PROFESSIONAL ACCOUNTING AND ADVISORY FIRM
326 companies researched. 174 eliminated. 152 qualified ownership opportunities remained.
An initial list of 326 privately held companies had already been filtered by revenue, geography and industry. However, those criteria did not reveal which companies were still controlled by shareholders with the authority to consider changing professional advisors. B2B MettaData researched the ownership and control structure of every company.
The process eliminated 174 companies and reduced the prospect list by approximately 53%. The remaining 152 companies were controlled by one, two or three shareholders. Approximately 190 relevant shareholders were identified for potential outreach. This allowed the firm to concentrate its client-development and Partner time on companies where identifiable owners retained the authority to consider changing accounting and advisory providers.
Our dynamic process filtered out firms lacking strategic scale or having inactive registrations. The final database provided the firm's growth champions with comprehensive organizational structures, key stakeholder emails, and verified commercial activity flags to initiate highly structured advisory pursuits.
NOT-FOR-PROFIT MARKET INTELLIGENCE
More than 7,000 organizations. A campaign requiring only the 400 strongest opportunities.
A professional advisory firm wanted to develop new business within the not-for-profit sector. The available market contained more than 7,000 organizations, but the client required only 400 properly qualified prospects for its campaign. B2B MettaData developed a filtering method based on the client’s commercial and operational requirements. The criteria included annual budget, fiscal year-end, geography, current public filings, authorization to issue donation receipts and the identification of an appropriate financial decision-maker. The method allows the client to select the 400 organizations that best fit its requirements instead of treating more than 7,000 organizations as equally valuable prospects. This concentrates mailing, client-development and Partner time on organizations with a stronger reason to consider the firm’s services.
AUDIOVISUAL AND LIVE-EVENT SERVICES
Disconnected market data transformed into a custom opportunity database.
An established audiovisual company wanted to find multi-day events and responsible decision-makers in new geographic markets. No single database contained the event, organization, location, timing and contact intelligence required for the campaign. B2B MettaData combined multiple disparate datasets and added custom research to connect events with the organizations behind them and the people responsible for event-planning and production decisions. The database is filtered according to the client’s preferred event types, locations and commercial requirements as it is built. This prevents the client-development team from working through a general list of venues, events, companies and contacts without knowing how they relate to one another. The result is a custom market-development resource built around specific event opportunities, responsible organizations and relevant decision-makers.
