PCG have had a great start to 2017, with several releases regarding research and representation work. We’ve found success by employing great people, and by evolving the business. Customer needs, expectations and industry changes all mean that organizations need to constantly evaluate, and improve their work. In a recent PCG newsletter (sign up here), we announced new roles and responsibilities for the PCG team to meet these changing needs. As part of these changes, our New Business Development Manager Janet Fisher, A PCG linchpin, will be refocusing her time to consult on specialized projects. Here she reflects on the changes she’s seen at PCG over the years. – Melissanne Scheld, Managing Director, PCG

During your time at PCG, what trends have you seen developing in the industry?

More publishers are using market research and outsourcing sales representation in order to expand into new markets. As the U.S. market has become tighter, publishers are looking for new ways to grow their market share. In addition, there is so much more data that is available from content websites about users but many publishers don’t have the time and staff to use that data effectively.

How has PCG evolved to match these trends?

We have increased our market research capability and expanded our sales representation team. When I started at PCG we had a sales team in the U.S. for one publisher. Now we have staff in the U.S, Latin America, Asia, India, and Europe working on behalf of dozens of publishers. This reflects the need of our publishers to look beyond the North American market to expand their market.

Does the ubiquity of the digital world make it easier or harder for publishers to be successful?

It depends on the publisher. The big deals make it harder for smaller publishers because the amount of money available for purchases other than Big Deals is eroding every year. The growing complexity of the technology also makes it harder for smaller publishers to keep up.

What is the most common piece of advice you find yourself giving clients?

Do the research, pay attention to the details and work with partners. Only a few publishers can do it all themselves, so bringing in outside agencies can be a win-win. If budgets are tight, small steps can still bring large rewards.

What will you miss most about working directly with publishers?

I find the people working in scholarly publishing have high standards and care greatly about getting the work of their authors and editors out to the world so more learning can take place. I will miss working closely with such a vibrant and changing industry.

Interested in finding out what PCG can do for your business?

Contact Melissanne Scheld to discuss.