Creating a New Client Relationship: Assessing Needs, Establishing Priorities, Building Knowledge

An Organization in Flux; A large, complicated health care association with both for-profit and non-profit arms was going through major changes:

• A dramatic shift in market demographics and psychographics
• New leadership forging a new culture
• A call for centralization and efficiency
• A new demand for customer-centric, fact-based decision making

New Product Launch: Using Discrete Choice Methodology to Maximize Sales and Revenue

Venturing Into New Territory; An established Internet domain name company was expanding into new terrain: the shared web hosting marketplace. This presented both opportunities and challenges:

• The opportunity to leverage an established brand...
• in a fragmented industry with over a dozen major players and thousands of smaller providers...
• with considerable price pressure from low-cost competitors.

Redefining the Value Proposition for an IT Leader

Insiders at a leading global IT company were troubled and confused -their most loyal customers continuously praised their education and certification program, but enrollment was down. The disconnect was the result of a phenomenon that plagues many organizations -reliance on anecdotal evidence from those who have “drunk the Kool-Aid,”rather than real data from the field.

The Wired Wealthy: Using the Internet to Connect with Your Middle and Major Donors

An in-depth survey and study by Convio, Sea Change Strategies and Edge Research

• An online survey of nonprofits to gauge their policies and practices with regard to
  online communications with high dollar donors. Representatives of more than 200
  organizations completed that survey;
• In-depth interviews in February and March, 2008 with a handful of donors who had
  participated in the survey to support key quantitative findings with qualitative
  information; and
• Additional data was collected from 13 of the 23 partner organizations. The purpose of
  this data was to put the research into perspective by trying to gauge the relative
  importance of this donor population as a proportion of the larger giving universe.