WORKING WITH US
TURN A COMMERCIAL QUESTION INTO A QUALIFIED BUSINESS CONVERSATION
We combine commercial strategy, skilled research, business intelligence and direct client development to identify where a credible opportunity may exist and determine how to pursue it.
Book a free 30 minute callTHE QUESTION THAT STARTS THE WORK
Where can your company create meaningful value, and which opportunities have a genuine reason to deserve your attention?
Every engagement begins with a practical business question:
The answer differs by client. A professional advisory firm may need to identify business owners facing succession, tax or financial decisions. A financial-services or insurance firm may be looking for qualified clients, referral partners or relevant life and business events. A technology, manufacturing or B2B service company may need to enter a new market or identify organizations with an emerging need.
A FOCUSED AND COLLABORATIVE PROCESS
Your Knowledge
You bring the knowledge of your business, clients and commercial goals.
Our Contribution
We bring the research method, market intelligence, commercial judgment and client-development experience.
Together, we define what a worthwhile opportunity looks like before research or outreach begins. We share what we find, distinguish evidence from assumptions and adjust the work as the market responds.
ONE CONNECTED CLIENT JOURNEY
B2B METTADATA IN PRACTICE
The business intelligence and client development method used by David Westdorp Strategies.
Commercial
objective
STEP 01
DISCOVERY
We clarify what you sell, where you create exceptional value and what makes a new client commercially worthwhile.
We also examine your strongest existing client relationships, the markets you want to enter, your sales economics, available capacity and what has created the need for growth.
The outcome is a defined commercial objective that can guide the research and client-development work.
STEP 02
OPPORTUNITY DEFINITION
We clearly understand and can explain back to you the characteristics that make a company or situation commercially worthwhile. These may include company size, geography, industry, ownership, purchasing potential, relevant business events, timing and the authority of the people involved.
We then define the evidence required to support outreach and the questions that can only be answered through direct conversation.
QUALIFICATION CRITERIA
Fit. Evidence. Timing.
Company · Geography · Industry · Ownership · Purchasing potential · Business events · Authority
DIRECT CONVERSATION
Questions that research alone cannot answer.
FROM FRAGMENTS TO INTELLIGENCE
↓
Connected evidence
Companies · People · Events
STEP 03
RESEARCH AND INTELLIGENCE
We investigate markets, companies, ownership, decision-makers, relevant business events and other observable signals connected to the assignment.
When no suitable database exists, we combine information from multiple sources with custom research to build the intelligence needed to achieve your business objective.
The purpose is not to collect the most records. It is to understand which companies may have a credible reason to need what you provide.
STEP 04
PRIORITIZATION
We reduce broad market data to a smaller group of opportunities that best match your agreed commercial criteria.
Each opportunity is considered using fit, evidence, timing, potential value, decision-maker relevance and accessibility. Companies that do not justify the effort are removed from active consideration.
The result is a defensible prospect list that helps us concentrate on the opportunities most worth pursuing.
Broad Market
Commercial Filters
Qualified Opportunities
WHERE INTELLIGENCE BECOMES A CONVERSATION
STEP 05
CLIENT DEVELOPMENT
Research tells us where to look. Human conversation tells us whether the opportunity is real.
When required, DWS develops your outreach message, approaches the relevant decision-makers and qualifies the situation before involving your senior people.
When a credible fit exists, we make the introduction to start a relevant business conversation with a defined commercial purpose.
Intelligence → Conversation → Introduction
STEP 06
CONTINUOUS LEARNING AND ADJUSTMENT
As prospective clients respond, we share what we learn with you and adjust our research, targeting and messaging to improve future results.
Direct market feedback may confirm the original opportunity, reveal a different need, identify better decision-makers or show that a market does not justify further investment.
The objective is informed progress, including knowing when an opportunity should and should not be pursued.
LEARN
↻
ADJUST
Opportunity Definition → Research → Prioritization
↖ Market feedback returns to the work ↗
START WITH A PRACTICAL BUSINESS QUESTION
FIND YOUR NEXT OPPORTUNITY
Where can your company create meaningful value, and which opportunities have a genuine reason to deserve your attention?
Book a free 30 minute call