Cable & Wireless works with Lighthouse Analyst Relations to identify its most influential industry analysts

Cable & Wireless has included Analyst Relations as a fundamental element of its business strategies for some time, having incorporated it in into its central marketing efforts. As such, the internal Analyst Relations team already has many well-established relationships with industry analysts.

However, as Head of Analyst Relations for Cable & Wireless UK, David Thain considers a regular review of his groups' Analyst Relations activities a necessity to ensure that Cable & Wireless continues to provide an outstanding Analyst Relations' practice. As such, he approached Lighthouse Analyst Relations in April 2004 to use its unique Analyst Impact Model to identify those analysts most influential to Cable & Wireless. This would ensure that David's team focus its attentions on building and maintaining relationships with the right group of analysts.

"My team has made its own market assessments of the industry analysts, but I decided to use Lighthouse's proven formula to corroborate, add to or amend the list of analysts we have relationships with. We hoped that Lighthouse could identify those analysts most influential to Cable & Wireless' business - in other words, those analysts that we should focus most of our time and efforts on - and much faster than my team would be able to do on our own," said David.

In fact, the analysis did confirm that Cable & Wireless had been speaking to the right industry analysts. But, the added benefit of this analysis was that the results were measured and demonstrable, and had come from an industry expert. This added much more value in terms of David's ability to convince executives of the growing importance of successful analyst relations on the company's UK business revenue.

"I was extremely pleased with the project - it was well managed, delivered on time, and saved us a lot of time and effort - therefore, in my opinion, it was definitely value for money," added David. "Lighthouse brought expertise to our existing Analyst Relations' business and the analysis was in-depth, accurate and measured. I would not hesitate in working with the Lighthouse Analyst Relations' team again, or recommending them to others."

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