The executive search firm’s best customers were international companies that are expanding to the firm’s region of operations. Such companies would require the firm’s services to hire. To identify such companies, the firm had analysts who were manually searching news and press announcements about business expansion. But this process was extremely challenging.
Here’s what Google turns up for search phrases like ‘companies expanding to India’ and ‘companies opening an office in India’
Their manual process was successful. The leads found through manual efforts had converted better than the ones sourced from expensive databases. But the manual process couldn’t scale without hiring analysts. In addition, the process was mentally exhausting resulting in a high churn amongst the analysts.
Our methodology included configuring custom tags to identify hiring indicators and writing custom crawlers for aggregating new updates from “Registrar of Companies”. This is how we configured the Contify market intelligence platform to meet their exact requirement:
But more importantly, the rules were able to weed out expansion-based news reports that did not indicate a hiring intent. The platform, for instance, was also able to discard updates that were regional in nature. Here are some examples:
Using Contify, the firm was able to find several companies expanding to India that helped them build a sales pipeline worth $230,000 in the first two months itself. In addition, the analysts are happy that the grunt work is done by technology and they spend time researching companies, finding the right person to call, confirming hiring need, and giving the warm lead to the sales team. Contify’s competitive intelligence platform is now an integral part of the client’s lead generation process.
Worth of sales pipeline built in two months using Contify