The problem this service answers
Your teams spend a third of their week building lists instead of selling, and half of what they build turns out to be out of profile, out of territory or no longer active.
The quality of a target base determines the productivity of everything downstream. An approach to a company that does not match your profile costs the same effort as an approach to one that does, and produces nothing. The problem is rarely a lack of company names; it is that raw lists mix segments, sizes, statuses and territories that your offer does not address.
The second stake is the definition of the profile itself. Most companies describe their ideal customer in terms that cannot be applied to a list: dynamic, growing, quality-conscious. Turning that into observable criteria such as activity code, size bracket, equipment, certification, territory or organisational signal is what makes qualification reproducible.
What the assignment covers
We begin with your ideal customer profile, reconstructed from what your best accounts actually have in common rather than from an internal description. That produces a set of observable criteria, a set of disqualifying ones, and a scale of priority that can be applied consistently across thousands of records. It also shows which internal beliefs about the profile do not survive contact with the data.
The base is then built from registries, sector sources and public corporate material for the territories in scope. Each account is checked for activity status, profile match and territorial relevance, duplicates and closed entities are removed, and what fails the criteria is excluded rather than kept for volume, since volume is never an objective in itself in this assignment.
For retained accounts we document what supports an approach: apparent activity, size indicators, sites, group membership, and where publicly identifiable the roles involved in a buying decision for your category. The file is delivered in the structure your teams already use, so it can be worked without reformatting, and fields nobody uses are left out rather than filled for appearance.
How we work on it
- We reconstruct your ideal customer profile as observable criteria.
- We define disqualifying criteria and priority levels for the base.
- Accounts are collected from registries and sector sources for the territories.
- Status, activity and profile match are checked for each record.
- Duplicates, closed entities and out-of-scope records are removed.
- Retained accounts are enriched with the elements useful to an approach.
- The base is delivered in your working structure and can be refreshed periodically.
Where the information comes from
Sources are selected with you at the start of the assignment and reviewed as the subject evolves.
- Corporate registries and official company status data.
- Sector directories, professional bodies and certification lists.
- Public corporate communications, sites and recruitment publications.
- Public procurement and contract records indicating buying activity.
- Trade press and sector publications identifying active organisations.
Possible deliverables
The format is chosen with you. A single assignment can combine several of them.
- A qualified account base structured in your working format.
- The written qualification criteria applied to build it.
- Priority levels with the reasoning behind each level.
- Buying-committee elements where publicly identifiable.
- A periodic refresh of status, changes and new entrants in the profile.
Who this service is designed for
What this service does not promise
We qualify companies against observable criteria; we do not assess their intention to buy. A well-built base improves the efficiency of your approaches, and it says nothing about how many of them will convert.
How to start
Send us the profile of your five best customers and the territories you want to cover. We come back with the observable criteria that describe them and a proposed perimeter.