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The piece

The bishop. Sees the angles others miss.

The move

Find the way in before anyone dials.

The outcome

A ranked target list and a brief for every meeting.
01 / ChapterThe case

A market report tells everyone the same thing.

A list tells you who exists. Research tells you who to call first, why now, what to say, and what they will ask.How we explain the difference on the first call

Generic industry research is directional at best. It does not know your offering, your priorities or the accounts you actually want, so it cannot tell your sales team what to do on Monday.

Our research starts from your situation and ends with answers your team can act on this quarter. Which countries, regions and verticals to enter, and in what order. Which accounts are worth the effort, tiered A, B and C with the reasoning attached. Who your competitors sell to most effectively, and which alliances would move you faster.

And before any meeting, a brief on the prospect: the company, the people in the room, what they have bought, what they are likely to ask.

02 / ChapterHow it works

Five kinds of question we answer.

01 · Markets

Market and vertical entry

Which markets should you pursue, what do they buy, who sells to them today, and what will it take to win a first account there.

Deliverable · entry assessment

03 / ChapterWhat lands on your desk

Documents built to be used.

Entry assessment

For each candidate market: size, buyers, incumbents, entry route, and a recommendation with the risks named.

Week 3–4

Tiered account book

One page per account: profile, people, trigger events, fit, suggested opening. Sorted by tier, synced to your CRM.

Week 4–6

Landscape map

Competitors and potential partners, how they position and price, and where the gaps are.

Week 5

Fit matrix and messaging

Your offerings against each market, with the two or three messages per segment that outreach will run on.

Week 6

Pre-meeting briefs

Produced as meetings are set, for as long as the engagement runs.

Within 2 business days of booking
Every meeting your team walks into should come with a brief.
Research Services
04 / ChapterHow it runs

Six weeks to a working picture.

Then research keeps running for as long as outreach does.

I.

Week 1

Opening

The brief: your offerings, your priorities, the markets and accounts in play, what good looks like.

II.

Weeks 2–3

Development

Market and competitor work: sources gathered, interviews where needed, first findings shared.

III.

Weeks 4–6

Middlegame

Account research and tiering, fit and messaging, documents reviewed with your team.

IV.

Ongoing

Endgame

Briefs for every meeting booked, refreshes as markets move, new accounts added as they qualify.

Weekly

Findings shared as they land, not held for a final presentation.

Per meeting

A brief in your inbox and your CRM before the calendar invite is accepted.

Quarterly

The account book refreshed: tiers revisited, dead accounts retired, new triggers logged.

05 / ChapterStandards

What we hold ourselves to.

Built for your situationNo recycled reports. Every document is written for your offering, your market and your quarter.
Recommendation first, evidence behind itThe answer is on page one. The sources and reasoning follow, so a sceptic can check them.
Sources citedEvery finding is traceable to where it came from. Opinions are labelled as opinions.
Briefs within two business daysA meeting without a brief is a meeting we failed. The standard is two business days from booking.
Lives in your CRMAccount research is synced to the records your team already uses, not parked in a shared drive.
Honest tiersIf an account does not fit, it is a C or it is off the list. We do not inflate the book to look busy.
06 / ChapterQuestions

Before you move.

What does a research deliverable look like?

A written document, built for your situation, with the recommendation up front and the evidence behind it. Account research is delivered as a ranked book with a profile per account, synced to your CRM.

How is this different from buying a list?

A list tells you who exists. Research tells you who to call first, why now, what to say and what they will ask. The list is the starting point, not the deliverable.

How quickly can you turn around a pre-meeting brief?

Within two business days of the meeting being booked. For a running engagement, briefs are produced as meetings are set.

Can research run on its own, without outreach?

Yes. Many clients use it to decide where to go next, then run the outreach themselves. The documents are written to be used without us.

701 / ChapterInsights

From the practice.

All insights
Perspective5 min read

An account list is a point of view

A list of target companies is treated as data. It is actually a strategy: every record encodes a decision somebody made about who matters. Three questions to ask of any list before you work it.

Read the piece
Guide6 min read

How to brief a closer

The meeting is booked. The brief decides whether it was worth booking. The one-page format we send before every qualified meeting, section by section, and what we ask for in return.

Read the piece
Perspective6 min read

Events are a pipeline channel, not a party

Most event budgets buy presence. Treated as a channel, with a target list, a before and an after, an event is one of the few places where the first conversation and the second can happen in the same week.

Read the piece

Your move.

Tell us the market you want opened and what is in the way. A senior member of the team will come back to you with a point of view on the first three moves.

Schedule a meeting +1 (415) 800 2109

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Plays well with

♜ Rook

Data Services

Verified contacts for every account the research says to pursue.
♛ Queen

Strategy & Advisory

Turn the findings into a plan with owners, sequence and numbers.