Previous Projects
This list of previous projects is only intended to display the range of possibilities when research, analytics, and marketing sensibilities are applied in a synergistic manner with creativity, flexibility, and pragmatism. It is not intended as a menu for you to choose from. All projects are custom tailored to the needs and context of the client.
Client: Private Day School
– Enrollment, Retention, & Fund Raising Support
- Developed research program for a private day school to improve enrollment, retention, and fund raising.
- Private schools do not usually contract for proprietary research, but in this case, retaining or adding just one student for one year more than covers the cost of the research. The fact that the research program is in its third year reflects the value received in managing enrollment, retention, and fund raising.
- This research is readily adaptable to other private schools and colleges.
Client: Major Credit Card Company
– Strategic Research, Customer Satisfaction, Webinar Feedback
- Analyzed survey data and developed insights in regard to implications for the payments industry and banks of merchants developing their own payments capabilities.
- Analyzed US income trends & developed payments industry implications.
- Performed customer satisfaction research on call-center experience.
- Performed webinar attendee feedback assessment.
Client: Non-profit Philanthropic Agency
– Goal & Objective Identification & Prioritization
- Applied survey research techniques to facilitate goal and objective generation & clarification that resulted in better input and more complete results in a quicker time frame. This facilitated the application of these prioritizations to program development and fundraising efforts.
Client: Reform Jewish Temple
– Issue Identification, Clarification, & Prioritization
- Applied survey research techniques to facilitate the generation, clarification, and prioritization of issues to be addressed by temple leadership. This facilitated feedback and resulted in progress in addressing challenges in a disciplined and structured format.
Client: Independent Research Supplier
– Modeling to estimate an old metric using new metric items
- Developed predictive models to estimate previous employee engagement metrics based on new metric items.
Client: State Department of Education
– Testing, Assessment, Evaluation, & Research Projects
- Directed educational testing, assessment, evaluation, & research projects ranging in scope from a single school to statewide.
Client: Major Computer, Technology & Consulting Company
– Brand Affinity, Customer Satisfaction, & Competitor Analyses
- Developed survey research programs in regard to brand tracking & strategy, client satisfaction, & CRM intelligence. These efforts improved & leveraged client brand affinity, client satisfaction, and prospect availability in the global B2B arena. Provided easy-to-understand, actionable recommendations & integrated models for satisfaction & brand tracking that deliver business insights & enhance communications and brand programs resulting in increased business revenue & profitability.
- Developed & deployed Client Satisfaction & Brand Affinity Reports that were distributed globally to sales reps and their management after every major sales transaction. This improved retention and cross-sell efforts resulting in millions of dollars in retained and additional revenue.
Client: Major Software Company
– Assessed Brand Affinity Flow Among Sub-brands & Master Brands and the Influence of Perceived Attributes on Satisfaction & Brand
- Developed innovative methods for assessing brand affinity flow among sub-brands & master brands and assessing the influence of perceived attributes on satisfaction, brand preference, commitment, and share of wallet (using survey research data and innovative partial least squares regression techniques) to increase advertising investment efficiency & effectiveness.
Client: Major Telecommunications Firm
– Economic & Statistical Analyses of New Service Offerings
- Directed analytical projects identifying key business market segments & assessing demand for existing & potential service offerings in changing regulatory environment.
Client: Major Financial Services Firms
– Sales Force Support, Marketing Segmentation & Targeting, Operations Support, Business Intelligence, Product Development, Campaign Development & Evaluation, Senior Management Decision Support, Business Case Tools Development, CRM data warehousing, BI Systems Support, Direct Marketing, & List Processing for Brokerage, Insurance, Credit Cards, and Banking Products
- Developed CRM strategy and analysis to promote client growth and retention for over a million clients through an organization of 185+ brokers in a Siebel-based call center environment.
- Developed models targeting various clients for upsell and cross-sell opportunities that ranged from high wealth potential, to annuities purchase potential, to brokerage potential. The demand for leads by brokers was very high.
- Collaborated with internal business partners and external vendors to create, implement, and track marketing campaigns & improve client experience. Designed targeting & household selection (using statistical modeling). Collaborated on development of client experience and communications. Marketing campaigns exceeded ROI hurdles. The increased on-line usage from one segmented mailing paid for itself via retention alone.
- Performed complex business analyses for senior management to determine expected and actual impact of strategic decisions in a dynamic and evolving business culture. Analyses incorporated into business operating model increasing efficiency by 34%.
- Created new business case tools including: attrition management, value & capacity models, efficiency improvement tools & metrics; and campaign metrics to demonstrate campaign impact across multiple dimensions.
- Provided quantitative analyses and modeling that impacted global strategic and tactical decision-making for board-level executives.
- Worked with senior marketing and product development managers to apply quantitative techniques in areas such as:
- Sizing and targeting ultra high net worth individuals to increase retention and revenue
- Model development to identify clients likely to attrite to incorporate results in retention programs
- Pricing change impact studies to create differential value-based segmentation and pricing
- Developing “reason to contact” lead management applications improve contact efficiency and revenue
- Opportunity sizing, prospect modeling, attrition studies and modeling
- Identify clients likely to thrive or defect given a service change to improve forecasting of revenue, attrition, and manpower needs.
- Worked with senior marketing and product development managers to:
- Develop CRM data warehousing, proprietary householding, systems conversions, marketing and sales MIS reporting, client/server data access.
- Provide data mining, database marketing, list processing, segmentation, target modeling, attrition and HH value modeling, statistical analysis, market research, new product testing and marketing solicitation design & evaluation.
- Introduced direct marketing segmentation techniques to branch-based micro-marketing efforts, resulting in annuity sales increases of 420%.
- Performed a comparative analysis of the validity and reliability of demographic data available from third party suppliers.
- Directed, designed, and executed direct marketing cross-sell campaigns and impact analyses. Developed segmentation models, applied them to customer files, & executed selection criteria to optimize solicitation profitability. Customer lists used for all types of solicitations, from mass mailings and telemarketing to branch sales appointment setting.
- Developed and implemented state-of-the-art list processing system providing targeted lists for over 55 million solicitations annually from a base of over 20 million households from 6 overlapping business sources including: Credit cards, T&E cards, and branch banking businesses. System includes full contact management, adaptable to any solicitation schedule, at 80% savings over the previous system (cost savings of $4M+ annually).
- Upgraded segmentation techniques and objectives from response-driven to profit-driven. New models and automated profit-based selection techniques allowed for universe expansion and increased solicitation profitability dramatically. Fee-based products cross-sold to cards universe exceeded ROI hurdles consistently through universe and contact management.
- Directed product development and testing of new insurance products offered to credit card and branch customers via direct mail and/or telemarketing including opportunity identification, concept generation, product design, creative strategy, market research, and test marketing.
- Developed & instituted improved methods of assessing market share across products and businesses.
- Directed market analysis and quantitative and qualitative research for new financial products and for new electronic delivery products.
- Developed asset allocation algorithm implemented internationally.
Please feel free to contact me if you’d like to discuss how research and data can be used to address your organizational challenges.
