Business Insurance Prospecting

A large European Insurer required to prospect to business sectors within the UK marketplace. They were strong in certain industries and sectors and wanted to develop those areas plus to open up new areas.

Data was collected on Trade associations and franchise operations, these were then standard industry coded (SIC). This was then matched to the client's base which was SIC coded to identify industries of a similar ilk.

A web based system was created so that salesman and marketers could display and identify similar companies to target. A simple traffic light system indicator was put in place to identify the immediate status or quality of prospect.

The bringing together of similar prospects allowed the client to immediately identify prospects and for the sales people to expand on already winning approaches.