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The following survey is an initiative of the Healthcare business of Thomson Reuters to assess some recent sales opportunities. As the sales director, we are asking for your insight and perspective on the process and outcome of this recent opportunity.
It will take approximately 15 minutes to complete the questionnaire.
Your responses will be matched with the input we receive from a companion questionnaire asked of your client contact via the telephone. An individual report will be created for this opportunity. A report will also be created that shows the aggregate of all of the CDS opportunities included in this research and will identify trends that will help improve the sales process.
If you have questions at any time about the survey or the procedures, you may contact Lexa Hoffner at 952-939-4323 or by email at the email address specified below.
Thank you very much for your time and support. Please start with the survey now by clicking on the Continue button below.
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| What was the name of the client hospital or healthcare system for this recent opportunity? | | |
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| In what month and year did Thomson Reuters receive the RFP? | | | | In what month and year was the verbal decision given? | | |
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| What was your relationship with the client/prospect prior to this sales engagement? (For example, For a new sale..how long had you been calling on them? How strong was your relationship with them? For a cross sell or renewal, how long had they been a client and how would you characterize the relationship?) | | |
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| Why do you feel Thomson Reuters was invited into the acquisition/selection process? | | |
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| What were the ISSUES that the client/prospect was hoping to solve? (What group within the organization was most affected by these issues? ... Were they using a solution already? ... If so, why were they investigating other options?) | | |
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| What were all the products/solutions included in the proposal? | | |
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| Were there other Thomson Reuters solutions that would have been a possible fit for their needs? How did you decide which solution would be the best fit? | | |
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| What do you think was the client/prospect's impression of Thomson Reuters prior to the sales engagement? What contributed to this impression? (For example, was it a First-hand experience? Word of mouth? Trade show? Website?) | | |
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| What do you think their impression was of the proposed Solution prior to this sales engagement? | | |
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| Who were all of the individuals at the client/prospect hospital or healthcare organization you felt influenced the purchase decision? (Select all that apply.) |
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| What position would you say had the most influence on the final purchase outcome? (Select one.) |
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| Price: | | | | Product Content and Capabilities: | | | | Service and Support: | | | | Ease of Use by Staff: | | | | Integration: | | | | Supplier Company: | | |
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| Thinking about when the client/prospect was making their final decision, please rank order the level of contribution that the following six categories had on that final decision with 1 being the category that contributed the most weight and 6 being the category that contributed the least weight. |
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| Price |
| | | Product Content and Capabilities |
| | | Service and Support |
| | | Ease of Use by Staff |
| | | Integration |
| | | Supplier Company |
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| Was it clear from the beginning that these criteria were most important? | | |
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| Which companies were you aware of that were considered for this RFP/opportunity? What was their solution? |
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| Company 1 and Solution | | | | Company 2 and Solution | | | | Company 3 and Solution | | | | Company 4 and Solution | | | | Company 5 and Solution | | |
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| Was this a Thomson Reuters Win or Loss? |
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| Which supplier did they decide to go with? | | | | What are the two primary reasons you feel they decided to NOT go with Thomson Reuters and the proposed solution? | | |
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| Which supplier was their second choice? | | | | What are the two primary reasons you feel they decided to go with Thomson Reuters and the proposed solution? | | |
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| How satisfied do you think the client/prospect was with Thomson Reuters for each purchase criteria categories listed below? (Where 0=Not At All Satisfied and 10=Very Satisfied)
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To what degree do you agree with the following statement: “Rather than describing the merits of a product, the Thomson Reuters team presented a solution that addressed the client/prospect's specific business issue."
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| What do you think particularly pleased the client/prospect about the proposed Solution? | | |
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| What do you think disappointed the client/prospect about the Solution? | | |
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SALES PROCESS
Overall, how satisfied do you think the client/prospect was with Thomson Reuters sales process during the recent engagement? (Where 0=Not at all Satisfied and 10=Very Satisfied.)
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| How satisfied do you think the client/prospect was with Thomson Reuters sales team performance in the following areas of the sales process? (Where 0=Not at all Satisfied and 10=Very Satisfied.)
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| What were the primary sales resources you used during this sales engagement? | | | | Did you feel any resources were missing that would have helped the client/prospect in their understanding and evaluation of the Thomson Reuters solution? | | |
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| What about the sales process do you feel went particularly well with this client/prospect company? (Presentation, Demo of solution, Knowledge of client needs, Collateral, etc.) | | |
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| What about the sales process do you feel could have been improved with the client/prospect company? | | |
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| Is there anything else you think we should know about this recent opportunity? | | |
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