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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.
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 the Prime contact or the Agency 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 State Government 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 State Agency for this recent opportunity? | | | | What was the name of the Prime Contractor if not Thomson Reuters? | | |
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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 State 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 your relationship with the Prime Contractor (if not Thomson Reuters)? | | |
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| How was Thomson Reuters invited into the bid process? | | |
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| What were the ISSUES that the State was hoping to solve? Were they already using another solution? 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 State's impression of the Healthcare business 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?) | | | | What do you think was the Prime Contractor's impression of Thomson Reuters and what contributed to that impression? | | |
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| What do you think the State's impression was of the proposed Decision Support Solution prior to this sales engagement? | | | | What do you think was the Prime Contractor's impression of the proposed solution prior to the sales engagement? | | |
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| Who were all of the individuals at the State 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 Capabilities: | | | | IT Requirements or Considerations: | | | | Ease of Use by Staff: | | | | Supplier Company | | |
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| Thinking about when the State was making their final decision, please rank order the level of contribution that you feel 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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| 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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| If Thomson Reuters was not the Prime, what do you think were the two primary reasons that the Prime Contractor decided to go with Thomson Reuters? | | |
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| * What was the outcome of this opportunity? |
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| What are the primary reasons you think the contract was lost? | | |
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| What are the primary reasons you think the contract was won? | | |
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| How satisfied do you think the prime contractor (or State if Thomson Reuters was the Prime) 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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If we define "solution" as a combination of services, subject matter expertise and products that achieve the client's objectives, to what degree do you agree with the following statement: “Thomson Reuters presented a solution that addressed the State's specific issues rather than describe the merits of a technical tool.”
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| Now, after this decision process, what do you think the Prime Contractor (or State if Thomson was the Prime) views as the primary strengths of Thomson Reuters' response to the State's issue? | | |
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| In what ways do you think Thomson Reuters could improve their response? | | |
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SALES PROCESS
Overall, how satisfied do you think the Prime Contractor (or State if Thomson Reuters was the Prime) 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 prime contractor (or State if Thomson Reuters was the Prime) 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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| Excluding people, what were the primary sales resources you used during this sales engagement? | | | | Who attended the finalist meeting from Thomson Reuters? | | | | Did you feel any resources were missing that would have helped the State 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? (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? | | |
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| Is there anything else you think we should know about this recent opportunity? | | |
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