Walking in knowing more than they expect.
Account dossiers, competitive whitespace reads and sector credibility audits that give outreach a reason the buyer cares about.
Where this sits.
Outreach fails because it has nothing specific to say. The team knows the account's revenue and headcount, not what changed inside it last month or where the incumbent is falling short.
MandateProduce written intelligence on named accounts that turns a generic approach into a specific, timed one.
What the team is handed.
Account dossiers
Who decides, what is changing inside the account now, and why that creates an opening.
Outcome. Outreach carries a reason the buyer recognises.
Competitive whitespace analysis
Where the incumbent agency falls short and where the firm would fit.
Outcome. A wedge into accounts that look closed.
Sector credibility audit
An honest check of claimed sector expertise against provable delivery.
Outcome. The firm pitches sectors it can defend.
Regulated-category opportunity reads
Opportunities in health, finance and similar, with compliance constraints built in.
Outcome. Regulated work is pursued without walking into a wall.
How the work runs.
- 01
Scope
Agree the account list and the decision the intelligence has to support.
- 02
Research
Filings, hiring, leadership change, procurement notices, published work and incumbent output.
- 03
Read
Convert findings into an opening, a named decision-maker and a timed reason to approach.
- 04
Brief
Walk the team through each dossier so the approach is executed the way it was written.
When this is the right first move.
- —Reply rates are falling on lists that used to convert.
- —Target accounts are already served by a competitor.
- —The firm is entering a regulated sector for the first time.
Common questions.
How many accounts does a dossier programme cover?
Typically ten to twenty-five named accounts per cycle, sized so each dossier is genuinely researched rather than templated.
Is the research public-source only?
Public sources plus structured conversations where they are available. Nothing is asserted that cannot be evidenced.
Terms used in this practice.
Account intelligence
Account intelligence is written research on a named target account — who decides, what changed recently, and where the incumbent is exposed.
Buying committee
A buying committee is the full group of people inside a prospect organization who influence, approve, or can block a purchase decision.
MEDDICC
MEDDICC is a B2B sales qualification framework covering Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, and Competition.
Win rate
Win rate is the percentage of qualified opportunities that close as signed business, one of the core metrics used to set realistic pipeline coverage targets.
Discovery script
A discovery script is a structured set of questions used in the first substantive sales conversation to qualify fit, budget, and decision process before proposing scope.
Account-based marketing (ABM)
Account-based marketing is a go-to-market motion that treats a short list of named target accounts as individual markets, coordinating outreach, content, and messaging around each one specifically.
What else gets built.
Start with the founder-dependency audit.
Ten working days, fixed fee, a written read your team owns. The fee credits against the build that follows.