A list of thousand contacts was provided by the client to the Arivum sales support team to identify right contacts for business development in Ohio region. The team did a basic level research to clean the list and according to the requirements of the client kept the appropriate targets in the first list.

Once the primary level relevance was established, the team conducted additional research to check for missing target companies. The team used a combination of key-word based searches on Hoovers, Reuters and Google, and search on region’s trade union websites and national patent databases to ensure the final list was exhaustive.

After the complete list was generated, the team further segregated the list according to the geography and different sectors by visiting each company’s website. Appropriate contacts were identified along with the contact information. The team also did cold calling within ethical boundaries to establish a priority target list of contact for the client.

This list improved the business development efforts of the client law firm many-fold and a happy customer for us.

The Business Development head wanted to understand the sales opportunities that existed within her present clients. She was also keen in reaching out to the right people in the company. We prepared a complete organization tree for her clients and mapped her contacts in different divisions. This analysis clearly pointed out that she was not able to utilize the complete potential of her client. She was not reaching to the right contacts in different departments and geographies.

We identified the most appropriate contacts for her in different departments and helped her in preparation of different sales collateral to address the needs of her clients. We developed Customer Relationship Management tool to keep a track of all the company dealings with the client and communication with appropriate reminder tools build in to increase the effectiveness of sales support.

This resulted in a significant improvement in the sales done with the existing customers of our client.