This involved the recruitment of senior managerial and consumer personnel for business-to-business analysis, in-depth interviews and focus groups.

Having managed the recruitment and training of field research personnel, to encourage the telephone operators to not feel dejected if a specific respondent was not forthcoming with information or behaving abruptly, I instructed them to include information about other recognised targets involved in the appointment-making, such as marketing, financial and advertising directors who, in turn had been eager to complete the tasks of interviews and who were looking forward to receive the client reports.