Proposal effort
Find where teams invest time in approaches buyers do not value.
Buyer intelligence. Smarter spending.
Know where to improve.
See where you
could save.
How a global clinical research organization uses buyer intelligence to focus resources, identify costly friction, and prioritize business improvements.
Global clinical research / Client case study
13 yearsResearch partnership
26%Outreach response rate
~30KPIs per conversation
The cost of not knowing
Costly friction hides
inside buyer decisions.
Detailed buyer conversations help reveal where effort is wasted, value is misunderstood, and customer experiences create avoidable costs.
Pricing & value
Understand whether the issue is price, scope, or an unclear value story.
Customer friction
Surface recurring issues that can drive rework and support demand.
Process handoffs
Identify gaps between the promise, the contract, and delivery.
Buyer evidence→Prioritized actions→Cost-savings initiatives
Focus resources on the improvements your buyers tell you matter.
The research engine
Better conversations.
Sharper cost-saving priorities.
A managed research program connects with buyers, explores the reasons behind their decisions, and turns feedback into measurable intelligence.
Reaching the people behind the decisions
26%
Outreach response rate
RespondedRemaining outreach
Response rate reflects outreach participation, not completed interviews.
01
Connect
Sequenced outreach and AI-assisted scheduling.
02
Listen
Detailed interviews with customers and lost prospects.
03
Measure
Around 30 KPIs, supported by the reasons behind each rating.
04
Prioritize
Evidence that helps teams focus improvement efforts.
~30KPIs per conversation
Multiple perspectives. A clearer picture.
Interviewing several stakeholders can reveal different perceptions within the same account.
From intelligence to action
One source of intelligence.
Smarter decisions across the business.
Different teams use the same buyer evidence to focus resources, address costly friction, and prioritize improvements.
What the research examines
Cost-savings opportunity
Buyer evidence → Team priorities
Proposal feedback
Value perceptions
Delivery experience
Competitive context
Focus resources
Address friction
Track initiatives
The commercial impact
Make every pursuit
work harder.
Buyer intelligence supports better decisions about where to focus proposal effort, how to communicate value, and what to improve next.
Reported win rate
+8
percentage points
More wins from the opportunities pursued.
An improvement reported over the research partnership. Buyer intelligence is one contributor alongside the client’s other business initiatives.
Focus proposal resources
Strengthen the value story
Learn from every decision
Higher win rates can improve pursuit efficiency; this is not a measured cost-savings calculation.
About this case study and its measures
This anonymized account is based on Market Awareness’s reported client engagement. Partnership duration, response rate, KPI count, and win-rate endpoints are supplied by Market Awareness. The win-rate comparison shows two reported endpoints, not a continuous time series or a controlled attribution study. Cost-saving opportunities described here are research applications, not quantified or independently verified savings. Current scheduling capabilities do not imply the same technology was used throughout the 13-year relationship.
Your next cost-savings opportunity
Your buyers know
where you could
save more.
We turn detailed buyer conversations into clear priorities for smarter spending, stronger customer relationships, and more productive growth.
Start with a focused conversation about your business.