Pre-meeting Research

Name of Customer:
PART 1: Quantitative Research

Financial Metrics
Metric Customer Industry
a. Measure of financial condition
Current ratios
Inventory turnover
Inventory
b. Measures of profitability
Gross profit margin
Net profit margin
Quarterly review
c. Potential ability to spend on technology
Cash and cash equivalents (current year)
Cash and cash equivalents (previous year)
Inventory turnover

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 Pre-meeting Research
Customer Metrics
Metric Result
<Insert metric name>
<Insert metric name>
<Insert metric name>
<Insert metric name>

Human Resource Metrics

a. Is the employer considered Employer of Choice? Yes/No?
b. Number of employees
<Insert metric name>
<Insert metric name>

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 Pre-meeting Research
PART 2: Qualitative Research

Business Strategy
a. Mission
b. Vision
c. Values
d. Business strategy

Brand
Strength of Brand Low Medium High (for example, policies evident
on Web site, etc.)
a. Description of brand
b. Key products
<Insert product name>
<Insert product name>
<Insert product name>
<Insert product name>

Company Information
a. Structure Functional Divisional Matrix
Number of management layers
Span of control

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b. Leadership
CEO
CIO
CTO
CFO
CHRO
CMO
COO
CSO

Public Responsibility and Citizenship (for example, affiliations, sponsorships, etc.)

a. Corporate governance
How does the business compete? Cost leadership?
Differentiation?
Focus on niche customer: price?
Focus on niche customer: differentiation?
How does the business innovate? Pioneers?
Close followers?
Late followers?

Competitors & Market Share

a. Competitors

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<Insert competitor>
<Insert competitor>
<Insert competitor>

b. Market share Company

Competitor 1
Competitor 2
Competitor 3

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