Developing valuable relationships by understanding analysts attitudes and needs
Many thanks to Tekrati for flagging up a great paper from the Concours Group. Barbara cites Concours as saying: “The ability of senior leaders to execute on business strategy depends largely on whether employees are encouraged to speak up about project failures. A simple dynamic — called “organizational silence” — causes 85% of failed business…
I’ve recently been discussing analyst relations with Hans Moonen, a researcher working for the Rotterdam School of Management. Hans’ paper on Third Parties’ Influence on Sales in the Enterprise Software Market is a useful survey that discusses both the impact that analysts have on new product development and also discussed what happens when analysts attack….
One of the few academic papers discussing analyst influence was published at UCLA’s Anderson school of management in the summer of 2002. Sadly, the paper’s not been widely cited; I wouldn’t have come across it had I not been studying in an Anderson summer school that year. In the research, David Firth and E. B….
Over the last few weeks we’ve been hearing what people think about Outsell’s new paper on the analyst relations area. In 24 tightly-argued pages, the paper explains the rationale for analyst relations, describes the AR community in depth, the evolution of AR since the 1970s, the networks of AR services firms (including Lighthouse) and makes…
A new training course based on the new edition of Efrem Mallach’s book, Win Them Over, will run for the first time in Europe on Monday, February 19. The half-day event will be held at the London headquarters of Lighthouse Analyst Relations. You can book seats online. Dr. Mallach’s book was the first guide to…
The Institute of Industry Analyst Relations website is expanding its catalogue of analyst firm website and blogs. The listing of firms is here, while the directory of analysts’ blogs is on this page. Lists like this are rarely complete, and readers can help by telling the IIAR which firms and blogs are not yet included….
A week in the Munich area, meeting up with analysts and AR professionals there, shows how the business culture in Europe’s German-speaking region poses some special challenges to both analysts and to AR professionals. Not the least of these is the need to communicate with the English, who dominate the region’s analyst community. Germany’s strong…
Many of the people I’ve discussed with over the last week in New York stress the deep impact of an unfolding decelleration in the US economy. But what will be impact be on analyst relations? Since many other major economies are in a pretty good condition, it’s easy to think from the outside that the…