Case history: UK arm of European scientific products supplier

Type of company: UK arm of European scientific products supplier.

Size of company: £8 million.

Objective: To gain more sales from UK organisations with laboratories.

Challenge: Many organisations are not investing, need to pinpoint those experiencing change and growth.

Work involved: Create a specialist Business List of all relevant organisations in the public and private sector. Research Key Contacts, identify Trigger Alerts about organisations building, refitting, extending laboratories.

Investment in Alert: £1500 for 3-month pilot project.

Overall investment in the project: £20,000

Outcome: Identified 5 UK organisations with international Corporate Trees, helping facilitate a cross-selling campaign from sister companies already buying from the supplier.