Checklist to Maximize Award

TOP VENDOR SUGGESTION CHECKLIST TO MAXIMIZE USE BLACK BOOK RESEARCH REPORTS

STRATEGIC CORPORATE OPPORTUNITIES/BUSINESS DEVELOPMENT/STRATEGIC MARKETING

  • Press Release Campaign (coordinated or segregated)
  • Strategic Differentiation Uses
  • Specialty Releases in Vertical Publications
  • Internal Image Improvement projects
  • External Image Improvement initiatives
  • Competitive Vendors’ Services Differentiation
  • Plan/use to Minimize Retaliation of Competitors
  • Use of Results to Create Entry Barriers for Competitors
  • Sustain Market position via Current Customers’ releases
  • Brand Marketing Specific Reports
  • Plan your next Black Book award competition to dominate your categories

STRATEGIC PUBLIC RELATIONS

  • Communicate Impact of Changes to Business Model
  • Communicate Results in all FY subsequent Releases
  • Coordinate proper dissemination of Information centrally
  • Ensure Consistent Message to all constituents/Clients/users
  • Enhanced Image Advertising via ranking results
  • Reach all your industry associations to highlight your company achievement.
  • Send a thank you note to all suppliers and customers for their support and patronage for top ranking

CORPORATE COMMUNICATIONS

  • Strategize on Black Book Award Announcement media possibilities beyond release
  • Choose buyer media outlets/journal for list or ranking articles
  • Assure every employee is communicated of the award
  • Provide internal use (Intranet, Sales Support) strategies and rules for applications
  • Advertorials with rankings
  • Media Strategy planning for story development inclusion
  • Deliver collaterals of print articles to Sales
  • Update your marketing materials with the business award logos including: business cards, website, blog, new hire packet, fax cover sheet, brochures

BUSINESS DEVELOPMENT

  • Collaborative Journal Articles with Brown Wilson Group that includes #1 ranking or list
  • RFP & Vendor Selection Advisories
  • Distribution Channels and OEM Partner Announcements
  • Sales Lead Generation Projects
  • Provide Unbiased External Reviews
  • Plan ways to gain market share with use of rankings
  • E-mail Campaigns of Award
  • Teleconferences including BWG to provide award validation
  • Distribute report to all prospects and targets
  • URL to PDF on Awards section or front page of website
  • Send e-shots to targets
  • Provide all identified influencers electronic or print copies
  • Publish report segments

SALES

  • Collaterals (Abbreviated/Summaries)
  • Collaterals (Use report as collateral or graphically enhance)
  • Website Reference
  • White papers
  • Pricing Strategy + Feature Comparisons
  • Provide Qualitative and Quantitative Milestone outcomes
  • Sales Training program on use of rank listings in negotiations or presentations
  • Teach your sales staff how to use the business award win as a sales credibility tool.
  • Summarize and/or abbreviate report data set for report card distribution

ADVERTISING

  • Promotional Events
  • Corporate Advertising
  • Services Comparison Advertising
  • Establish Champion Announcements in Competitor Rivalries for Market share
  • Develop Promotions Strategies for Black Book Award
  • Banner Ads with ranking on Association or Well-Visited Websites
  • Industry journal and magazine placement with Black Book logo
  • Conference billboards and screens

SALES SUPPORT

  • Intranet Access of Report Data to Corporate Employees
  • Sales Presentations (PPT, PDF)
  • Effectively gathered Business Intelligence to supplement current collaterals
  • Include pre-RFP and RFP stages
  • Send to all hospital CIO and Chief Purchasing Officers (coordinate to be sent from Black Book)

CUSTOMER SERVICE/CLIENT RELATIONS

  • Client Newsletters
  • Individual Client Thank You notices
  • Use opportunity with Clients to demonstrate collective selection of Top Ranking

INDUSTRY CONFERENCES

  • Announcement of Award at Outsourcing or vertical Industry Conferences
  • Include Black Book at Conference Speaking or Workshops for Media Events
  • Mail Outs to Association Memberships (including Competitors & Exhibitors)
  • Mail Outs to Conference Attendees
  • Communication of ranking to keynotes and speakers pre-conference
  • Purchase article reprints for trade show floor sales material.
  • Seek keynote speaker opportunities to reinforce your company’s award winning status.
  • Webinars with Black Book KPIs and principles to prospects and or clients
  • Co-present with Black Book

INTERNAL SALES MEETINGS

  • Include Black Book for Deal Close Motivation
  • Feedback from field via prospects on ranking importance and/or results
  • Webinars for Sales Staff on how to maximize Black Book ranking
  • Provide sales training and explanations of key performance indicators, rankings and results

CORPORATE USER GROUPS OR CUSTOMER MEETINGS

  • Include Black Book to announce and/or explain results and rankings
  • Include Black Book to present results on industry and corporate performance
  • Black Book Collaborate with marketing & sales on customer-centric information

BUSINESS PARTNERS

  • Communicate/disseminate information to avoid inefficiencies
  • Develop communication strategy to distributors, OEM, partners

INVESTOR RELATIONS

  • Analyst Addresses and Info Sharing Events
  • Investor Newsletters
  • Investor-Centric Approach in use of rankings in financial releases
  • Improve Investor Understanding of Potential
  • Communicate milestones with rankings to inform current & prospective investors
  • Provide ranking info of M&A’s for fair valuation perspectives
  • Pre-Quarterly Conference Call results inclusion
  • Sell-Side Analyst Communications
  • Investment Banker Communications
  • Stage of Growth or Long Term Strategy Communications inclusion
  • Industry analyst events

MARKET INTELLIGENCE

  • Central Business Intelligence Librarian Uses
  • Competitive Analysis, SWOT
  • Internal Quality and Six Sigma initiatives
  • Sales Proposal Inclusion with Reported Competitors
  • Vendor Selection Advisories

HUMAN RESOURCES

  • HR Recruitment Ads Prominent Placement
  • Training Programs for Under-performing corporate areas
  • Team Building Programs and Alerts
  • Use Top Ranking in Job Search Ads as means to attract top talent

RFP DEVELOPMENT

  • Provide Qualifiers and quantitative data superior comparing known Competitors
  • Reference to Black Book report in submission of RFP for differentiation and superiority
  • Encourage RFP coordinators to contact Black Book for validation of rankings

NEW SOFTWARE AND SERVICE ROLLOUTS

  • Emerging Technology Updates to clients, prospects, partners, media
  • Expanded Services Updates
  • Assess New Market Strengths and Potential Receipt
  • Judge and review client acceptance
  • Review adoption and satisfaction

AUDIT & QUALITY IMPROVEMENT

  • Topical Focus on areas of lower competitor compared performances
  • Independent Enterprise Appraisals
  • Management evaluation of User Outcomes
  • Benchmarks
  • Journal Articles from QA/QI Perspective with Top Ranking as Credibility enhancer

SENIOR LEADERSHIP RETREATS AND PLANNING

  • Black Book attends planning sessions for Ranking Use and Ranking Improvement
  • Black Book provides insight to senior management on BI of ranks and lists

SOCIAL MEDIA

  • LinkedIn Announcements, Polls and Discussions on Top Ranking
  • Facebook Campaign
  • Twitter Campaign