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 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.