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The following survey is an initiative of the Healthcare business of Thomson Reuters to assess our won and lost sales opportunities. As the sales director, we are asking for your insight and perspective on the process and outcome of this recent opportunity. This is the same protocol that you have been walked through on the phone. It will take approximately 15-20 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. Quarterly and Annual reports will be created that show the aggregate of all HEALTHPLAN opportunities 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 Healthplan 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 healthplan prior to this sales engagement? (For example, how long had you been calling on them? Phone, in-person, email? How strong was your relationship with them? What was their impression of Thomson Reuters and what contributed to that impression?) | | |
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| How was Thomson Reuters invited into the bid process? (Select all that apply.) |
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| What were the issues that the healthplan was hoping to solve? | | |
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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 healthplan's impression of the proposed tool/solution 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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| Who were all of the individuals at the client/prospect company 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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| Which two criteria do you think were the most important to the individual/position who had the most influence on the final purchase outcome? |
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| Most important criterion? | | | | Second most important criterion? | | |
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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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| * What was the outcome of this opportunity? |
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| Is it true that this client/prospect did not pursue a solution from Thomson Reuters OR another provider? |
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| From what you know, did the client/prospect: (select one) |
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| First Reason | | | | Second Reason | | |
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| Which supplier did they decide to go with? | | | | What are the two primary reasons you feel they decided to go with a compeitor instead of Thomson Reuters and the proposed solution? | | |
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| Which supplier was their second choice for this solution? | | | | What are the two primary reasons you feel they decided to go with Thomson Reuters and the proposed solution and not another company? | | |
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SOLUTION STRENGTHS/WEAKNESSES
Thinking about when the client/prospect company was making their final decision, please rank order the level of contribution that the following five categories had on that final decision with 1 being the category that contributed the most weight and 5 being the category that contributed the least weight. |
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| Price |
| | | Product Capabilities |
| | | IT Requirements or Considerations |
| | | Ease of Use by Staff |
| | | Supplier Company |
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| How satisfied do you think the client/prospect company was with Thomson Reuters for each purchase criteria attribute listed below? (Where 0=Not At All Satisfied and 10=Very Satisfied)
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| What do you think particularly pleased the healthplan about the proposed Decision Support Solution? | | |
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| What do you think disappointed the healthplan about the Decision Support Solution? | | |
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SALES PROCESS
Overall, how satisfied do you think the healthplan 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 healthplan 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? | | |
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| Was there anything missing from a sales resource standpoint that you feel would have helped the healthplan in their understanding and evaluation of the proposed 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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