depth interviews took place with fund managers, analysts and institutional investors
Results
Market awareness of the implications was very low. The client has taken the feedback and used the findings for a PR campaign to raise awareness and has also generated credibility as a knowledge expert on the DTI initiatives.
Awareness of Stock Market Index Providers
Awareness and usage of stock market listings.
Business Challenge
Identify the awareness, use and attitudes to stock market indexes and index providers.
Solution
A global tracking survey amongst users of financial indices, e.g., fund managers, investment banks, major company pensions, actuarial consultants, brokers. 500 interviews of 10 minutes in duration by CATI in UK, rest of Europe, North America, Asia.
Results
The findings are used annually to enable the client to position themselves as knowledge experts regarding the stock market.
Development of the Risk Software Market
Understand attitudes towards risk management in the Oil and Gas industry.
Business Challenge
To understand the market size and spending patterns for energy trading software and risk management in the European Oil and Gas sectors.
Solution
The focus was 25 specific organisations in East and West Europe . Telephone interviews took place with IT decision makers throughout several European countries.
Results
The findings enabled the client to develop a forecasting model.
Financial Needs of the Legal Sector
Profile of the UK Legal Sector.
Business Challenge
To establish the profiles of those who work in the legal profession.
Solution
200 telephone interviews each taking 10 minutes took place with partners, associate solicitors and trainee solicitors throughout England.
Results
The findings identified the demographics, interests, attitudes and opinions of solicitors in the UK, enabling the client to tailor its products and marketing communications to meet the needs of the legal profession.
Understanding Corporate Governance
Developments in corporate governance.
Business Challenge
Investigate developments in corporate governance and how it affects publicly listed companies. Determine processes for compliance.
Solution
100 CATI interviews with senior financial decision makers in publicly quoted companies in the UK, France and Germany.
Results
Provided a framework to develop a governance service.
Media Profile of the Professionals Sectors
Media profile of the professionals sectors in the UK.
Business Challenge
To establish the newspaper, magazine, online and TV viewing habits of doctors, dentists, lawyers and teachers in order to plan the media campaign for a new advertising campaign for financial services in the UK.
Solution
500 telephone interviews each taking 15 minutes took place with GPs, hospital doctors, dentists, solicitors and teachers throughout the UK.
Results
The findings identified the media consumption habits of the professional sectors enabling the client to develop a media plan.
Development of Bonds for House Construction
To establish the potential and requirements for road and sewer bonds.
Business Challenge
Provide information to establish the potential opportunity for Road and Sewer bonds amongst UK house builders.
Solution
Focus group followed by telephone depths with house builders.
Results
Identified the propensity to consider and adopt a new bond for road and sewers as well as established the key requirements to differentiate the bond in the market and assure its successful adoption.
Development of Power Industry Outsource Proposition
Chemical sector outsource requirements.
Business Challenge
To understand the needs and requirements of the outsource market in the chemical sector.
Solution
Telephone depth interviews taking 35 minutes each with outsource decision makers and plant managers in the operating plant of the UK chemical sector. Followed by 1 hour face to face qualitative interviews with General Managers of chemical plants.
Results
The information formed the basis for the development strategy for the chemical sector as well as developed material used for an extensive marketing program of PR, seminars and training.
Construction Site Safety Evaluation
Attitudes of the construction industry to safety on building sites.
Business Challenge
Identify the attitudes of site supervisors and construction managers to safety on building sites and determine attitudes towards and use of decking as a safety measure.
Solution
100 CATI interviews with the largest and medium size builders in the UK.
Results
Findings were used to develop PR material for the construction press.
Evaluate Services to Improve Production Assets
Value add opportunities in the global process industries.
Business Challenge
The client required understanding the market needs for various value added services to improve the performance of production assets in the process industries, together with the anticipated market sizes and growth.
Solution
Telephone interviews took place with Plant Managers and VPs of Operations in process industries in the US, Canada, UK, Germany, France, Italy, Scandinavia, China, Korea, Singapore, Malaysia and Australia.
Results
The survey identified the key areas of growth as well as providing the parameters necessary for the product development and marketing strategies, main competitive offerings and market position, key market drivers, decision process and DMs, budget requirements, partner strategies.
Industrial Fixing Solutions
Insight for development of a strategy for fixing solutions for industrial applications.
Business Challenge
Establish market awareness and opinions about high performance double sided tape as a method of fixing materials together for industrial applications.
Solution
Three stage survey:-Internal telephone depth discussions with sales teams. 9 face to face depth discussions with key customers and distributors. 300 CATI interviews with decision makers for industrial fixing solutions across a range of industry sectors in the UK.
Results
Established the information framework to develop the strategies needed to position high performance double sided tape against other methods of fixing such as adhesives, screws, welding etc. The survey also established the marketing variables necessary to penetrate the industrial markets.
Development of Bonds for House Construction
To establish the potential and requirements for road and sewer bonds.
Business Challenge
Provide information to establish the potential opportunity for Road and Sewer bonds amongst UK house builders.
Solution
Focus group followed by telephone depths with house builders.
Results
Identified the propensity to consider and adopt a new bond for road and sewers as well as established the key requirements to differentiate the bond in the market and assure its successful adoption.
Consumer Requirements From A New Out of Town Shopping Centre
Viability of a new out of town shopping centre.
Business Challenge
The client had just obtained planning permission for a new out of town shopping centre in the SE. Company needed to identify the market and shopping profile of likely customers; who were defined as being resident within a 30-mile radius. The information would be used to attract the type of shops and brands shoppers were likely to require. The likelihood of usage compared to other shopping centres in the catchments were also required, together with the identification of the initiatives to maximize the shopping experience and traffic to the new site.
Solution
A multistage approach was adopted starting with 1,000 face to face street interviews with consumers in the catchments. As specific topics or issues emerged these were examined in later qualitative stages, mainly focus groups, so the client could observe feedback and gain the required insight first hand. For this project the interpretative expertise was from the consultancy group while the research team focused on the research design, data collection and reporting of the findings.
Results
The client has identified the shops and leading brands required, factors of importance to potential shoppers and initiatives to ensure the offering from the total shopping experience would exceed that of the competitive shopping centres. The resulting business plan was accepted.
Retail E-Commerce
Development of an E-commerce platform.
Business Challenge
Understand how business customers use the internet to research and make professional purchases.
Solution
400 online interviews with the senior buyers as identified and supplied by the client.
Results
The information was used to help develop a customer focused online presence and online channel strategy.
Due Diligence 2
Understand how and why consumers select and buy from particular shops.
Business Challenge
Consumers can purchase music CDs and film DVDs from a variety of sources including internet downloads. The long term purchasing intentions of consumers for CDS and DVDs was required to enable a well known high street retailer to develop its market position and long term strategy.
Solution
Street intercept interviews of 10 minutes each took place with 450 respondents in Manchester, Birmingham and Brighton.
Results
The findings enabled the client to identify the attitudes and opinions of consumers to its shops so that market positions and communication strategies could be developed and long-term investment plans established.
Due Diligence
Understand the unit sales of bathroom and spa products across Europe.
Business Challenge
Understand the attitudes of customers and consumers in general to the restaurant chain, its food, service and image.
Solution
360 CATI interviews each lasting over 30 minutes in duration with those responsible for the selection of bathroom and spa products in wholesalers, distributors, and dealers of hot tubs/shower products in Germany, France, Spain/Portugal, Italy, Russia and Scandinavia.
Results
The information enabled the client to establish a market entry strategy for Europe.
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