Grow Your Business
Whether you work in sales, marketing or risk/compliance, effective use of data will significantly improve your business.
Sales
Your business will grow when sales teams spend their time selling, not trying to find people to talk to or doing data admin. If you really want to grow, you need to free them up to do their job more effectively. But how do they know who the right people to talk to are? How do they track people as the join or leave the industry or move between firms in it? How do they find out what each person in a firm does? It is rare that someone manaully enters more than company name, first name, last name and email address if you are lucky, but there is a wealth of information that can be added. What is their role in the firm, is the firm part of a network and if so which one, are they a director, how long have they been in the industry, if they advise on investments do they have a lot of assets under advice, where have they worked in the past, and a range of other information to help build relationships with the right people. We've never found a sales team that can keep track of all the changes taking place - it's time to use a more intelligent, data led solution if you are serious about growing your business.
Marketing
Marketing often feel that they are doing their job with one hand tied behind their back. Reliant on data from a CRM system that is poorly maintained or doesn't have enough detail to target the right messages to the right people. Or worse, having no CRM system and a cycle of an ever decreasing audience as people unsubscribe or change job. 'Mud at the wall' isn't the desired approach but all too often there isn't any other choice. The idea of sending the right message to the right people at the right time remains a dream for too many marketeers unless they have access to good information. Using our information, you will know what each person does, the type of firm they work for and have access to the email addresses for over 150,000 people in the industry. You really can get the right message to the right person and demontrate the value marketing brings to your organisation if you use the right information.
Risk &
Compliance
In any regulated business it is vital to ensure processes are robust and effective. How do you know whether a firm has permissions to write the business they are placing with you? Do you check when they set up or do you have ongoing checks? A data led solution can reduce cost and errors if this is being done manually at present. And then there's the UK GDPR Article 1(5)(b) risk of out of date information being held on CRM or marketing systems. Failing to keep this information up to date leaves your organisation in breach and risks censure from the FCA or ICO. It is easy to address all of these issues with the right data and processes and we will show you how.
Your business needs are likely to be quite different when you are starting out to when you have been going for a few years or are even more established.
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Which stage are you at?
Starting Out
This is the time to get your message to the right people. You don't have brand recognition or an existing client base so need to get word out about your prodcts and services. Money is probably quite tight so it is crucial to get to as many people as possible but not waste resources on those that won't be interested in your product/service. By carefully selecting the right types of people at the right types of firm you can maximise the return on investment. Simply tell us your target market, buy the number of contacts to meet your budget and get going. We have the email address for around 80% of people on the FCA database and a phone number for every firm so you can easily connect with your target audience.
Growth Phase
You've probably got some information on people in your target market now, but are almost certainly missing out on thousands of opportunities because your sales and marketing teams simply don't know everyone. This has become even more difficult with so many people now working remotely, making networking within office locations far less effective than in the past. Who is keeping track of people as they move between firms? Who is identifying new firms setting up and those closing down? Is the information hoarded by the account managers so it isn't really part of the firm's assets and marketing can't use it? If you haven't already invested in CRM and email marketing systems now is the time to do so. We can work with any system (Salesforce, Dynamcis, Zoho, Mailchimp, HubSpot, etc) so you can make sure your sales and marketing spend is laser focussed on the people most likely to want your products and services.
Well Established
Well established businesses often have a lot of data, frequently stored in different places. If they have put a CRM or marketing system in place the information is usually poorly maintained. This means that sales and marketing are wasting precious time and money on people who are no longer working where the system says they are, and very often have left the industry entirely. You could ask the account managers to maintain the data, but data admin is a long way down most sales people's list of priorities and we've never found a team that does it well. You could employ a couple of people who do nothing but keep the information up to date, but they will also miss many of the changes taking place. The sensible option is to use repeatable, automated data driven processes that ensure your information is always up to date and accurate. This will save you both time and money and give you far better information than any other option. Your sales and marketing teams will no longer waste time on people who aren't there any more, and you will always know when new firms and people join the industry enabling you to build relationships and continue to grow your business.