Tuesday, April 24, 2007

Does size really matter?

There are some who make a big play on the size of an analyst database or target list. The inference being the more on the list the better, as the greater the reach and hence influence. Sure the list may tiered but does size really make a difference? My view is that its the quality of relationship and for that matter the ability of the AR practitioner to foster the right sort of the relationship that really counts and of course understanding exactly the way the connection should be utilised to help grow the clients business. So in AR (in my view) size doesn't matter but relationships do.

1 comment:

David R said...

Hi Marc

I'm with you all the way. All a big list says to me is that you don't know the market very well.

Sure you may have a 100 odd analysts signed up to receive press releases - and that's fine.

If you have more than 6 - 12 on your 'tier 1' list, then my guess is that you're not focusing hard enough.

Good to see you blogging btw - hope the new job doesn't keep you too busy to write more!