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Is nothing straightforward in b2b research?

Organisational changes are making it increasingly difficult to complete business research. It is, for example, harder to contact business executives. Routes to them are less likely to be through a secretary or even a switchboard. Phone numbers are more likely to be direct, unlisted or routed through a central department or an automatic exchange that is immune to the persuasive interviewer. On a wider level, researchers have also had to contend with both the seemingly inexorable conglomeration of the business world and policy changes on compliance. Increasingly, corporate policy forbids interviews – even in corporations that need, and commission, research themselves. In areas where there is a restricted pool of potential participants, one cannot afford low strike rates. It does not just take longer to complete the quotas, one just runs out of contacts.