Referring back to my blog posted on 30th September 2010 here is my response to question number 2 on that list:
How do you manage conflict and confidentiality?
Inevitably, with a client base of over 50 clients, all of whom offer creative, strategic or digital marketing based solutions, we work with clients who have similar offers or who wish to target the same prospects.
This is a crowded, competitive marketplace, so there is no way we can prevent this happening, but what we do NOT do at Alchemis is share new business leads amongst our competing clients.
We have two ways of preventing this happening, a technical solution and an incentive based approach.
Firstly, the technical solution; we invested in developing our own bespoke software about 20 years ago (and this development has been ongoing ever since), which enables us to build discrete password protected databases for each of our clients, only allowing access to each client’s campaign by the New Business Manager who represents that client.
We hold updated decision maker information to benefit all of our clients in a central database which holds over 150,000 marketing decision makers, but every specific conversation, brief, pitch, opportunity or meeting on behalf of each clients is ringfenced.
Our incentive scheme is based on client retention and the quality of meetings that our clients attend, which no New Business Manager would wish to dilute by passing that lead to one of his/her colleagues.
We always encourage prospective clients of Alchemis to sit on the sales floor and see for themselves how the software works – we are justifiably very proud of how it can help us search for and develop new business on behalf of our clients.