Today’s corporate research clients represent a new generation who are operating within a shifting and challenging environment, with countless new and innovative tools and internal clients who want the work done better, faster, and oh, presented with great visuals and storytelling.
Inspired by the recently released “Corporate Research Buyers Speak” multi client-study, David Harris, the study’s lead and ex-research director for GlaxoSmithKline, will lead a panel of corporate research buyers in an interactive session centered on how they’d like to be engaged by research suppliers. In framing the questions, Dave will draw upon some of the research’s most salient findings from how to first connect with buyers to how to develop and grow the relationship.
In addition to hearing directly from research buyers. this session will share select highlights from the research, the first-ever study that maps research clients’ path to purchase, providing practical and timely guidance on how to succeed from a sales and business-development in today’s ultra-competitive environment.
- Gain a greater understanding of the “client journey” in commissioning insights projects beginning with the first contact to procurement, proposal, engagement and an ongoing partner relationship
- Discover how clients meet new suppliers, and the role of conferences in assessing supplier capabilities
- Empathetically understand research buyers’ unmet needs, challenges, and pain points