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Buyer Preferences Studies

Who might be prospective clients for professional services and what specifically do they require for a medium sized consulting company?

Consulting Organization Market Focus

A specialized IT services consulting organization required assistance in identifying prospective candidates for their consulting services. Together with the client, we developed a methodology based on their minimum acceptable size of consulting engagement, estimates of their realizable share of IT budget spend and the IT budget size by industry. We then interviewed IT executives in the qualified corporations to determine their potential needs and the timing, thereby considerably prioritizing and narrowing the client’s prospecting focus.

Another Example of a Buyer Preferences Study

Distance Education for Technical Services

Subcontracted, we interviewed senior technical personnel (typically VP Engineering or equivalent) in North American telcos to determine ‘the pros and cons’ of internet enabled training for telecom hardware.

© 2010 Terry J. Boyle and Associates

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