Business Development Support

Phronesis™ provides an array of services to support Business Development (BD) and account management that perfectly harmonize our key and auxiliary research competencies, to produce immediate tangible value for our clients. This practice includes, among others, pitch-book creation, thought leadership, peddling support for events, research support for conferences and content creation for account mining. One of our strong-suits in the BD practice, pitch-book creation follows the course of a systematic production-line, which is outlined in the following.

In the first, client expectations are assessed and objectives noted through initial discussion sessions. Acknowledging the importance of framework design in such a process, we involve the client in preparing a preliminary skeletal outline for the pitch-book, based on a realistic estimation drawn from the brainstorms. This is further worked upon by our analysts before it is locked and any split-responsibilities with the client highlighted. Taking stock of any relevant information in similar dockets from our archives, we then commence research to gather required data. This usually involves contributions from our senior-most personnel on complex analyses. Once the first draft of a master version has been compiled, it is subjected to multiple quality checks for content, formatting, design and clarity. A second level of quality-checks ensures consistency. Then, through an iterative process the work-product is refined to include inputs from the client. Finally, the book is assembled, published, and delivered, along with any clarifications or references requested by the client.

Case Studies >>
  • Connected stores – A research on how retail industry is shaping up
    Case Study
    Sector |Consumer Products
    • Our client , a leading IT research firm was interested to track the impact of new technological advancements  on the retail industry.  The mandate for our client  was to forecast the impact of digitalization in retail industry. The questions that needed answers were ,  how are retail stores innovating technologies to stay ahead in the game? Would ‘the connected stores” be the answer to all their woes?

    • Phronesis conducted 100 interviews across the globe with big box retailers.
      Interviews were conducted with CIO’s/CTO’s of retail stores with annual revenues of $1 billion and over.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/planned technology adoption , preparedness for connected retails, business priorities  and digital/technological innovation.

    The potential areas that could be explored in the future were , connected digital point of sales, assistive retail/customer technology ,currently installed in-store app , Robo-market and connected customer service experience.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information on the impact of digitalization of the retail stores and the industry. The information helped our client to analyze their current status of  technological advancement and plan for future accordingly.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector |Consumer Products
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Evaluation of Marketing campaigns effectiveness on retail sales
    Case Study
    Sector |Consumer Products
    • Our end client is a global manufacturer of PC , tablets , laptops and ultrabooks.

      The business objective was to investigate the impact of marketing campaigns on sales growth from client’s certified and non-certified retailers. The purpose of the research was to understand the current growth trends that persist among the various local retailers selling.

    • –Comprehensive secondary research was conducted to develop the list of client’s non-certified retailers.

      — Certified retailers database was provided by the client.

      — A monthly tracker was conducted in which business owners , Sales managers and Marketing managers , sales representatives were interviewed.

      — Interviews were conducted with small retailers and independent retailers.

      — 350 interviews were completed monthly across USA , Canada , UK , France , Germany , Italy and Spain.

    Approach

    The client was assisted in questionnaire structuring , localization, translation and programming support. Preliminary analysis of data along with chart population was delivered in client specific format.

    Information covered during the research included the retail sales location of each retailer , number of sales people at each research store, size of the retailer , educational background along with qualifications and experience of sales staff employed by retailers , initiatives taken by the retailers to push the client’s brand in the market, track monthly sales data by each product type , level of engagement with the client’s local retailers.

    Key topics such as measuring the impact of marketing campaigns , retailer’s view towards the content and the impact of client’s campaign against competitor’s marketing initiatives , analyzing sales data by location and other key identifiers , collecting store sales data to differentiate the various marketing activities , segmentation of different format of retailers , satisfaction of certified retailers for sales employee training and content and comfort level of retailers for selling client’s brand.

    Value/Results

    The client was able to compare the monthly sales data and determine the impact of marketing campaigns on sales growth across target markets.

    Research findings were used by the client to understand the pain points of retailers and their views on client’s marketing communication for further improvement.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Education
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Energy & Utility
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Financial Services
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Ownership of Jets – A study with the UHNWI’s
    Case Study
    Sector | Financial Services
    • A leading company in the private jet industry was launching a new service with a new structure of ownership and was interested to evaluate the market for the respective service. The objective of the research was to understand the views of UHNWI’s about the ownership of private jets and the expected usage and the need for private jets in the next 12 months.

    • In depth discussions were conducted with 60 UHNWI’s across the globe to explore their willingness to adopt fractional ownership.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    Research was conducted with the focus of  understanding the views of UHNWI’s on ownerships model of private jets and their expected usage of private jets along with their needs of private jets in the next 12 months.

    UHNWI’s views about their current usage of private jets and the likelihood of using it in future were also collected.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the usage and need for private jets. Study findings helped our client to understand that there is a huge untapped market for fractional ownership with a great potential to grow.

  • Changing Nature of Innovation
    Case Study
    Sector | Financial Services
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Media & Entertainment
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Government
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Manufacturing & Construction
    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Oil & Chemical
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Evaluaation of Marketing campaigns effectiveness on retail sales
    Case Study
    Sector | Oil & Chemical
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Tech & Telecom
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Changing Nature of Innovation
    Case Study
    Sector | Tech & Telecom
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • Evaluaation of Marketing campaigns effectiveness on retail sales
    Case Study
    Sector | Tech & Telecom
    • Our end client is a global manufacturer of PC , tablets , laptops and ultrabooks.

      The business objective was to investigate the impact of marketing campaigns on sales growth from client’s certified and non-certified retailers. The purpose of the research was to understand the current growth trends that persist among the various local retailers selling.

    • –Comprehensive secondary research was conducted to develop the list of client’s non-certified retailers.

      — Certified retailers database was provided by the client.

      — A monthly tracker was conducted in which business owners , Sales managers and Marketing managers , sales representatives were interviewed.

      — Interviews were conducted with small retailers and independent retailers.

      — 350 interviews were completed monthly across USA , Canada , UK , France , Germany , Italy and Spain.

    Approach

    The client was assisted in questionnaire structuring , localization, translation and programming support. Preliminary analysis of data along with chart population was delivered in client specific format.

    Information covered during the research included the retail sales location of each retailer , number of sales people at each research store, size of the retailer , educational background along with qualifications and experience of sales staff employed by retailers , initiatives taken by the retailers to push the client’s brand in the market, track monthly sales data by each product type , level of engagement with the client’s local retailers.

    Key topics such as measuring the impact of marketing campaigns , retailer’s view towards the content and the impact of client’s campaign against competitor’s marketing initiatives , analyzing sales data by location and other key identifiers , collecting store sales data to differentiate the various marketing activities , segmentation of different format of retailers , satisfaction of certified retailers for sales employee training and content and comfort level of retailers for selling client’s brand.

    Value/Results

    The client was able to compare the monthly sales data and determine the impact of marketing campaigns on sales growth across target markets.

    Research findings were used by the client to understand the pain points of retailers and their views on client’s marketing communication for further improvement.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Transport & Logistics
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Ownership of Jets – A study with the UHNWI’s
    Case Study
    Sector | Transport & Logistics
    • A leading company in the private jet industry was launching a new service with a new structure of ownership and was interested to evaluate the market for the respective service. The objective of the research was to understand the views of UHNWI’s about the ownership of private jets and the expected usage and the need for private jets in the next 12 months.

    • In depth discussions were conducted with 60 UHNWI’s across the globe to explore their willingness to adopt fractional ownership.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    Research was conducted with the focus of  understanding the views of UHNWI’s on ownerships model of private jets and their expected usage of private jets along with their needs of private jets in the next 12 months.

    UHNWI’s views about their current usage of private jets and the likelihood of using it in future were also collected.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the usage and need for private jets. Study findings helped our client to understand that there is a huge untapped market for fractional ownership with a great potential to grow.

  • Changing Nature of Innovation
    Case Study
    Sector | Transport & Logistics
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Healthcare
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.