Scoring methodology

The 34 Key Performance Indicators used in our Scorecard analysis are segmented into three important areas.

1. Ease of locating your company electronically (internet, phone)
   The fact is, more and more prospects rely on the Internet to source suppliers. If we can't locate your business using standard simple search methods, how will your real prospects?
   
   
2. Website effectiveness in assisting prospective customers with:
   • product and service information
   • overall company information
   Effectively, prospects will shortlist suppliers if they have a positive response to two questions. Can they fulfill my needs? Can I trust them to deliver? The objective of our survey criteria is to determine if key information is available to make this assessment.


3. Ability of each company to respond to prospect enquiries via phone and web enquiries
   We attempt two different types of prospect enquiries, one via the internet and the other via telephone. Our survey is geared to determining how well an organisation starts personal relationships with prospects - the first impression. In essence, we are looking to determine contact reliability, professionalism, product knowledge, and assistance.

We have gathered substantial “before and after” evidence of companies who have implemented Scorecard and dramatically improved their results. Without fail, it demonstrated significant improvements in prospects enquiries volumes, qualified prospects volumes and higher sales conversion.