YOUR NEXT VALUABLE CLIENT HAS A REASON TO NEED YOU.
DO YOU KNOW WHAT IT IS?
We investigate who they are, what creates their need, and how you can help.
David Westdorp Strategies combines commercial strategy, skilled research, data intelligence and direct client development to uncover evidence-supported opportunities and turn them into qualified sales conversations. We work with professional advisory, financial-services and insurance firms, technology companies, manufacturers, and other B2B service and product providers seeking better-qualified growth opportunities.
Before we ask someone for their time, we make sure we have a reason to be there.
Book A Free 30 Minute Call
VIDEO
Watch the introduction video below
The problem we solve
These days, it is easy to purchase thousands of company names and contacts. What you cannot easily purchase is the intelligence required to know which opportunities present a genuine business case for your attention.
Without that intelligence, business development becomes expensive guesswork. Salespeople spend time contacting companies that may fit a general profile without understanding why those companies might need what they provide or want to hear from them.
Companies need greater confidence when pursuing new clients, markets and commercial relationships. We provide it through skilled research, commercial judgment and direct feedback from the market.
DW STRATEGIES FRAMEWORK
WHAT WE DO
We investigate the questions ordinary prospect lists leave unanswered
Where can you create the most value?
We define the clients, situations and commercial problems where your offer matters most.
Which companies have a credible reason to need you?
We research markets, companies and observable signals that may indicate a genuine opportunity.
What has changed, and what matters now?
We look for business events, ownership changes, investments, expansion plans and other relevant triggers.
Who can actually advance the decision?
We identify decision-makers, controlling owners, influential executives and other people who matter to the opportunity.
Which opportunities deserve your attention first?
We prioritize prospects using fit, evidence, timing, potential value and accessibility.
How can our intelligence become a conversation?
We develop informed outreach, qualify interest and help secure an appropriate commercial meeting.
Research tells us where to look.
Human conversation tells us whether the opportunity is real.
THE DWS APPROACH
As prospective clients respond, we share what we learn with you and adjust the research, targeting and messaging to improve future results.
1. DEFINE
Where does your company create exceptional value?
2. INVESTIGATE
What companies and situations may indicate a need?
3. IDENTIFY
Who has the authority and influence to act?
4. PRIORITIZE
Which opportunities have the strongest commercial case?
5. APPROACH
What would make the conversation relevant to them?
6. QUALIFY
Is there a real fit, need, value and possible next step?
Research and outreach are connected.
What we learn from the market improves future targeting, messaging and qualification.
FROM MARKET DATA TO QUALIFIED OPPORTUNITIES
B2B Data Intelligence turns large volumes of general market data into smaller, more relevant groups of companies and decision-makers that have a credible business reason to deserve attention.
Book a Free 30 Minute CallPROFESSIONAL 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 Data Intelligence 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 Data Intelligence 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 Data Intelligence 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.
B2B Data Intelligence
GOODWILL GUIDES HOW WE APPROACH PEOPLE.
EVIDENCE GUIDES WHO WE APPROACH.
B2B Data Intelligence is the business intelligence and client-development method used by David Westdorp Strategies.
Metta represents goodwill, usefulness and the sincere intention to create value for another person.
Data represents evidence, precision and disciplined inquiry.
Together, they create a demanding commercial standard: understand where you can genuinely help, find credible evidence that an opportunity may exist and approach the right person with relevance and respect.
We know every prospect doesn’t need or isn’t ready for what you sell. We investigate and share with you where a meaningful reason for a conversation may already exist.
WHO THIS IS FOR
BUILT FOR B2B COMPANIES WHERE THE RIGHT OPPORTUNITIES CAN MATERIALLY AFFECT GROWTH
Our approach is designed for established professional advisory, financial-services and insurance firms, technology companies, manufacturers, and other B2B organizations selling specialized, higher-value products, services or expertise.
It is best suited to companies where one new client relationship can be worth $100,000 or more, or where individual sales of $10,000 or more can be repeated across similar companies, markets or industries.
Our work is especially relevant when the potential value of the opportunity justifies careful research and hands-on client development.
- Your best opportunities are difficult to identify through conventional databases.
- Multiple people may influence or control the buying decision.
- Timing, ownership, business events or operational changes can create an opening.
- You are entering a new geography, industry or client segment.
- Your senior people should meet only with properly qualified prospects.
- You value commercial relevance more than raw lead volume.
WHAT CHANGES WHEN YOU KNOW MORE BEFORE YOU APPROACH THE MARKET?
If you have a valuable B2B offer and want a more disciplined way to identify and approach the right opportunities, let's have a practical conversation.
Book a Free 30 Minute Call